A predictive model of the export behaviour of small and medium sized firms: an application to the case of Castilla-La Mancha
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Published
07-09-2011
María Jesús Ruiz Fuensanta
Universidad de Castilla-La Mancha - Facultad de Derecho y Ciencias Sociales
Abstract
Based on an extensive theoretical review, the aim of this paper is to carry out a closer examination of the differences between exporters according to their commitment to the international market. Once the main disparities are identified by means of a non-parametric test, a logistic analysis based upon data collected from small and medium sized manufacturing firms is conducted in order to construct a classificatory model.
How to Cite
Ruiz Fuensanta, M. J. (2011). A predictive model of the export behaviour of small and medium sized firms: an application to the case of Castilla-La Mancha. Cuadernos De Gestión, 11(2), 89–110. https://doi.org/10.5295/cdg.100230mr
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Keywords
Export behaviour, Manufacturing, Small to medium-sized firms, Logistic regression, Mann Whitney U-test
References
AABY, N.E. and SLATER, S.F. (1989): “Management influences on export performance: A review of the empirical literature 1978-1988”. International Marketing Review, Vol.6 No. 4, pp. 7-26.
ALI, A. and SWIERCZ, P.M. (1991): “Firm size and export behaviour: Lessons from the Midwest”. Journal of Small Business Management, April, pp. 71-78.
ALONSO, J.A. and DONOSO, V. (1996): “Obstáculos a la internacionalización y políticas públicas de promoción. El caso de España”. Papeles de Economía Española, No. 66, pp. 124-143.
ÁLVAREZ, R. (2007): “Explaining export success: firm characteristics and spillover effects”, World Development, Vol. 35, No. 3, pp. 377-393.
AXINN, C.N. (1988): “Export performance: Do managerial perceptions make a differences?”. International Marketing Review, Summer, pp. 61-71.
BAUERSCHMIDT, A., SULLIVAN, D. and GILLESPIE, K. (1985): “Common factors underlying barriers to export: Studies in the U.S. paper industry”. Journal of International Business Studies, Fall, pp. 111-123.
BODDEWYN, J.J. (1988): “Political aspects of MNE theory”. Journal of International Business Studies, Fall 1988, pp. 341-63.
BONACCORSI, A. (1992): “On the relationship between firm size and export intensity”. Journal of International Business Studies, Vol. 23 No. 4, p. 605-635.
BRUNNING, E.R. (1995): “Strategic positioning for export marketing development: The role of managerial attitudes, export development programmes and firm characteristics”. Journal of Strategic Marketing, Vol. 3, pp. 127-143.
BUISÁN, M. y ESPINOSA, E. (2007): “Una aproximación al perfil de la empresa española internacionalizada: datos y reflexiones”, Información Comercial Española, No. 839, pp. 9-21.
CADOGAN, J.W. et al. (2001): “Key antecedents to export market-oriented behaviours: a crossnational empirical examination”, International Journal of Research in Marketing, Vol. 18, pp. 261–282.
CALOF, J.L. (1993): “The impact of size on internationalization”. Journal of Small Business Management, October, pp. 60-69.
CALOF, J.L. (1994): “The relationship between firm size and export behaviour revisited”. Journal of International Business Studies, Second Quarter, pp. 367-387.
CAVUSGIL, S.T. (1984a): “Organizational characteristics associated with export activity”. Journal of Management Studies, Vol. 21 No. 1, pp. 3-22.
CAVUSGIL, S.T. (1984a): “Differences among exporting firms based on their degree of internationalisation”. Journal of Business Research, Vol. 12, pp. 195-208.
CAVUSGIL, S.T. and NAOR, J. (1987): “Firm and management characteristics as discriminators of export marketing activity”. Journal of Business Research, Vol. 15, pp. 221-235.
CAVUSGIL, S.T. and ZOU, S. (1994): “Marketing strategy-performance relationship: An investigation of the empirical link in export market ventures”. Journal of Marketing, Vol. 58 January, pp. 1-21.
