Key factors for successful export performance for small firms

Journal of International Marketing

Volumn 17, Issue 3, 2009, Pages 21-38

  Brouthers, Lance Eliot ^a   Nakos, George ^b   Hadjimarcou, John ^c   Brouthers, Keith D ^d  

^a KENNESAW STATE UNIVERSITY   (United States)

^b CLAYTON STATE UNIVERSITY   (United States)

^c UNIVERSITY OF TEXAS AT EL PASO   (United States)

^d NORTH CAROLINA STATE UNIVERSITY   (United States)

Author keywords

Export performance; Exporting; Internationalization; Multinationality; Small firms

Indexed keywords

EID: 70249111824     PISSN: 1069031X     EISSN: None     Source Type: Journal    
DOI: 10.1509/jimk.17.3.21     Document Type: Article

References (92)

1. Aaby, Nils-Erik and Stanley F. Slater (1989), Management Influences on Export Performance: A Review of the Empirical Literature 1978-88 International Marketing Review, 6 (4), 7-26.
2. Aulakh, Preet S. and Masaaki Kotabe (1997), Antecedents and Performance Implications of Channel Integration in Foreign Markets Journal of International Business Studies, 28 (1), 145-175
3. Autio, Erkko, Harry J. Sapienza, and James G. Almeida (2000), Effects of Age at Entry, Knowledge Intensity, and Imitability on International Growth Academy of Management Journal, 43 (5), 909-923.
4. Axinn, Catherine N., Ron Savitt, James M. Sinkula, and Sharon V. Thach (1995), Export Intention, Beliefs, and Behaviors in Smaller Industrial Firms Journal of Business Research, 32 (1), 49-55.
5. Baird, Inga S., Marjorie A. Lyles, and J.B. Orris (1994), The Choice of International Strategies by Small Businesses Journal of Small Business Management, 32 (1), 48-59.
6. Bell, Jim (1995), The Internationalization of Small Computer Software Firms: A Further Challenge to the 'Stage*Theories European Journal of Marketing, 29 (8), 60-75.
7. Bijmolt, Tammo H.A. and Peter S. Zwart (1994), The Impact of Internal Factors on the Export Success of Dutch Small and Medium-Sized Firms Journal of Small Business Management, 32 (2), 69-83.
8. Bilkey, Warren J. (1978), An Attempted Integration of the Literature on the Export Behavior of Firms Journal of International Business Studies, 9 (1), 33-46.
9. Bonaccorsi, Andrea (1992), On the Relationship Between Firm Size and Export Intensity Journal of International Business Studies, 23 (4), 605-636.
10. Brouthers, Lance Eliot, Keith D. Brouthers, and Steve Werner (1999), Is Dunning's Eclectic Framework Descriptive or Normative? Journal of International Business Studies, 30 (4), 1-14.
11. George Nakos (2005), The Role of Systematic International Market Selection on Small Firms' Export Performance Journal of Small Business Management, 43 (4), 363-381
12. Kefeng Xu (2002), Product Stereotypes, Strategy and Performance Satisfaction: The Case of Chinese Exporters Journal of International Business Studies, 33 (4), 657-677
13. Buckley, Peter J. (1989), Foreign Direct Investment by Small and Medium-Sized Enterprises: The Theoretical Background Small Business Economics, 1 (2), 89-100.
14. Calof, Jonathan L. and Wilma Viviers (1995), Internationalization Behavior of Small and Medium-Sized South African Enterprises Journal of Small Business Management, 33 (4), 71-79.
15. Carrier, Camille (1999), The Training and Development Needs of Owner-Managers of Small Businesses with Export Potential Journal of Small Business Management, 37 (4), 30-41.
16. Caruana, Albert, Michael H. Morris, and Anthony J. Vella (1998), The Effects of Centralization and Formalization on Entrepreneurship in Export Firms Journal of Small Business Management, 36 (1), 16-29.
17. Cavusgil, S. Tamer and Shaoming Zou (1994), Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures Journal of Marketing, 58 (January), 1-21.
18. Contractor, Farok J., Sumit K. Kundu, and Chin-Chun Hsu (2003), A Three-Stage Theory of International Expansion: The Link Between Multinationality and Performance in the Service Sector Journal of International Business Studies, 34 (1), 5-18.
19. Cortina, Jose (1993), Interaction, Nonlinearity, and Multicollinearity: Implications for Multiple Regression Journal of Management, 19 (4), 915-922
20. Coviello, Nicole E. and Kristina A.-M. Martin (1999), Internationalization of Service SMEs: An Integrated Perspective from the Engineering Consulting Sector Journal of International Marketing, 7 (4), 42-66.
