Small businesses and exporting: A literature review

International Small Business Journal

Volumn 6, Issue 2, 1988, Pages 42-61

  Miesenbock, Kurt J ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 77954432738     PISSN: 02662426     EISSN: 17412870     Source Type: Journal    
DOI: 10.1177/026624268800600204     Document Type: Article

References (139)

1. Abdel-Malek, T., “Export Marketing Orientation in Small Firms”, American Journal of Small Business, Vol. 3 (July 1978), No. 1, pp 25-34: a study of 154 American firms (129 exporters and 37 non-exporters) divided in four size categories.
2. Angelmar, R., and Pras, B., “Product Acceptance by Middlemen in Export Channels”, Journal of Business Research, Vol 12 (1984), No. 2 (April), pp 227-240: a study of 39 successful and 39 unsuccessful French firms in the USA (discriminant analysis).
3. Barnhart, J. R., “Export Profitability: An Analysis Among Indiana Firms”, Ph.D. dissertation, Indiana University, Bloomington, Indiana, 1968; cited by Bilkey (1978 and 1982): a study of 22 Indiana manufacturing firms.
4. Beamish, P. W., and Munro, H. J., “Exporting for Successes as a Small Canadian Manufacturer”, Journal of Small Business & Entrepreneurship, Vol. 4 (1987), No. 4 (Spring), pp 38-43: a study of the determinants of export success of 38 small firms in Canada by means of correlation analysis.
5. Beuttel, W., “Produktbezogene Entscheidungen fur Auslandsmarkte” (Schriftenreihe: Wirtschaftswissenschaftliche Forschung und Entwicklung edited by Aschoff, Ch., and Muller-Bader, P., Bd. 71), Manchen, 1981: an additional analysis of the data ganed by Beuttel et al (1980).
6. Beuttel, W., Simmerl, J., and Escherle, H. J., “Entscheidungsverhalten bei Auslandsaktivitaten: Ergebnisse einer empirischen Untersuchung” (Schfiftenreihe: Wirtschaftswissenschaftliche Forschung und Entwickung edited by Aschoff, Ch., and Muller-Bader, P., Bd. 60), Munchen, 1980: a survey study comprising 219 German firms (189 exporters and 30 non-exporters).
7. Bilkey, W. J., “An Attempted Integration of the Literature on the Export Behaviour of Firms”, Journal of International Business Studies, Vol. 9 (1978), No. 1 (Spring/Summer), pp 33-46.
8. Bilkey, W. J., “Variables Associated with Export Profitability”, Journal of International Business Studies, Vol. 13 (1982), No. 2 (Fall), pp 39-55: a study of 168 Wisconsin firms using regression analysis.
9. Bilkey, W. J., “Development of Export Marketing Guidelines”, International Marketing Review, Vol. 2 (1985), No. 1 (Spring), pp 31-40: a study using the same questionnaire and the same firms as in 1982.
10. Bilkey, W. J., and Tesar, G., “The Export Behaviour of Smaller-sized Wisconsin Manufacturing Firms”, Journal of International Business Studies, Vol. 8 (1977), No. 1 (Spring/Summer), pp 93-98 (also paper presented at the European Meeting of the Academy of International Business, Fontainbleau, France, July, 1975): A study of 423 manufacturing firms in four different stages of internationalisation using regression analysis.
11. Brady, D. L., and Bearden, W. O., “The Effect of Managerial Attitudes on Alternative Exporting Methods”, Journal of International Business Studies, Vol. 10 (1979), No. 1 (Spring/Summer), pp 79-84: a study carried out in the south east of the US including 251 firms (87 non-exporters, 53 indirect exporters and 111 direct exporters) using ANOVA-analysis.
12. Brooke, M. Z., and Remmers, H. L., “The Strategy of the Multinational Enterprise”, 2nd edition, London, 1978.
13. Brooks, M. R., and Rosson, Ph. J., “A Study of Export Behaviour of Small- and Medium-sized Manufacturing Firms in Three Canadian Provinces” in “Export Management: An International Context”, edited by Czinkota, M. R., and Tesar, G., New York, 1982, pp 39-54: a study of 253 firms trying to discriminate (204) exporters from (49) non-exporters.