CHRISTENSEN, C.H., ROCHA, A. and GERTNER, R.K. (1987): “An empirical investigation of the factors influencing exporting success of Brazilian firms”. Journal of International Business Studies, Fall, pp. 61-77.
COOPER, R.G. and KLEINSCHMIDT, E.J. (1985): “The impact of export strategy on export sales performance”. Journal of International Business Studies, Spring, pp. 37-55.
CRICK, D. and CZINKOTA, M.R. (1995): “Export assistance. Another look at whether we are supporting the best programmes”. International Marketing Review, Vol. 12 No. 3, pp. 61-72.
CZINKOTA, M.R. and JOHNSTON, W.J. (1981): “Segmenting U.S. firms for export development”. Journal of Business Research, Vol. 9, pp. 353-365.
DENIS, J.E. and DEPELTEAU, D. (1985): “Market knowledge, diversification and export expansion”. Journal of International Business Studies, Fall, pp. 77-89.
DHANARAJ, C. and BEAMISH, P.W. (2003): “A resource-based approach to the study of export performance”, Journal of Small Business Management, Vol. 41 No. 3, pp. 242-261.
DIAMANTOPOULOS, A. and INGLIS, K. (1988): “Identifying differences between high- and low-involvement exporters”. International Marketing Review, Summer, pp. 52-60.
DICHTL, E., KOEGLMAYR, H.G. and MUELLER, S. (1990): “International orientation as a precondition for export success”. Journal of International Business Studies, First Quarter, pp. 23-40.
DIRECCIÓN TERRITORIAL DE COMERCIO DE TOLEDO (2007): “La economía internacional de Castilla-La Mancha”, Boletín Económico del ICE, No. 2928, pp. 3-30.
DOMINGUEZ, L.V. and SEQUEIRA, C.G. (1993): “Determinants of LDC exporters’ performance: a cross-national study”, Journal of International Business Studies, Vol. 24, No. 1, pp. 19-40.
ERRAMILLI, M.K. and RAO, C.P. (1993): “Service firms’ international entry-mode choice: A modified transaction-cost analysis approach”, Journal of Marketing, Vol. 57 July, pp. 19-38.
GENÇTÜRK, E.F. and KOTABE, M. (2001): “The effect of export assistance program usage on export performance: a contingency explanation”, Journal of International Marketing, Vol. 9, No. 3, pp. 51-72.
GRAY, B.J. (1997): “Profiling managers to improve export promotion targeting”. Journal of International Business Studies, second quarter, pp. 387-420.
GRISPRUD, G. (1990): “The determinants of export decisions and attitudes to a distant market: Norwegian fishery exports to Japan”, Journal of International Business Studies, Vol. 21, pp. 469-485.
HAIR, J., ANDERSON, R.E., TATHAM, R.L. and BLACK, W.C. (2000): Análisis multivariante. Madrid: Pearson Education.
HART, S.J., WEBB, J.R. and JONES, M.V. (1994): “Export marketing research and the effect of export experience in industrial SMEs”. International Marketing Review, Vol. 11 No. 6, pp. 4-22.
IBEH, K.I.N. (2003): “On the internal drivers of export performance among Nigerian firms: empirical findings and implications”, Management Decision, Vol. 41 No. 3, pp. 217-225.
JAVALGI, R., WHITE, D.S. and LEE, O. (2000): “Firm characteristics influencing export propensity: an empirical investigation by industry type”, Journal of Business Research, Vol. 47, pp. 217-228.
JOHANSON, J. and VAHLNE, J.E. (1977): “The internationalization process of the firm: A model of knowledge development and incremental commitments”. Journal of International Business Studies, Vol. 8, Spring-Summer, pp. 23-32.
JOHANSON, J. and VAHLNE, J.E. (1990): “The mechanism of internationalisation”. International Marketing Review, Vol. 7 No. 4, pp. 11-24.
JOYNT, P. and WELCH, L. (1985): “A strategy for small business internationalisation”. International Marketing Review, Autumn, pp. 64-73.
