UK export performance research: Review and implications

International Small Business Journal

Volumn 26, Issue 2, 2008, Pages 207-239

  Wheeler, Colin ^a   Ibeh, Kevin ^b   Dimitratos, Pavlos ^c  

^a UNIVERSITY OF PORTSMOUTH   (United Kingdom)

^b UNIVERSITY OF STRATHCLYDE   (United Kingdom)

^c ATHENS UNIVERSITY OF ECONOMICS AND BUSINESS   (Greece)

Author keywords

Integrated model; UK export performance

Indexed keywords

EID: 41049099923     PISSN: 02662426     EISSN: 17412870     Source Type: Journal    
DOI: 10.1177/0266242607086574     Document Type: Review

References (113)

1. Aaby, N. and Slater, S.F. (1989) 'Management Influences on Export Performance: A Review of the Empirical Literature 1978-1988', International Marketing Review 6 (4): 7-23.
2. Axelsson, B. and Easton, G. (eds) (1992) Industrial Networks: A New View of Reality. London: Routledge.
3. Balabanis, G. and Katsikea, E. (2003) 'Being an Entrepreneurial Exporter: Does it Pay?', International Business Review 12 (2): 233-52.
4. Balabanis, G. and Diamantopoulos, A. (2004) 'Domestic Country Bias, Country-of-Origin Effects, and Consumer Ethnocentrism: A Multidimensional Unfolding Approach', Journal of the Academy of Marketing Science 32 (1): 80-95.
5. Barney, J. (1991) 'Firm Resources and Sustained Competitive Advantage', Journal of Management 17 (1): 99-120.
6. Beamish, P.W., Craig, R. and McLellan, K. (1993) 'The Performance Characteristics of Canadian versus U.K. Exporters in Small and Medium-sized Firms', Management International Review 33 (2): 121-37.
7. Bell, J. (1995) 'The Internationalization of Small Computer Software Firms: A Further Challenge to Stage Theories', European Journal of Marketing 29 (8): 60-75.
8. Bell J., Crick D. and Young S. (2004) 'Small Firm Internationalization and Business Strategy: An Exploratory Study of Knowledge-Intensive and Traditional Manufacturing Firms in the UK', International Small Business Journal 22 (1): 23-56.
9. Bell, J., McNaughton R., Young, S. and Crick D. (2003) 'Towards an Integrative Model of Small Firm Internationalization', Journal of International Entrepreneurship 1 (4): 339-62.
10. Bell, J. and Young, S. (1998) 'Towards an Integrative Framework of the Internationalization of the Firm', in G. Hooley, R. Loveridge and D. Wilson (eds) Internationalization: Process, Context and Markets, pp. 5-28. London: Macmillan.
11. Bennett, R. (1997) 'Export Marketing and the Internet', International Marketing Review 14 (5): 324-44.
12. Bennett, R. (1998) 'Using the WWW for International Marketing: Internet Use and Perceptions of Export Barriers among German and British Businesses', Journal of Marketing Communications 4 (1): 27-43.
13. Betro Trust Committee, (1976) Concentration on Key Markets. London: Royal Society of Arts.
14. Bilkey, W.J. (1978) 'An Attempted Integration of the Literature on the Export Behavior of Firms', Journal of International Business Studies 9 (Spring-Summer): 33-46.
15. Bonaccorsi,A. (1993) 'What Do We Know about Exporting by Small Italian Manufacturing Firms', Journal of International Marketing 1 (3): 49-75.
16. Brown, R. and Cook, D. (1990) 'Strategy and Performance in British Exporters', The Quarterly Review of Marketing 15 (3): 1-6.
17. Brown P. and McNaughton R. (2000) 'Cluster Development Programmes: Panacea or Placebo for Promoting SME Growth and Internationalization', paper presented at Second Biennial McGill Conference on International Entrepreneurship: Researching Frontiers, 23-5 September.
18. Burgel, O. and Murray, G.C. (2000) 'The International Market Entry Choices of Start-Up Companies in High-Technology Industries', Journal of International Marketing 8 (2): 33-62.
19. Cavusgil, S.T. and Zou, S. (1994) 'Marketing Strategy-Performance Relationships: An Investigation of the Empirical Link in Export Market Ventures', Journal of Marketing 58 (1): 1-21.
20. Chetty, S.K. and Hamilton, R.T. (1993) 'Firm-level Determinants of Export Performance: A Meta-analysis', International Marketing Review 10 (3): 26-34.