14. Buatsi, S. N., “Organisational Adaptation to International Marketing”, International Marketing Review, Vol. 3 (1986), No. 4, ppl 7-26: a longitudinal study of 144 UK firms.
15. Buckley, P. J., and Casson, M., “The Future of Multinational Enterprise”, London, 1976.
16. Burton, F. N., and Schlegelmilch, B. B., “Profile Analyses of Non-exporters versus Exporters Grouped by Export Involvement”, Management International Review, Vol. 27 (1987), No. 1, pp 38-49: a study of discriminating 310 British and German firms using discriminant analyses.
17. Cannon, T., “The Smaller Firm in the Export Environment”, in “Policy Issues in Small Business Research”, edited by Gibb, A., and Webb, T., Westmead et al, 1980, pp 140-154: a study of 250 British firms which took part in export groups.
18. Cannon, T., and Willis, M., “The Smaller Firm in Overseas Trade”, European Small Business Journal, Vol. 1 (1983), No. 3 (Spring), pp 45-55: a descriptive study of British exporters.
19. Cateora, Ph. R., and Hess, J. M., “International Marketing”, 3rd edition, Homewood, Illinois, 1975.
20. Cavusgil, S. T., “Organisational Determinants of Firms' Export Behaviour: An Empirical Analysis”, Ph.D. dissertation, University of Wisconsin-Madison, 1976; cited by Bilkey (1977): a study of 423 exporting and non-exporting firms.
21. Cavusgil, S. T., “On the Internationalisation Process of Firms”, European Research, Vol. 8 (November, 1980), pp 273-281: a literature review and theoretical considerations on the internationalisation process.
22. Cavusgil, S. T., “Some Observations on the Relevance of Critical Variables for Internationalisation Stages”, in “Export Management An International Context”, edited by Czinkota, M. R., and Tesar, G., New York, 1982, pp 276-287: a study of firms (the number is not named) in different stages of internationalisation.
23. Cavusgil, S. T. (1984A), “Organisational Characteristics Associated with Export Activity”, Journal of Management Studies, Vol. 21 (1984), No. 1, pp 3-22: an analysis (AID and MCA) of 175 firms trying to identify exporter profiles.
24. Cavusgil, S. T. (1984B), “Differences AMong Exporting Firms Based on Their Degree of Internationalisation”, Journal of Business Research, Vol. 12 (1984), No. 2, ppl 95-208: a study of 70 American firms (28 experimental exporters, 18 active exporters and 24 committed exporters).
25. Cavusgil, S. T. (1984C), “Changing Nature of Firms' International Market Research Activities During the Internationalisation Process”, in “Intemational Marketing Management”, edited by Kaynak, E., New York et al, 1984, pp 207-216: a study using the same sample and classification as Cavusgil, 1 984B.
26. Cavusgil, S. T., “Decision-making in Global Marketing”, in “Global Perspectives in Marketing”, edited by Kaynak, E., New York, et al, 1985, ppl 73-1982: a contribution to the theoretical framework of the internationalisation process of the firm.
27. Cavusgil, S. T., Bilkey, W. J., and Tesar, G., “A Note on the Export Behaviour of Firms: Export Profiles”, Journal of International Business Studies, Vol. 10 (1979), No. 1 (Spring/Summer), pp 91-97: a study of 423 Wisconsin firms trying to identify exporter profiles by means of AID.
28. Cavusgil, S. T., and Godiwalla, Y., “Decision-making for International Marketing: A Comparative Review”, Management Decision, Vol. 20 (1982), pp 48-57: a contribution to the internationalisation process of the firm identifying six stages.
29. Cavusgil, S. T., and Naor, J., “Firm Management Characteristics as Discriminators of Export Marketing Activity”, Journal of Business Research, Vol. 15 (1987), No. 3 (June), pp 221-235: a study discriminating 158 exporters and 105 non-exporters (Maine).
30. Cavusgil, S. T., and Nevin, J. R., “Internal Determinants of Export Marketing Behaviour: An Empirical Investigation”, Journal of Marketing Research, Vol. 18 (1981), No. 1 (February), ppl 14-119: a study of 473 Wisconsin firms trying to identify exporter profiles by means of AID and MCA.