21. Daniels, John D. and Jeffrey Bracker (1989), Profit Performance: Do Foreign Operations Make a Difference? Management International Review, 29 (1), 46-56.
22. De Chiara, Alessandra and Antonio Minguzzi (2002), Success Factors in SMEs' Internationalization Processes: An Italian Investigation Journal of Small Business Management, 40 (2), 144-153
23. Dess, Gregory D. and Richard B. Robinson Jr. (1984), Measuring Organizational Performance in the Absence of Objective Measures: The Case of the Privately-Held Firm and Conglomerate Business Unit Strategic Management Journal, 5 (3), 265-273
24. Dhanaraj, Charles and Paul W. Beamish (2003), A Resource- Based Approach to the Study of Export Performance Journal of Small Business Management, 41 (3), 242-261
25. Diamantopoulos, Adamantios and Karen Inglis (1988), Identifying Differences Between High- and Low-Involvement Exporters International Marketing Review, 5 (2), 52-60.
26. Nikolaos Kakkos (2007), Managerial Assessments of Export Performance: Conceptual Framework and Empirical Illustration Journal of International Marketing, 15 (3), 1-31.
27. Economist Intelligence Unit (2008), Greece. London: Economist Intelligence Unit.
28. Erramilli, M. Krishna and Derrick E. D'Souza (1993), Venturing into Foreign Markets: The Case of the Small Service Firm Entrepreneurship Theory & Practice, 17 (4), 29-41.
29. European Commission (2009), Small Business (accessed April 6, 2009), [available at http://ec.europa.eu/enterprise/enterprise-policy/sme-definition/ index-en.htm].
30. Fladmoe-Lindquist, Karin and Laurent L. Jacque (1995), Control Modes in International Service Operations: The Propensity to Franchise Management Science, 41 (7), 1238-1249
31. Freeman, Susan, Ron Edwards, and Bill Schroder (2006), How Small Born-Global Firms Use Networks and Alliances to Overcome Constraints to Rapid Internationalization Journal of International Marketing, 14 (3), 33-63.
32. Geringer, J. Michael, Paul W. Beamish, and Richard C. daCosta (1989), Diversification Strategy and Internationalization: Implications for MNE Performance Strategic Management Journal, 10 (2), 109-119.
33. Louis Hebert (1991), Measuring Performance of International Joint Ventures Journal of International Business Studies, 22 (2), 249-263
34. He, Yi, Michael A. Merz, and Dana L. Alden (2008), Diffusion of Measurement Invariance Assessment in Cross-National Empirical Marketing Research: Perspectives from the Literature and a Survey of Researchers Journal of International Marketing, 16 (2), 64-83.
35. Hitt, Michael A., Leonard Bierman, Klaus Uhlenbruck, and Katsuhiko Shimizu (2006), The Importance of Resources in the Internationalization of Professional Service Firms: The Good, the Bad, and the Ugly Academy of Management Journal, 49 (6), 1137-1157
36. -, Robert E. Hoskisson, and R. Duane Ireland (1994), A Mid-Range Theory of the Interactive Effects of International and Product Diversification on Innovation and Performance Journal of Management, 20 (2), 297-326.
37. -, -, and Hicheon Kim (1997), International Diversification: Effects on Innovation and Firm Performance in Product-Diversified Firms Academy of Management Journal, 40 (4), 767-798
38. Hult, G. Tomas M., David J. Ketchen Jr., David A. Griffith, Brian R. Chabowski, Mary K. Hamman, Berna dine Johnson Dykes, Wesley A. Pollitte, and S. Tamer Cavusgil (2008), An Assessment of the Measurement of Performance in International Business Research Journal of International Business Studies, 39 (6), 1064-1080
39. -, -, and Ernest L. Nichols Jr. (2002), An Examination of Cultural Competitiveness and Order Fulfillment Cycle Time Within Supply Chains Academy of Management Journal, 45 (3), 577-586
40. Johanson, Jan and Jan-Erik Vahine (1977), The Internationalization Process of the Firm: A Model of Knowledge Development and Increasing Foreign Market Commitments Journal of International Business Studies, 8 (1), 23-32.
41. (1990), The Mechanism of Inter- nationalisation International Marketing Review, 7 (4), 11-24.
42. (2006), Commitment and Opportunity Development in the Internationalization Process: A Note on the Uppsala Internationalization Process Model Management International Review, 46 (2), 165-178