21. Collis, D. (1991) 'A Resource-Based Analysis of Global Competition: The Case of the Bearings Industry', Strategic Management Journal 12 (Special Issue): 49-68.
22. Coviello, N. and McAuley, A. (1999) 'Internationalization and the Smaller Firm: A Review of Contemporary Empirical Research', Management International Review 39 (3): 223-56.
23. Coviello, N. and Munro, H. (1997) 'Network Relationships and the Internationalization Process of Small Software Firms', International Business Review 6 (4): 361-86.
24. Crick D. (2004) 'U.K. SMEs' Decision to Discontinue Exporting: An Exploratory Investigation into Practices within the Clothing Industry', Journal of Business Venturing 19 (4): 561-87.
25. Crick, D. (1995) 'An Investigation into the Targeting of UK Export Assistance', European Journal of Marketing 29 (8): 76-94.
26. Crick, D. and Bradshaw, R. (1999) 'The Standardisation Versus Adaptation Decision of "Successful" SMEs: Findings from a Survey of Winners of the Queen's Award for Export', Journal of Small Business and Enterprise Development 6 (2): 191-9.
27. Crick, D., Bradshaw, R. and Chaudhry, S. (2002) 'An Investigation into the Overseas Market Servicing Strategies of Queen's Award for Export Winners: Revisiting the Concentration versus Spreading Debate', Marketing Intelligence and Planning 20 (6): 370-7.
28. Crick, D., Chaudhry, S. and Batstone, S. (2000) 'Revisiting the Concentration Versus Spreading Debate as a Successful Export Growth Strategy: The Case of UK SMEs Exporting Agricultural-related Products', Entrepreneurship & Regional Development 12 (1): 49-67.
29. Crick D., Chaudhry, S. and Bradshaw R. (2003) 'The Overseas Marketing Performance of "Successful" Small U.K. High-Technology Firms: An Exploratory Study Comparing Indigenous and Subsidiary Firms' Competitiveness', Journal of Strategic Change 12 (8): 421-33.
30. Crick, D. and Jones, M. (1999) 'Design and Innovation Strategies within Successful High-Tech Firms', Marketing Intelligence and Planning 17 (3): 161-8.
31. Crick, D., Jones, M. and Hart, S. (1994) 'International Marketing Research Activities of UK Exporters: An Exploratory Study', Journal of Euromarketing 3 (2): 7-26.
32. Crick, D. and Jones, M.V. (2000) 'Small High-Technology Firms and International High-Technology Markets', Journal of International Marketing 8 (2): 63-85.
33. Crick, D. and Katsikeas, C.S. (1995) 'Export Practices of UK Clothing and Knitwear industry', Marketing Intelligence and Planning 13 (7): 13-22.
34. Crick D. and Spence M. (2005) 'The Internationalization of "High Performing" U.K. High-Tech SMEs: A Study of Planned and Unplanned Strategies', International Business Review 14 (2): 167-85.
35. Cunningham, M.T. and Spigel, R.I. (1971) 'A Study in Successful Exporting', British Journal of Marketing 1 (Spring): 2-12.
36. Da Rocha, A. and Christensen, C. (1994) 'The Export Experience of A Developing Country: A Review of Empirical Studies of Export Behaviour and the Performance of Brazilian Firms', in S. T. Cavusgil and C. Axinn (eds) Advances in International Marketing Volume 6, pp. 111-42. Greenwich, CT: JAI Press.
37. Das, M. (1994) 'Successful and Unsuccessful Exporters from Developing Countries: Some Preliminary Findings', European Journal of Marketing 28 (12): 19-23.
38. Diamantopoulos, A. and Schlegelmilch, B. (1994) 'Linking Export Manpower to Export Performance: A Canonical Regression Analysis of European and U.S. Data', in S. T. Cavusgil and C. Axinn (eds) Advances in International Marketing Volume 6, pp. 161-81. Greenwich, CT: JAI Press.
39. Dunning, J. (1988) Explaining International Production. London: Unwin Hyman.
40. Eyre, P. and Smallman, C. (1998) 'Euromanagement Competencies in Small and Medium-sized Enterprises: A Development Path for the New Millennium?', Management Decision 36 (1): 34-42.
41. Fahy, J. (2001) 'A Resource-based Analysis of Sustainable Competitive Advantage in a Global Environment', International Business Review 11 (1): 57-78.