31. Crookell, H., and Graham, I., “International Marketing and Canadian Industrial Strategy”, Business Quarterly, No. 44 (Spring, 1979), pp 28-34: a study of the export behaviour of 134 Canadian companies.
32. Cunningham, M. T., and Spigel, R. I., “A Study in Successful Exporting”, British Journal of Marketing, 1979, No. 1 (Spring), pp 2-12: an analysis of 48 firms, which had gained the Queen's Award To Industry.
33. Czinkota, M. R., and LaLonde, B. J., “An Analysis of Export Development Strategies in Selected US Industries”, Working Paper No.80-17, The Ohio State University, 1980 (cited by Joynt, 1980; Yaprak, 1985): this study presents considerations on the internationalisation process of the firm.
34. Czinkota, M. R., and Johnston, W. J., “Segmenting US Firms for Export Development”, Journal of Business Research, Vol. 9 (1981), No. 4, pp 353-365: an analyses of appropriate classifications (service orientation, stages of international- isation, size, motivation towards exporting) of 219 US exporters using variance analysis.
35. Czinkota, M. R., and Johnston, W. J., “Exporting: Does Sales Volume Make a Difference?”, Journal of International Business Studies, Vol. 14 (1983), No. 1 (Spring/Summer), pp 147-153: this study presents details of the above quote study of Czinkota and Johnston, 1981 concerning the issue size of the firm.
36. Daniels, J. D., and Goyburo, J., “The Exporter-Non-exporter Interface: A Search for Variables”, Foreign Trade Review, 1976, No. 3 (October-December), pp 258-282: a study of 190 Peruvian manufacturing firms (85 exporters and 105 non-exporters.
37. Daniels, J. D., and Robles, F., “Perceived Industrial Innovation Advantage and Export Commitment”, Journal of Business Research, Vol. 11 (1983), No. 3 (July), pp 363-378: Peruvian firms in the textile industry.
38. Diamontopolos, A., and Inglis, K., “An Empirical Investigation of Differences in Export Characteristics Between High- and Low-involvement Exporters in the Scottish Food and Drink Industry”, Working Paper Series No. 85/10, University of Edinburgh, Department of Business Studies: an analysis comprising 48 exporters.
39. Dichtl, E., Leibold, M., Beeskow, W., Köglmayr, H.-G., Müller, S., and Potucek, V., “Die Entscheidung kleinerer und mittlerer Unternehmen fur die Aufnahme einer Exporttatigkeit”, Zeitschrift fur Betriebswirtschaft, Vol. 53 (1983), No. 5, pp 428-444; a somewhat condensed version was published in English: Dichtl, E., Leibold, M., Köglmayr, H.-G., and Müller, S., “The Export-decision of Small- and Medium- sized Firms: A Review”, Management International Review, Vol. 24 (1984), No. 2, pp 49-60; an enlarged working paper exists, too, “The Decision to Go International With the Focus on Small- and Medium-sized Firms”, Bericht aus dem Sonderforschungsbereich 24, Sozialwissenschaftliche Entscheidungsforschung, Universitat Mannheim, 1982: a study treating the theoretical framework of small business internationalisation.
40. Dichtl, E., Kondo, F., Köglmayr, H.-G., and Muller, S., “The Foreign Orientation of Managers: A Key Variable - Export Promotion and Export Results”, The Ritsumeikan Business Review, Kyoto, Vol. 23 (1984), No. 2, pp 11-33: a study of role of the decision-maker in 97 German and 66 Japanese firms using discriminant analysis.
41. Edmunds, S. E., and Khoury, S. J., “Exports: A Necessary Ingredient in the Growth of Small Business Firms”, Journal of Small Business Management, Vol. 24 (1986), No. 4 (October), pp 54-65: a description of the export behaviour of 32 Californian successful small business firms.
42. Fenwick, I., and Amine, L., “Export Performance and Export Policy: Evidence from the UK Clothing Industry”, Journal of the Operational Research Society, Vol. 30 (1979), No. 8, pp 747-754: an analysis of the export success of 48 firms using discriminant analysis ansd jack-knife technique.
43. Ford, D., and Rosson, Ph., “The Relationships Between Export Manufacturers and Their Overseas Distributors”, in “Export Management: An International Context”, edited by Czinkota, M. R., and Tesar, G., New York, 1982, pp 257-275: a studyof 21 Canadian manufacturers and their distributors in UK.