KATSIKEAS, C. (1996): “Ongoing export motivation: differences between regular and sporadic exporters”, International Marketing Review, Vol. 13 No. 2, pp. 4-19.
KATSIKEAS, C., PIERCY, N.F., and IOANNIDIS, C. (1996): “Determinants of export performance in a European context”, European Journal of Marketing, Vol. 30, No. 6, pp. 6-35.
KAYNAK, E., GHAURI, P.N. and OLOFSSON-BREDENLÖW, T. (1987): “Export behaviour of small Swedish firms”. Journal of Small Business Management, April, pp. 26-32.
KEDIA, B.L. and CHHOKAR, J. (1985): “The impact of managerial attitudes on export behaviour”. American Journal of Small Business, Fall, pp. 7-17.
KEDIA, B.L. and CHHOKAR, J. (1986): “Factors inhibiting export performance of firms: An empirical investigation”. Management International Review, Vol. 26 No. 4, pp. 33-43.
KENG, K.A. and JIUAN, T.S. (1989): “Differences between small and medium sized exporting and non-exporting firms: Nature or nurture”. International Marketing Review, Vol. 6 No. 4, pp. 27-40.
LAGES, L.F. and MONTGOMERY, D.B. (2005) : “The relationship between export assistance and performance improvement in Portuguese export ventures: An empirical test of the mediating role of pricing strategy adaptation”, European Journal of Marketing, Vol. 39 No. 7/8, pp. 755-784.
LEONIDOU, L. (1995) : “Export barriers: Non-exporters’ perceptions”. International Marketing Review, Vol. 12 No. 1, pp. 4-25.
LEONIDOU, L. and KATSIKEAS, C.S. (1996): “The export development process: An integrative review of empirical models”. Journal of International Business Studies, Vol. 27 No. 3, pp. 517-551.
MADSEN, T.K. (1988): “Successful export marketing management: Some empirical evidence”. International Marketing Review, Vol. 6 No. 4, pp. 41-57.
MIESENBOCK, K.J. (1988): “Small business and exporting: A literature Review”. International Small Business Journal, Vol. 6 No. 2, pp. 42-61.
MOEN, O. and SERVAIS, P. (2002): “Born global or gradual global? Examining the export behaviour of small and medium-sized enterprises”. Journal of International Marketing, Vol. 10 No. 3, pp. 49-71.
MORGAN, R.E. and KATSIKEAS, C. (1997): “Export stimuli: export intention compared with export activity”, International Business Review, Vol. 6, No. 5, pp. 477-499.
MORGAN-THOMAS, A. and JONES, M.V. (2009): “Post-entry internationalization dynamics”, International Small Business Journal, Vol. 27 No. 1, pp. 71-97.
NAIDU, G.M. y PRASAD, V.K. (1994): “Predictors of export strategy and performance of smalland medium-sized firms”, Journal of Business Research, Vol. 31, pp. 107-l 15.
NAUDÉ, W. and ROSSOUW, S. (2010): “Early international entrepreneurship in China: Extent and determinants”, Journal of International Entrepreneurship, Vol. 8 No. 1, pp. 87-111.
NUNNALLY, J.O. (1978): Psychometric Theory. New York: McGraw-Hill.
O’ROURKE, A.D. (1985): “Differences in exporting practices, attitudes and problems by size of firm”. American Journal of Small Business, Vol. 9 No. 3, pp. 25-29.
OVIATT, B.M. and MCDOUGALL, P.P. (1995): “Global Start-up’s: Entrepreneurs on a worldwide stage”. Academy of Management Executive, Vol. 9 No. 2, p 30-44.
PALLANT, J. (2002): SPSS Survival Manual. Buckingham: Open University Press.
PIERCY, N. (1981): “Company internationalisation: Active and reactive exporting”. European Journal of Marketing, Vol. 15 No. 3, pp. 26-40.
RETTAB, B., RAO, A. and CHARIF, H. (2009): “Why do Firms Venture in External Markets? The Case of Dubai”, International Research Journal of Finance and Economics, Vol. 29, pp. 146-159.