42. Fenwick, I. and Amine, S. (1979) 'Export Performance and Export Policy: Evidence from the U.K. Clothing Industry', Journal of the Operational Research Society 30 (8): 747-54.
43. Ford, D. and Leonidou, L. (1991) 'Research Developments in International Marketing A European Perspective', in S. J. Paliwoda (ed.) New Perspectives on International Marketing, pp. 3-32. London: Routledge.
44. Freel, S. (2000) 'Do Small Innovating Firms Outperform Non-innovators?', Small Business Economics 14 (3): 195-210.
45. Hamill, J. and Gregory, K. (1997) 'Internet Marketing in the Internationalization of UK SMEs', Journal of Marketing Management 13 (1-3): 9-28.
46. Hart, S. and Tzokas, N. (1999) 'The Impact of Marketing Research Activity on SME Export Performance: Evidence from the UK', Journal of Small Business Management 37 (2): 63-76.
47. Hellman, P. (1996) 'The Internationalization of Finnish Financial Service Companies', International Business Review 3 (2): 191-207.
48. Holmund, M., Lock, S. and Vanyushu, V. (2007) 'Small and Medium-Sized Enterprises' Internationalization and the Influence of Importing on Exporting', International Small Business Journal, 25 (5): 459-477.
49. Holzmuller, H. and Stottinger, B. (1996) 'Structural Modeling of Export Success Factors - Cross Validation and Further Development of an Export Performance Model', Journal of International Marketing 4 (2): 29-55.
50. Ibeh, K. (2001) 'On the Resource-based, Integrative View of Small Firm Internationalization: An Exploratory Study of Nigerian Firms', in J.Taggart, M. Berry and M. McDermott (eds) Multinationals in the New Era, pp. 72-87. London: Macmillan.
51. Ibeh, K. and Wheeler, C. (2005) 'A Resource-Centred Interpretation of Export Performance', International Journal of Entrepreneurship and Management 1 (4): 383-403.
52. Johanson, J. and Mattsson, L.G. (1988) 'Internationalization in Industrial Systems: A Network Approach', in N. Hood and J.-E. Vahlne (ed.) Strategies in Global Competition, pp. 287-314. Kent: Croom Helm.
53. Jones, M.V. (1999) 'The Internationalization of Small High Technology Firms', Journal of International Marketing 7 (4): 15-41.
54. Jones, M.V. and Crick D. (2001) 'High-Technology Firms Perceptions of Their International Competitiveness', Journal of Strategic Change 10 (3): 129-38.
55. Katsikeas, C.S., AL-Khalifa, A. and Crick, D. (1997) 'Manufacturers' Understanding of their Overseas Distributors: The Relevance of Export Involvement', International Business Review 6 (2): 147-63.
56. Keeble, D., Lawson, C., Lawton Smith, H., Moore, B. and Wilkinson, F. (1998) 'Internationalization Processes, Networking and Local Embeddedness in Technology-Intensive Small Firms', Small Business Economics 11 (4): 327-42.
57. Keng, K.A. and Jiuan,T.S. (1989) 'Differences Between Small and Medium Sized Exporting and Non-Exporters: Nature or Nurture', International Marketing Review 6 (4): 27-40.
58. Lages, L. and Lages, C. (2004) 'The STEP Scale: A Measure of Short-Term Export Performance Improvement', Journal of International Marketing 12 (1): 36-56.
59. Leonidou, L.C. (1995) 'Export Stimulation Research: Review, Evaluation, and Integration', International Business Review 4 (2): 133-56.
60. Leonidou, L.C. and Katsikeas, C.S. (1996) 'The Export Development Process: An Integrative Review of Empirical Models', Journal of International Business Studies 27 (3): 517-49.
61. McAuley, A. (1999) 'Entrepreneurial Instant Exporters in the Scottish Arts and Craft Sector', Journal of International Marketing 7 (4): 67-82.
62. McDougall, P., Shane, S. and Oviatt, B. (1994) 'Explaining the Formation of International New Ventures', Journal of Business Venturing 9 (6): 469-87.
63. McGuinness, N., Campbell, N. and Leontiades, J. (1991) 'Selling Machinery to China: Chinese Perceptions of Strategies and Relationships', Journal of International Business Studies 22 (2): 187-207.
64. Madhok, A. (1997) 'Cost, Value and Foreign Entry Market Mode: The Transaction and the Firm', Strategic Management Journal 18 (1): 39-61