43. Julien, Pierre Andre and Charles Ramangalahy (2003), Competitive Strategy and Performance of Exporting SMEs: An Empirical Investigation of the Impact of Their Export Information Search and Competencies Entrepreneurship Theory & Practice, 27 (3), 227-245
44. Katsikeas, Constantine S., Leonidas C. Leonidou, and Neil A. Morgan (2000), Firm-Level Export Performance Assessment: Review, Evaluation, and Development Journal of the Academy of Marketing Science, 28 (4), 493-511.
45. Keegan, Warren J. (1989), Global Marketing Management. Englewood Cliffs, NJ: Prentice Hall.
46. Kim, W. Chan, Peter Hwang, and William P. Burgers (1993), Multinationals' Diversification and the Risk-Return Tradeoff Strategic Management Journal, 14 (4), 275-286
47. Knight, Gary (2000), Entrepreneurship and Marketing Strategy: The SME Under Globalization Journal of International Marketing, 8 (2), 12-32.
48. S. Tamer Cavusgil (2004), Innovation, Organizational Capabilities, and the Born-Global Firm Journal of International Business Studies, 35 (2), 124-141
49. Kotabe, Masaaki, Srini S. Srinivasan, and Preet S. Aulakh (2002), Multinationality and Firm Performance: The Moderating Role of R&D and Marketing Capabilities Journal of International Business Studies, 33 (1), 79-97.
50. Lages, Luis Filipe, Sandy D. Jap, and David A. Griffith (2008), The Role of Past Performance in Export Ventures: A Short- Term Reactive Approach Journal of International Business Studies, 39 (2), 304-325.
51. Carmen Lages, and Cristiana Raquel Lages (2005), Bringing Export Performance Metrics into Annual Reports: The APEV Scale and the PERFEX Scorecard Journal of International Marketing, 13 (3), 79-104.
52. -and Cristiana Raquel Lages (2004), The STEP Scale: A Measure of Short-Term Export Performance Improvement Journal of International Marketing, 12 (1), 36-56.
53. Leonidou, Leonidas C, Constantine S. Katsikeas, Dayananda Palihawadana, and Stavroula Spyropoulou (2007), An Analytical Review of the Factors Stimulating Smaller Firms to Export International Marketing Review, 24 (6), 735-770
54. -, -, and Nigel F. Piercy (1998), Identifying Managerial Influences on Exporting: Past Research and Future Directions Journal of International Marketing, 6 (2), 74-102.
55. Li, Tiger and S. Tamer Cavusgil (1995), A Classification and Assessment of Research Streams in International Marketing International Business Review, 4 (3), 251-277
56. Lu, Jane W. and Paul W. Beamish (2001), The Internationalization and Performance of SMEs Strategic Management Journal, 22 (6-7), 565-586
57. (2004), International Diversification and Firm Performance: The S-Curve Hypothesis Academy of Management Journal, 47 (4), 598-609.
58. March, James, G. (1991), Exploration and Exploitation in Organizational Learning Organization Science, 2 (1), 71-87.
59. Mohyuddin, Samira (2003), Greece Greece Country Monitor, (August), 1-10.
60. Morgan, Neil A., Anna Kaleka, and Constantine S. Katsikeas (2004), Antecedents of Export Venture Performance: A Theoretical Model and Empirical Assessment Journal of Marketing, 68 (January), 90-108.
61. Myers, Matthew B., Roger J. Calantone, Thomas J. Page Jr., and Charles R. Taylor (2000), An Application of Multiple- Group Causal Models in Assessing Cross-Cultural Measurement Equivalence Journal of International Marketing, 8 (4), 108-121.
62. Nakata, Cheryl and Yili Huang (2005), Progress and Promise: The Last Decade of International Marketing Research Journal of Business Research, 58 (5), 611-618
63. Nakos, George, Keith D. Brouthers, and Lance Eliot Brouthers (1998), The Impact of Firm and Managerial Characteristics on Small and Medium-Sized Greek Firms' Export Performance Journal of Global Marketing, 11 (4), 23-47.
64. Neter, John, William Wasserman, and Michael Kutner (1983), Applied Linear Regression Models. Homewood, IL: Richard D. Irwin.
65. Nitsch, Detlev, Paul Beamish, and Shige Makino (1996), Entry Mode and Performance of Japanese FDI in Western Europe Management International Review, 36 (1), 27-43.
66. Oviatt, Benjamin M. and Patricia Phillips McDougall (1994), Toward a Theory of International New Ventures Journal of International Business Studies, 25 (1), 45-64.
67. Ozsomer, Aysegul and Gencturk, Esra (2003), A Resource- Based Model of Market Learning in the Subsidiary: The Capabilities of Exploration and Exploitation Journal of International Marketing, 11 (3), 1-29.