44. Ganier, G., “Comparative Export Behaviour of Small Canadian Firms in the Printing and Electrical Industries”, in “Export Management: An International Context”, edited by Czinkota, M. R., and Tesar, G., New York, 1982, ppl 13-131: a survey of 105 firms (77 exporters and 28 non-exporters).
45. Groke, P. O., and Kreidle, J. R., “Export! Why Or Why Not? Managerial Attitude and Action for Smaller-sized Business Firms”, Business and Society, Vol. 8 (Fall, 1967), pp 7-12: an interview study with northern Illinois small firms (number not named).
46. Handwerkskammer Dusseldorf, “Handwerk und Export” (Kurzinformation No. 1/81; editorial work: Roxlau, D.), Dusseldorf, 1981: a survey study of 990 craftman's establishments in the Dusseldorf area (Germany).
47. Handwerkskammer Dusseldorf, “Export im Handwerk - eine empirische Untersuchung Bei 2600 Handwerksunternehmen im Regierungsbezirk Dusseldorf” (Kurzinformation 1/86; editorial work: Koster, Th., and Schubert, J.), Dusseldorf, 1986: a survey study of about 2600 craftman's establishments in the Dusseldorf area (Germany).
48. Hirsch, S., “The Export Performance of Six Manufacturing Industries”, New York, 1971: a study of the export involvement of 497 firms in Denmark, the Netherlands and Israel.
49. Hirsch, S., and Adar, Z., “Firm Size and Export Performance”, World Development, Vol. 2 (1974), No. 7 (July), pp 41-46: a regression analysis performed with the data of the study of Hirsch (1971).
50. Hirsch, S., and Adar, Z., “Protected Markets and Firms' Export Distribution”, World Development, Vol. 2, (August, 1974), pp 29-36: a study of 270 firms in Denmark and the Netherlands based on micro economic theory.
51. Hirsch, S., and Lev, B., “Sales Stabilisation Through Export Diversification”, Review of Economics and Statistics, Vol. 8 (1971), No. 3 (August), pp 270-277: a study of 500 firms in Denmark, the Netherlands and Israel using the Markowitz-Tobin- mean-variance-model.
52. Hirsch, S., and Baruch, L., “Foreign Marketing Strategies - A Note”, Management International Review, Vol. 13 (1973), No. 6, pp 81-90: a study of the marketing strategy chosen by 200 firms younger than ten years in Denmark, the Netherlands and Israel.
53. Hirsch, S., and Baruch, L., “The Firm's Export Concentration Determinants and Application”, World Development, Vol. 2 (1974), no. 6 (June), pp 27-33: a regres- sion analysis based on the data of 350 firms (Denmark, Netherlands and Israel).
54. Hunt, H. G., Froggatt, J. D., and Hovell, P. T., “The Management of Export Marketing in Engineering Industries”, British Journal of Marketing, 1967, No. 1, ppl 0-24: a study of export success of 70 firms in Britain.
55. Instit fur Handelsforschung “Exportgrol3handel in Osterreich - Struktur, Probleme und Entwicklungsperspektiven: Hauptergebnisse und Tabellen” (IFH-Studie No. 8), Wien, 1986: a study of 447 Austrian trading companies and their relations to small firms.
56. Johanson, J., and Vahine, J.-E., “A Model of the Internationalisation Process of the Firm”, Working Paper, University of Uppsala, Sweden, 1975: theoretical considerations on small business internationalisation.
57. Johanson, J., and Vahlne, J.-E., “The Internationalisation Process of the Firm - A Model of Knowledge Development and Increasing Foreign Market Commitment”, Journal of International Business Studies, Vol. 8 (1977), No. 1 (Spring/Summer), pp 23-32 also published in “European Research in International Business”, edited by Ghertman, M., and Leontiades, J., Amsterdam et al, 1978, pp 9-27 (titled “A Model for the Decision-making Process Affecting the Pattern and Pace of the Internationalisation of the Firm”): theoretical considerations concerning the stages of the internationalisation process of the firm.
58. Johanson, J., and Wiedersheim-Paul, F., “The Internationalisation of the Firm - Four Swedish Cases”, The Journal of Management Studies, Vol. 12 (October, 1975), pp 305-322: four case studies of large firms but remarkable theoretical framework.