65. Madsen T.K. (1987) 'Empirical Export Performance of Studies:A Review of Conceptualisations and Findings', in S. T. Cavusgil (ed.) Advances in International Marketing Volume 2, pp. 177-98. Greenwich, CT: JAI Press.
66. Madsen, T.K. and Servais, P. (1997) 'The Internationalization of Born Globals:AN Evolutionary Process?', International Business Review 6 (6): 561-83.
67. Majocchi, A. and Zucchella, A. (2003) 'Internationalization and Performance: Findings From a Set of Italian SMEs', International Small Business Journal 21 (3): 249-68.
68. Matthyssens, P. and Pauwels, P. (1996) 'Assessing Export Performance Measurement', in S. T. Cavusgil and T. K. Madsen (ed.) Advances in International Marketing Volume 8, pp. 59-84. Greenwich, CT: JAI Press.
69. Michell, P. (1979) 'Infrastructure and International Marketing Effectiveness', Columbia Journal of World Business 14 (1): 91-101.
70. Miesenbock, K.J. (1988) 'Small Business and Exporting: A Literature Review', International Small Business Journal 6 (2): 42-61.
71. Mole, K. and Worrall, L. (2001) 'Innovation, Business Performance and Regional Competitiveness in the West Midlands: Evidence from the West Midlands Business Survey', European Business Review 13 (6): 353-64.
72. Moore, R.A. (1990) 'The Conflict Gap in International Channel Relationships', Journal of Marketing Management 6 (3): 225-37.
73. Morgan, R.E. and Katsikeas, C.S. (1998) 'Exporting Problems of Industrial Manufacturers', Industrial Marketing Management 27 (2): 161-76.
74. Morgan, N., Zou, S., Vorhies, D. and Katsikeas, C.S. (2003) 'Experiential and Informational Knowledge, Architectural Marketing Capabilities, and the Adaptive Performance of Export Ventures: A Cross-National Study', Decision Sciences 34 (2): 287-319.
75. Morgan-Thomas, A. and Bridgewater, S. (2004) 'Internet and Exporting: Determinants of Success in Virtual Channels', International Marketing Review 21 (4-5): 393-408.
76. Namiki, N. (1988) 'Export Strategy for Small Business', Journal of Small Business Management 26 (2): 32-7.
77. O'Farrell, P.N., Wood, P. and Zheng, J. (1998) 'Regional Influences on Foreign Market Development by Business Service Companies: Elements of a Strategic Context Explanation', Regional Studies 32 (1): 31-48.
78. Oakley, P. (1996) 'High-tech NPD Success through Faster Overseas Launch', European Journal of Marketing 30 (8): 75-91.
79. Ogram, E. (1982) Exporters and Non-exporters: A Profile of Small Manufacturing Firms in Georgia', in M. R. Czinkota and G. Tesar (eds) Export Management: An International Context, pp. 70-84. New York: Praeger.
80. Pavord, W.C. and Bogart, R.G. (1975) 'The Dynamics of the Decision to Export', Akron Business and Economic Review 6 (Spring): 6-11.
81. Piercy, N., Kaleka, A. and Katsikeas, C.S. (1998) 'Sources of Competitive Advantage in High Performing Exporting Companies', Journal of World Business 33 (4): 378-93.
82. Porter, M.E. (1990) The Competitive Advantage of Nations. New York: Free Press.
83. Rao, C.P., Erramilli, M.K. and Ganesh, G.K. (1989) 'Impact of Domestic Recession on Export Marketing Behaviour', International Marketing Review 7 (2): 54-65.
84. Reid, S. (1982) 'The Impact of Size on Export Behavior in Small Firms', in M. R. Czinkota and G. Tesar (eds) Export Management: An International Context, pp. 18-38. New York: Praeger.
85. Roper, S. and Love, J.H. (2002) 'Innovation and Export Performance: Evidence from UK and German Manufacturing Plants', Research Policy 31 (7): 1087-102.
86. Scherer, F.M. and Ross, A.G. (1990) Industrial Market Structure and Economic Performance. Chicago, IL: Rand McNally.
87. Souchon, A. and Durden, G. (2002) 'Making the Most out of Export Information: An Exploratory Study of UK and New Zealand Exporters', Journal of Euromarketing 11 (4): 65-86.
88. Sousa, C. (2004) 'Export Performance Measurement: An Evaluation of the Empirical Research in the Literature', Academy of Marketing Science Review 9: 1-22.
89. Spence, M. (2003) 'Evaluating Export Programmes: UK Overseas Trade Missions and Export Performance', Journal of Small Business Economics 20 (1): 83-103.
