Perceived Export Success Factors of Small and Medium-Sized Canadian Firms

Abstract

In drawing attention to certain important gaps in the export marketing literature, this paper reports on a systematic study of critical factors for export success of small and medium-sized manufacturing firms in Canada. In this ethnocentric context, an attempt is made to investigate the presence of potentially significant differences in perceptions of key export success factors based upon export development, firm size, and product type. The study results point to the importance of the level of export development, product type and, to a lesser extent, company size in influencing exporter perceptions of factors contributing to export success. The implications of the findings for business practitioners and public policy makers are discussed, and avenues for future research outlined along with the limitations of the study.

The impact of foreign influence on exporting through open innovation

“…Other significant influences include the size of business measured as the number of employees which is consistent with the findings of Serra et al () in Portugal; Thompson and Zang () in the UK. In addition, consistent with there being a learning process associated with access to new markets (Katsikeas et al, ), the age of business is found to be positively related to export propensity. Moreover, firms that intend to increase sales over the next 3 years are more likely to export (De Clercq et al, ).…”

“…Larger firms may have both greater financial and human capital, therefore the size of the business, as captured by the natural log of employment plus 1, is included (Serra, Pointon, & Abdou, 2012). Experience and understanding along with market reputation will also be built up over time, so the natural log of the age of the business plus 1 is also included (Katsikeas, Deng, & Wortzel, 1997).…”

Private sector development implications of the export performance determinants of U.S. small–medium forest enterprises to Mexico, Europe, and Asia

“…According to Cavusgil and Zou (1994), export marketing strategy, competency in exporting, and commitment are the key determinants of export performance. Katsikeas et al (1997) found that the level of export development, product type, and to a lesser extent, company size influence export success. In addition to firm size, Baldauf et al (2000) found that management's motives to export and the use of a differentiation strategy are predictors of success.…”

Culture's influence on leadership efficiency: How personal and national cultures affect leadership style

“…Both the soft and the hard variables of the firm should apply to the measurement of performance. Since managers do not easily disclose the yearly average increase in profits from their export and overall business (Katsikeas et al, 1997), how well the firm functions in achieving overall and international corporate goals and objectives against defined standards defines overall and international business performance (Dolton et al, 1980;Cavusgil and Zou, 1994;Styles, 1998;Shoham, 1998).…”