RICO, M.G. (2000): Factores determinantes del diseño organizativo de empresas internacionales. Cuadernos de Economía y Dirección de la Empresa, No. 7 Sep/Dic, pp. 401-418.
SAMIEE, S. and WALTERS, P.G.P. (2002): “Export education: perceptions of sporadic and regular exporting firms”, International Marketing Review. Vol. 19, No. 1, pp. 80-97.
SAMIEE, S., WALTERS, P.G.P. and DUBOIS, F.L. (1993): “Exporting as an innovative behavior: An empirical investigation”. International Marketing Review, Vol. 10 No. 3, pp. 5-25.
SOUCHON, A.L. and DIAMANTOPOULOS, A. (1997): “Use and non-use of export information: Some preliminary insights into antecedents and impact on export performance”. Journal of Marketing Management, Vol. 13, pp. 135-151.
SUÁREZ, S.M., ÁLAMO, F.R. and GARCÍA, J.M. (2002): “Determinantes organizativos y directivos de la actividad exportadora: Evidencia empírica en el sector vitivinícola español”. Cuadernos de Economía y Dirección de la Empresa, No. 13 Sep/Dic, pp. 519-543.
SVANTE, A. (2000): “The internationalisation of the firm from an entrepreneurial perspective”. International Studies of Management and Organization, Vol. 30, No. 1, p. 63-.
TARLETON, J.S., AND TESAR, G. (1982): “Comparison of Wisconsin and Virginia Small and Medium-sized Exporters”, Export Management in Czinkota, M., and Tesar, G. (ed), New York: Praeger.
TUPPURA, A. et al. (2008): “Linking knowledge, entry timing and internationalization strategy”, International Business Review, Vol. 17, pp. 473–487.
WALTERS, P.G. (1985): “A study of planning for export operations”. International Marketing Review, Autumn, pp.74-81.
WINKLHOFER, H. and DIAMANTOPOULOS, A. (1997): “Organizational aspects of export sales forecasting: An empirical investigation”. Journal of Strategic Marketing, Vol. 5, pp. 167-185.
WITHEY, J.J. (1980): “Differences between exporters and non-exporters: some hypotheses concerning small manufacturing business”. American Journal of Small Business, Vol. 4, Winter, pp. 29-37.
YANG, Y.S., LEONE, R.P. and ALDEN, D.L. (1992): “A market expansion ability approach to identify potential exporters”. Journal of Marketing, Vol. 56, January, pp. 84-96.
YAPRAK, A. (1985): “A empirical study of the differences between small exporting and nonexporting US firms”. International Marketing Review, Summer, pp. 72-83.
ALI, A. and SWIERCZ, P.M. (1991): “Firm size and export behaviour: Lessons from the Midwest”. Journal of Small Business Management, April, pp. 71-78.
ALONSO, J.A. and DONOSO, V. (1996): “Obstáculos a la internacionalización y políticas públicas de promoción. El caso de España”. Papeles de Economía Española, No. 66, pp. 124-143.
ÁLVAREZ, R. (2007): “Explaining export success: firm characteristics and spillover effects”, World Development, Vol. 35, No. 3, pp. 377-393.
AXINN, C.N. (1988): “Export performance: Do managerial perceptions make a differences?”. International Marketing Review, Summer, pp. 61-71.
BAUERSCHMIDT, A., SULLIVAN, D. and GILLESPIE, K. (1985): “Common factors underlying barriers to export: Studies in the U.S. paper industry”. Journal of International Business Studies, Fall, pp. 111-123.
BODDEWYN, J.J. (1988): “Political aspects of MNE theory”. Journal of International Business Studies, Fall 1988, pp. 341-63.
BONACCORSI, A. (1992): “On the relationship between firm size and export intensity”. Journal of International Business Studies, Vol. 23 No. 4, p. 605-635.
BRUNNING, E.R. (1995): “Strategic positioning for export marketing development: The role of managerial attitudes, export development programmes and firm characteristics”. Journal of Strategic Marketing, Vol. 3, pp. 127-143.