90. Stewart, D. and McAuley, A. (2000) 'Congruence of Domestic and Export Marketing Strategies: An Empirical Investigation of its Performance Implications', International Marketing Review 17 (6): 563-85.
91. Stottinger, B. and Holzmuller, H. (2001) 'Cross-national Stability of an Export Performance Model: A Comparative Study of Austria and the US', Management International Review 41 (1): 7-30.
92. Styles, C. (1998) 'Export Performance Measures in Australia and the UK', Journal of International Marketing 6 (3): 12-36.
93. Styles, C. and Ambler, T. (1994) 'Successful Export Practice: The U.K. Experience', International Marketing Review 11 (6): 23-47.
94. Styles, C. and Ambler, T. (2000) 'The Impact of Relational Variables on Export Performance: An Empirical Investigation in Australia and the UK', Australian Journal of Management 25 (3): 261-81.
95. Sullivan, D. and Bauerschmidt, A. (1989) 'Common Factors Underlying Barriers to Export: A Comparative Study in the European and US Paper Industry', ManagementInternational Review 29 (2): 17-32.
96. Tesfom, G. and Lutz, C. (2006) 'A Classification of Export Marketing Problems of Small and Medium Sized Manufacturing Firms in Developing Countries', International Journal of Emerging Markets 1 (3): 262-81.
97. Tookey, D.A. (1964) 'Factors Associated with Success in Exporting', Journal of Management Studies 1 (1): 48-66.
98. Tyebjee, T.T. (1994) 'Internationalization of High Tech Firms: Initial vs. Extended Involvement', Journal of Global Marketing 7 (4): 59-81.
99. Tzokas, N., Hart S., Argouslidis, P. and Saren, M. (2000) 'Industrial Export Pricing Practices in the United Kingdom', Industrial Marketing Management 29 (3): 191-204.
100. Wakelin, K. (1998) 'Innovation and Export Behaviour at the Firm Level', Research Policy 26 (7-8): 829-41.
101. Wernerfelt, B. (1984) 'A Resource-based View of the Firm', Strategic Management Journal 5 (2): 171-80.
102. Westhead, P. (1995) 'Exporting and Non-exporting Small Firms in Great Britain', International Journal of Entrepreneurial Behaviour and Research 1 (2): 6-36.
103. Westhead, P., Wright, M. and Ucbarasan, D. (2004) 'Internationalization of Private Firms: Environmental Turbulence and Organizational Strategies and Resources', Entrepreneurship and Regional Development 16 (6): 501-22.
104. Westhead, P., Wright, M. and Ucbarasan, D. (2001) 'The Internationalization of New and Small Firms: A Resource-Based Review', Journal of Business Venturing 16 (4): 333-58.
105. Whitelock, J. and Jobber, D. (1999) 'An Exploratory Investigation into the Impact of Competitor Environment and the Role of Information on the Decision to enter a New, Non-Domestic Market', Journal of Global Marketing 13 (2): 67-83.
106. Williams, J. and Chaston, I. (2004) 'Links between the Linguistic Ability and International Experience of Export Managers and their Export Marketing Intelligence Behaviour', International Small Business Journal 22 (5): 463-86.
107. Williamson, P. (1991) 'Successful Strategies for Export', Long Range Planning 24 (1): 57-63.
108. Young, S. (1987) 'Business Strategy and the Internationalization of Business: Recent Approaches', Managerial and Decision Economics 8: 31-40.
109. Young, S. (1995) 'Export Marketing: Conceptual and Empirical Developments', European Journal of Marketing 29 (8): 7-16.
110. Young, S. (2001) 'What do Researchers know about the Global Business Environment?', International Marketing Review 18 (2): 120-9.
111. Zahra, S., Neubaum, D. and Huse, M. (1997) 'The Effect of the Environment on Export Performance among Telecommunications New Ventures', Entrepreneurship Theory and Practice 22 (1): 25-46.
112. Zou, S. and Stan, S. (1998) 'The Determinants of Export Performance: A Review of the Empirical Literature between 1987 and 1997', International Marketing. Review 15 (5): 333-56.
113. Zou, S., Taylor, C.R. and Osland, G.E. (1998) 'The Experf Scale: A Cross-National Generalised Export Performance Measure', Journal of International Marketing 6 (3): 37-58.