68. Piercy, Nigel (1983), Export Marketing Management in Medium-Sized British Firms European Journal of Marketing, 17 (1), 48-67.
69. Podsakoff, Phillip M. and Dennis W. Organ (1986), Self- Reports in Organizational Research: Problems and Prospects Journal of Management, 12 (4), 531-544
70. Ramaswamy, K. (1992), Multinationality and Performance: A Synthesis and Redirection in Advances in International Comparative Management, Vol.7, Richard N. Farmer, Richard B. Peterson, and Paul Marer, eds. Greenwich, CT: JAI Press, 241-267
71. Reddy, Marlita A., ed. (1994), Statistical of the World. Detroit: Gale Research.
72. Roth, Kendall, David M. Schweiger, and Allen J. Morrison (1991), Global Strategy Implementation at the Business Unit Level: Operational Capabilities and Administrative Mechanisms,'' Journal of International Business Studies, 22 (3), 369-402.
73. Schulz, Martin (2001), The Uncertain Relevance of Newness: Organizational Learning and Knowledge Flows Academy of Management Journal, 44 (4), 661-681
74. Shoham, Aviv (1999), Bounded Rationality, Planning, Standardization of International Strategy, and Export Performance: A Structural Model Examination Journal of International Marketing, 7 (2), 24-50.
75. Gerald S. Albaum (1995), Reducing the Impact of Barriers to Exporting: A Managerial Perspective Journal of International Marketing, 3 (4), 85-105.
76. Shuman, Jeffrey C. and John A. Seeger (1986), The Theory and Practice of Strategic Management in Smaller Rapid Growth Firms American Journal of Small Business, 11(1), 7-18.
77. Sousa, Carlos M.P. (2004), Export Performance Measurement: An Evaluation of the Empirical Research in the Literature Academy of Marketing Science Review, (9), (accessed April 6, 2009), [available at http:/www.amsreview.org/articles/ sousa09-2004.pdf].
78. Spanos, Loukas (2005), Corporate Governance in Greece: Developments and Policy Implications Corporate Governance, 5 (1), 15-30.
79. Steenkamp, Jan-Benedict E.M. and Hans Baumgartner (1998), Assessing Measurement Invariance in Cross-National Consumer Research Journal of Consumer Research, 25 (1), 78-90.
80. Styles, Chris (1998), Export Performance Measures in Australia and the United Kingdom Journal of International Marketing, 6 (3), 12-36.
81. Sullivan, Daniel (1994), Measuring the Degree of Internationalization of a Firm Journal of International Business Studies, 25 (2), 325-342
82. Sundaram, Anant K. and J. Stewart Black (1992), The Environment and Internal Organization of Multinational Enterprises Academy of Management Review, 17 (4), 729-757
83. United Nations (2007), Commodity Trade Statistics Database: 2007 (accessed April 29, 2009), [available at comtrade.un.org/].
84. (2008), Statistical Yearbook: 2008. New York: United Nations, Department of Economic and Social Affairs.
85. U.S. Small Business Administration (2009), "Size Standards," (accessed April 29, 2009), [available at http://www.sba.gov/services/ contractingopportunities/sizestandardstopics/summarywhatis/index.html].
86. Van Hoorn, Th. P. (1979), Strategic Planning in Small and Medium-Sized Companies Long Range Planning, 12 (April), 84-91.
87. Wilkinson, Timothy J. and Lance Eliot Brouthers (2000), An Evaluation of State Sponsored Promotion Programs Journal of Business Research, 47 (3), 229-236
88. Woodcock, C. Patrick, Paul W. Beamish, and Shige Makino (1994), Ownership-Based Entry Mode Strategies and International Performance Journal of International Business Studies, 25 (2), 253-273
89. Zacharakis, Andrew L. (1997), Entrepreneurial Entry into Foreign Markets: A Transaction Cost Perspective Entrepreneurship Theory & Practice, 21 (3), 23-39.
90. Zahra, Shaker A., R. Duane Ireland, and Michael A. Hitt (2000), International Expansion by New Venture Firms: International Diversity, Mode of Market Entry, Technological Learning, and Performance Academy of Management Journal, 43 (5), 925-950
91. Zou, Shaoming and Simona Stan (1998), The Determinants of Export Performance: A Review of the Empirical Literature Between 1987 and 1997 International Marketing Review, 15 (5), 333-356
92. -, Charles R. Taylor, and Gregory E. Osland (1998), The EXPERF Scale: A Cross-National Generalized Export Performance Measure Journal of International Marketing, 6 (3), 37-58.