BUISÁN, M. y ESPINOSA, E. (2007): “Una aproximación al perfil de la empresa española internacionalizada: datos y reflexiones”, Información Comercial Española, No. 839, pp. 9-21.
CADOGAN, J.W. et al. (2001): “Key antecedents to export market-oriented behaviours: a crossnational empirical examination”, International Journal of Research in Marketing, Vol. 18, pp. 261–282.
CALOF, J.L. (1993): “The impact of size on internationalization”. Journal of Small Business Management, October, pp. 60-69.
CALOF, J.L. (1994): “The relationship between firm size and export behaviour revisited”. Journal of International Business Studies, Second Quarter, pp. 367-387.
CAVUSGIL, S.T. (1984a): “Organizational characteristics associated with export activity”. Journal of Management Studies, Vol. 21 No. 1, pp. 3-22.
CAVUSGIL, S.T. (1984a): “Differences among exporting firms based on their degree of internationalisation”. Journal of Business Research, Vol. 12, pp. 195-208.
CAVUSGIL, S.T. and NAOR, J. (1987): “Firm and management characteristics as discriminators of export marketing activity”. Journal of Business Research, Vol. 15, pp. 221-235.
CAVUSGIL, S.T. and ZOU, S. (1994): “Marketing strategy-performance relationship: An investigation of the empirical link in export market ventures”. Journal of Marketing, Vol. 58 January, pp. 1-21.
CHRISTENSEN, C.H., ROCHA, A. and GERTNER, R.K. (1987): “An empirical investigation of the factors influencing exporting success of Brazilian firms”. Journal of International Business Studies, Fall, pp. 61-77.
COOPER, R.G. and KLEINSCHMIDT, E.J. (1985): “The impact of export strategy on export sales performance”. Journal of International Business Studies, Spring, pp. 37-55.
CRICK, D. and CZINKOTA, M.R. (1995): “Export assistance. Another look at whether we are supporting the best programmes”. International Marketing Review, Vol. 12 No. 3, pp. 61-72.
CZINKOTA, M.R. and JOHNSTON, W.J. (1981): “Segmenting U.S. firms for export development”. Journal of Business Research, Vol. 9, pp. 353-365.
DENIS, J.E. and DEPELTEAU, D. (1985): “Market knowledge, diversification and export expansion”. Journal of International Business Studies, Fall, pp. 77-89.
DHANARAJ, C. and BEAMISH, P.W. (2003): “A resource-based approach to the study of export performance”, Journal of Small Business Management, Vol. 41 No. 3, pp. 242-261.
DIAMANTOPOULOS, A. and INGLIS, K. (1988): “Identifying differences between high- and low-involvement exporters”. International Marketing Review, Summer, pp. 52-60.
DICHTL, E., KOEGLMAYR, H.G. and MUELLER, S. (1990): “International orientation as a precondition for export success”. Journal of International Business Studies, First Quarter, pp. 23-40.
DIRECCIÓN TERRITORIAL DE COMERCIO DE TOLEDO (2007): “La economía internacional de Castilla-La Mancha”, Boletín Económico del ICE, No. 2928, pp. 3-30.
DOMINGUEZ, L.V. and SEQUEIRA, C.G. (1993): “Determinants of LDC exporters’ performance: a cross-national study”, Journal of International Business Studies, Vol. 24, No. 1, pp. 19-40.
ERRAMILLI, M.K. and RAO, C.P. (1993): “Service firms’ international entry-mode choice: A modified transaction-cost analysis approach”, Journal of Marketing, Vol. 57 July, pp. 19-38.
GENÇTÜRK, E.F. and KOTABE, M. (2001): “The effect of export assistance program usage on export performance: a contingency explanation”, Journal of International Marketing, Vol. 9, No. 3, pp. 51-72.
GRAY, B.J. (1997): “Profiling managers to improve export promotion targeting”. Journal of International Business Studies, second quarter, pp. 387-420.
GRISPRUD, G. (1990): “The determinants of export decisions and attitudes to a distant market: Norwegian fishery exports to Japan”, Journal of International Business Studies, Vol. 21, pp. 469-485.
