Persuading small manufacturing companies to become active exporters: The effect of message framing and focus on behavioral intentions

Journal of Global Marketing

Volumn 14, Issue 4, 2001, Pages 49-66

  Gnepa, Tahi J ^a  

^a CALIFORNIA STATE UNIVERSITY   (United States)

Author keywords

Export benefits; Export promotion; Globalization of markets; Initial market entry; Message focus; Message framing; Prospect theory

Indexed keywords

EID: 0344024613     PISSN: 08911762     EISSN: 15286975     Source Type: Journal    
DOI: 10.1300/J042v14n04_04     Document Type: Article

References (27)

1. Bettman, James R. and Mita Susan (1987), “Effects of Framing on Evaluation of Comparable and Noncomparable Alternatives by Expert and Novice Consumers,” Journal of Consumer Research, vol. 14 (September), pp. 141-54.
2. Chandler, A.D. (1990), Scale and Scope: The Dynamics of Industrial Capitalism, Cambridge, MA & London: Harvard University Press.
3. Czinkota, Michael, Ilkka Ronkainen, and Michael Moffett (1999), International Business, 5th ed., Fort Worth, TX, the Dryden Press.
4. Davis, Joel J. (1995), “The Effects of Message Framing on Response to Environmental Communications,” Journalism and Mass Communication Quarterly, Vol. 72, no. 2 (Summer), pp. 285-95.
5. Davis, Lester A. (1989). Contribution of Exports to U.S. Employment: 1980-87, Washington, D.C.: Government Printing Office.
6. Ganzach, Yoav, and Nili Karsahi (1995), “Message Framing and Buying Behavior: A Field Experiment,” Journal of Business Research 32, pp. 11-17.
7. Grewal, Dhruv, Jerry Gotlieb, and Howard Marmorstein (1994), “The Moderating Effects of Message Framing and Source Credibility on the Price-Perceived Risk Relationship,” Journal of Consumer Research, vol. 21 (June), pp. 145-53.
8. Grossman, Gene M. and Elhanan Helpman (1993), Innovation and Growth in the Global Economy, Cambridge, Mass: The MIT press.
9. Judis, John B. (1997), “Whistling Past the Trade Deficit,” The American Prospect no. 32 (May-June), pp. 14-16.
10. Kotabe, Massaki and Michael Czinkota (1992), “State Government Promotion of Manufacturing Exports: A Gap Analysis,” Journal of International Business Studies; London, Fourth Quarter.
11. Krugman, Paul (1994), “Competitiveness: A Dangerous Obsession,” Foreign Affairs, (March/April) vol. 73, pp. 28-44.
12. Kuznets, Simon (1955), “Economic Growth and Income Inequality,” American Economic Review, March-April, pp. 1-28.
13. Locander, William B. and John P. Burton (1976), “The Effect of Question Form on Gathering Income Data by Telephone,” Journal of Marketing Research, Vol. 13 (May), pp. 189-92.
14. Maheswaran, Durairaj, and Joan Meyers-Levy (1990), “The Influence of Message Framing and Issue Involvement,” Journal of Marketing Research, vol. 27(August), pp. 361-67.
15. Peter, J. Paul and Michael J. Ryan (1976), “An Investigation of Perceived Risk at the Brand Level,” Journal of Marketing Research, vol. 13 (May), pp. 184-88.
16. Pratten, C.F. (1971), Economies of Scale in Manufacturing Industry, Cambridge, UK: Cambridge University Press.
17. Puto, Christopher P. (1987), “The Framing of Buying Decisions,” Journal of Consumer Research, vol. 14 (December), pp. 301-15.
18. Qualls, William J. and Christopher P. Puto (1989), “Organizational Climate and Decision Framing: An Integrated Approach to Analyzing Industrial Buying Decisions,” Journal of Marketing Research, vol. 26 (May), pp. 179-92.
19. Romer, Paul (1989), “What Determines the Rate of Growth and Technical Change?” The World Bank Policy, Planning and Research Working Paper No. WPS 279, Washington, DC.
20. Romer, Paul (1990), “Endogenous Technological Change,” Journal of Political Economy 98: S71-S102.
21. Thurow, Lester (1992), Head to Head: The Coming Economic Battle Among Japan, Europe, and America. New York: William Morrow and Company, Inc.
22. Tversky, Amos and Daniel Kahneman (1991), “Loss Aversion in Riskless Choice: A Reference-Dependent Model,” The Quarterly Journal of Economics, November, pp. 1039-61.
23. Tyson, Laura D’ Andrea (1993), Who’s Bashing Whom? Trade Conflicts in High Technology Industries, Washington, D.C.: Institute for International Economics.
24. U.S. Bureau of the Census (1997), Characteristics of Business Owners, Washington: D.C., November 5.
25. U.S. Department of Commerce (1996), A Basic Guide to Exporting, NTC Business Books, at vii.
26. U.S. Department of Commerce (1998), Testimony of Secretary of Commerce William Daley before the Senate Subcommittee on International Trade, Committee on Banking, Housing and Urban Affairs, Unites States Senate.
27. U.S. Department of Commerce (1999), Oral Testimony of Ambassador David L. Aaron, Under Secretary of Commerce for International Trade before the Subcommittee on International Economic Policy and Trade of the House Committee on International Relations.