59. Johnston, W. J., and Czinkota, M. R., “Managerial Motivations as Determinants of Industrial Export Behaviour”, in “Export Management: An Intemational Context”, edited by Czinkota, M. R., and Tesar, G., New York, 1982, pp 3-17: a study of 181 manufacturers in the US using correlations analysis.
60. Joynt, P., “An Empirical Study of Norwegian Export Behaviour”, in “Export Management: An International Context”, edited by Czinkota, M. R., and Tesar, G., New York, 1982, pp 55-69: a survey study of 85 firms in Norway.
61. Joynt, P., and Welch, L., “A Strategy for Small Business Internationalisation”, International Marketing Review, Vol. 2 (1985), No. 3 (Autumn), pp 64-73: a theoretical study concerning especially the initial stage of internationalisation.
62. Kacker, M. P., “Export-oriented Product Adaptation - Its Patterns and Problems”, Management International Review, Vol. 14 (1975), No. 6, pp 61-70: a study describing the export behaviour of 20 engineering goods manufacturers.
63. Karafakioglu, M., “Export Activities of Turkish Manufacturers”, International Marketing Review, Vol. 3 (1986), No. 4 (Winter), pp 34-43: a study investigating in differences of the export behaviour of 108 Turkish firms distinguishing light, heavy and medium exporters, small and large businesses and firms of different industries.
64. Kaynak, E., “Internationalisation of Nova Scotia Manufacturers: Export for Survival”, Der Markt, 1982, No. 84, ppl 37-140: a survey study of 173 Canadian firms (101 exporters and 72 non-exporters).
65. Kaynak, E., “Correlates of Export Performance in Resource-based Industries”, in “Global Perspectives in Marketing”, edited by Kaynak, E., New York et al, 1985, ppl 97-210: an analysis discriminating 101 exporters from 72 non-exporters (Canada).
66. Kaynak, E., Ghauri, P. N., and Olofsson-Bredenlow, T., “Export Behaviour of Small Swedish Firms”, Journal of Small Business Management, Vol. 25 (1987), No. 2 (Winter), pp 26-32: an analysis of the export behaviour of 86 Swedish firms.
67. Kaynak, E., and Kothari, V., “Export Behaviour of Small and Medium-sized Manufacturers: Some Policy Guidelines for International Marketers”, Management International Review, Vol. 24 (1984), No. 2, pp 61-69: a study of 216 exporters and 288 non-exporters in Canada and the US trying to identify factors of export success.
68. Kaynak, E., and Stevenson, L., “Export Orientation of Nova Scotia Manufacturers”, in “Export Management: An International Context”, edited by Czinkota, M. R., and Tesar, G., New York, 1982, ppl 32-147: a study comprising 101 exporting and 72 non-exporting Canadian firms using factor and correlation analysis.
69. Kedia, B., and Chhokar, J., “Factors Inhibiting Export Performance of Firms: An Empirical Investigation”, Management International Review, Vol. 26 (1986), No. 4, pp 33-43: a study analysing the export barriers and problems of 49 exporters and 47 non-exporters in the USA.
70. Khan, M. A., “A Study and Failure in Exports: An Empirical Investigation of the Export Performance of 165 Market Ventures of 83 Firms in the Chemical and Electronics Manufacturing Industries”, Dissertation, University of Stockholm (Department of Business Administration), 1978: a Swedish study using AID, discrimination, factor and regression analysis.
71. Kirpalani, V. H., and MacIntosh, N. B., “Internal Marketing Effectiveness of Technology-oriented Small Firms”, Journal of International Business Studies, Vol. 11 (Winter, 1980), pp 81-90: a study of 10 US and 14 Canadian firms trying to identify variables of export success using factor and principal components analysis.
72. Kizilbash, A. H., and Maile, C. A., “Export Marketing in a Changing Economic Environment”, Journal of Small Business Management, Vol. 15 (1977), No. 1 (January), pp 1-6: a study of 96 US firms investigating in export attitudes.
73. Kleinschmidt, E., and Cooper, R. G., “A Typology of Export Strategies Applied to the Export Performance of Industrial Firms”, in “International Marketing Management”, edited by Kaynak, E., New York et al, 1984, pp 217-231; a condensed version was published in the Joumal of International Business Studies, Vol. 16 (1985), No. 1 (Spring), pp 37-55 (title: The Impact of Export Strategy on Export Sales Performance): a study of 142 US firms of the electronic industry using analysis of variance.