HAIR, J., ANDERSON, R.E., TATHAM, R.L. and BLACK, W.C. (2000): Análisis multivariante. Madrid: Pearson Education.
HART, S.J., WEBB, J.R. and JONES, M.V. (1994): “Export marketing research and the effect of export experience in industrial SMEs”. International Marketing Review, Vol. 11 No. 6, pp. 4-22.
IBEH, K.I.N. (2003): “On the internal drivers of export performance among Nigerian firms: empirical findings and implications”, Management Decision, Vol. 41 No. 3, pp. 217-225.
JAVALGI, R., WHITE, D.S. and LEE, O. (2000): “Firm characteristics influencing export propensity: an empirical investigation by industry type”, Journal of Business Research, Vol. 47, pp. 217-228.
JOHANSON, J. and VAHLNE, J.E. (1977): “The internationalization process of the firm: A model of knowledge development and incremental commitments”. Journal of International Business Studies, Vol. 8, Spring-Summer, pp. 23-32.
JOHANSON, J. and VAHLNE, J.E. (1990): “The mechanism of internationalisation”. International Marketing Review, Vol. 7 No. 4, pp. 11-24.
JOYNT, P. and WELCH, L. (1985): “A strategy for small business internationalisation”. International Marketing Review, Autumn, pp. 64-73.
KATSIKEAS, C. (1996): “Ongoing export motivation: differences between regular and sporadic exporters”, International Marketing Review, Vol. 13 No. 2, pp. 4-19.
KATSIKEAS, C., PIERCY, N.F., and IOANNIDIS, C. (1996): “Determinants of export performance in a European context”, European Journal of Marketing, Vol. 30, No. 6, pp. 6-35.
KAYNAK, E., GHAURI, P.N. and OLOFSSON-BREDENLÖW, T. (1987): “Export behaviour of small Swedish firms”. Journal of Small Business Management, April, pp. 26-32.
KEDIA, B.L. and CHHOKAR, J. (1985): “The impact of managerial attitudes on export behaviour”. American Journal of Small Business, Fall, pp. 7-17.
KEDIA, B.L. and CHHOKAR, J. (1986): “Factors inhibiting export performance of firms: An empirical investigation”. Management International Review, Vol. 26 No. 4, pp. 33-43.
KENG, K.A. and JIUAN, T.S. (1989): “Differences between small and medium sized exporting and non-exporting firms: Nature or nurture”. International Marketing Review, Vol. 6 No. 4, pp. 27-40.
LAGES, L.F. and MONTGOMERY, D.B. (2005) : “The relationship between export assistance and performance improvement in Portuguese export ventures: An empirical test of the mediating role of pricing strategy adaptation”, European Journal of Marketing, Vol. 39 No. 7/8, pp. 755-784.
LEONIDOU, L. (1995) : “Export barriers: Non-exporters’ perceptions”. International Marketing Review, Vol. 12 No. 1, pp. 4-25.
LEONIDOU, L. and KATSIKEAS, C.S. (1996): “The export development process: An integrative review of empirical models”. Journal of International Business Studies, Vol. 27 No. 3, pp. 517-551.
MADSEN, T.K. (1988): “Successful export marketing management: Some empirical evidence”. International Marketing Review, Vol. 6 No. 4, pp. 41-57.
MIESENBOCK, K.J. (1988): “Small business and exporting: A literature Review”. International Small Business Journal, Vol. 6 No. 2, pp. 42-61.
MOEN, O. and SERVAIS, P. (2002): “Born global or gradual global? Examining the export behaviour of small and medium-sized enterprises”. Journal of International Marketing, Vol. 10 No. 3, pp. 49-71.
MORGAN, R.E. and KATSIKEAS, C. (1997): “Export stimuli: export intention compared with export activity”, International Business Review, Vol. 6, No. 5, pp. 477-499.
MORGAN-THOMAS, A. and JONES, M.V. (2009): “Post-entry internationalization dynamics”, International Small Business Journal, Vol. 27 No. 1, pp. 71-97.
