The authors develop and apply a probabilistic model designed to identify currently nonexporting manufacturers with a relatively high potential for future exports. The proposed model includes a new predictive construct (market expansion ability), which incorporates the time dimension of firm behavior, in addition to more familiar attitudinal constructs such as perceived barriers to exporting. The model is demonstrated with a sample of 345 nonexporting manufacturers. Several evaluative tests, including a test of predictive validity with a sample of 43 current exporters, provide evidence of the model's ability to identify nonexporting manufacturers with export potential.
This empirical study investigates the relationship between the
choice of an export market expansion strategy and the subsequent
performance of exporting firms. Multiple measures of export performance
were compared across three groups of firms following different export
market expansion strategies: export market concentration, concentric
diversification, and diversification strategies. A sample of 52 small
and medium‐sized US high technology manufacturers showed significant
differences among three strategic groups in export level and growth
measures, but no significant differences in export profitability
measures were found.
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