NAIDU, G.M. y PRASAD, V.K. (1994): “Predictors of export strategy and performance of smalland medium-sized firms”, Journal of Business Research, Vol. 31, pp. 107-l 15.
NAUDÉ, W. and ROSSOUW, S. (2010): “Early international entrepreneurship in China: Extent and determinants”, Journal of International Entrepreneurship, Vol. 8 No. 1, pp. 87-111.
NUNNALLY, J.O. (1978): Psychometric Theory. New York: McGraw-Hill.
O’ROURKE, A.D. (1985): “Differences in exporting practices, attitudes and problems by size of firm”. American Journal of Small Business, Vol. 9 No. 3, pp. 25-29.
OVIATT, B.M. and MCDOUGALL, P.P. (1995): “Global Start-up’s: Entrepreneurs on a worldwide stage”. Academy of Management Executive, Vol. 9 No. 2, p 30-44.
PALLANT, J. (2002): SPSS Survival Manual. Buckingham: Open University Press.
PIERCY, N. (1981): “Company internationalisation: Active and reactive exporting”. European Journal of Marketing, Vol. 15 No. 3, pp. 26-40.
RETTAB, B., RAO, A. and CHARIF, H. (2009): “Why do Firms Venture in External Markets? The Case of Dubai”, International Research Journal of Finance and Economics, Vol. 29, pp. 146-159.
RICO, M.G. (2000): Factores determinantes del diseño organizativo de empresas internacionales. Cuadernos de Economía y Dirección de la Empresa, No. 7 Sep/Dic, pp. 401-418.
SAMIEE, S. and WALTERS, P.G.P. (2002): “Export education: perceptions of sporadic and regular exporting firms”, International Marketing Review. Vol. 19, No. 1, pp. 80-97.
SAMIEE, S., WALTERS, P.G.P. and DUBOIS, F.L. (1993): “Exporting as an innovative behavior: An empirical investigation”. International Marketing Review, Vol. 10 No. 3, pp. 5-25.
SOUCHON, A.L. and DIAMANTOPOULOS, A. (1997): “Use and non-use of export information: Some preliminary insights into antecedents and impact on export performance”. Journal of Marketing Management, Vol. 13, pp. 135-151.
SUÁREZ, S.M., ÁLAMO, F.R. and GARCÍA, J.M. (2002): “Determinantes organizativos y directivos de la actividad exportadora: Evidencia empírica en el sector vitivinícola español”. Cuadernos de Economía y Dirección de la Empresa, No. 13 Sep/Dic, pp. 519-543.
SVANTE, A. (2000): “The internationalisation of the firm from an entrepreneurial perspective”. International Studies of Management and Organization, Vol. 30, No. 1, p. 63-.
TARLETON, J.S., AND TESAR, G. (1982): “Comparison of Wisconsin and Virginia Small and Medium-sized Exporters”, Export Management in Czinkota, M., and Tesar, G. (ed), New York: Praeger.
TUPPURA, A. et al. (2008): “Linking knowledge, entry timing and internationalization strategy”, International Business Review, Vol. 17, pp. 473–487.
WALTERS, P.G. (1985): “A study of planning for export operations”. International Marketing Review, Autumn, pp.74-81.
WINKLHOFER, H. and DIAMANTOPOULOS, A. (1997): “Organizational aspects of export sales forecasting: An empirical investigation”. Journal of Strategic Marketing, Vol. 5, pp. 167-185.
WITHEY, J.J. (1980): “Differences between exporters and non-exporters: some hypotheses concerning small manufacturing business”. American Journal of Small Business, Vol. 4, Winter, pp. 29-37.
YANG, Y.S., LEONE, R.P. and ALDEN, D.L. (1992): “A market expansion ability approach to identify potential exporters”. Journal of Marketing, Vol. 56, January, pp. 84-96.
YAPRAK, A. (1985): “A empirical study of the differences between small exporting and nonexporting US firms”. International Marketing Review, Summer, pp. 72-83.
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