74. Kulhavy, E., Nohmayer, K., Schadenhofer, L., and Schelling, H. J., “Exportprobleme von Klein- und Mittelbetrieben: Eine empirische Untersuchung”, (Marketing- studien des Instituts fur Handel, Absatz und Marketing hrsg. v. Kulhavy, E., Studie 1), Linz, 1982: a survey study of 220 exporters and 327 non-exporters in Austria.
75. Lang, E. M., “It's the Little Guys Who Need Export Aid”, Journal of Small Business Management, Vol. 15 (1977), No. 1 (January), pp 7-9.
76. Langeard, E., Reffait, P., and Roux, E., “Profil Commercial de l'exportateur frangaise”, Revue frangaise de gestion, Vol. 7 (novembre-decembre 1976), pp 91-109: an alanysis of the export success of 130 French firms.
77. Lee, W.-Y., and Brasch, J. J., “The Adoption of Export as an Innovative strategy”, Journal of International Business Studies, Vol. 9 (1978), No. 1 (Spring/Summer), pp 85-93: a study of 35 firms in Nebraska investigating in the critical variables of the export decision.
78. Malekzadeh, A. R., and Nahavandi, A., “Small Business Exporting: Misconceptions Are Abundant”, American Journal of Small Business, Vol. 9 (Spring, 1984), No. 4, pp 7-14: a study of discriminating 149 exporting and 147 non-exporting manufacturers in California.
79. Malekzadeh, A. R., and Rabino, S., “Manufacturers' Export Strategy”, International Marketing Review, Vol. 3 (1986), No. 4, pp 27-33: a study using multiple discriminant analysis to distinguish large and small exporters in Californila (132 firms).
80. Mason, H. R., Miller, R. R., and Weigel, D. R., “The Economics of International Business”, New York et al, 1975.
81. Mattsson, A., “The Effects of Trade Barriers on the Export Firm”, (Acta Unive-sitatis Upsaliensis, Studia Oeconomiae Negotiorum 5 edited by Carlson, S. ), Uppsala, 1972: a study of 7 Swedish firms.
82. Mayer, Ch., and Flynn, J. E., “Canadian Small Business Abroad: Opportunities, Aids and Experiences”, Business Quarterly, Vol. 38 (1973), Nol 4 (Winter), pp 33-47: 8 case studies with implications concerning export success.
83. McConnell, J. E., “Promoting US Exports Through More Effective Communication Between Government and Business”, The Journal of Business Communication, Vol. 15 (1977), No. 1, pp 3-18: an analysis of the attitudes of 148 top executives of firms in New York State.
84. McConnell, J. E., “The Export Decision: An Empirical Study of Firm Behaviour”, Economic Geography, Vol. 55 (1979), No. 3 (July), ppl 71-173: discrirninant analysis (exporters and Non-exporters) and regression analysis using thie data of McConnell (1977).
85. McDonald, M. H. B., “International Marketing Planning: The Gap Between Theoryand Practice”, International Marketing Review, Vol. 1 (1983), No.1 (Autumn), pp 42-58: a study investigating into the planning behaviour of 200 UK firms.
86. McGuinness, N., and Little, N., “The Influence of Product Characteristics on the Export Performance of New Industrial Products”, Journal of Marketing, Vol. 45 (1981A), Spring, ppl 10-112: a study analysing product innovations of 82 firms in Canada (factor analysis).
87. McGuinness, N., and Little, B., “The Impact of R&D Spending on Foreign Sales of New Canadian Industrial Products”, Research Policy, Vol. 10 (1981B), pp 78-98: an investigation of the determinants of the success of new products of 82 Canadian firms (regression analysis).
88. Miller, S., and H.-G. KogImayr, “Die psychische Distanz zu Auslandsmarkten: Ein verkanntes Exporthemmnis”, Zeitschrift fOr betriebswirtschaftliche Forschung, Vol. 38 (1986), No. 9 (September), pp 788-804: a study of the export performance of 104 firms in Germany, 65 firms in Finland, 66 firms in Japan and 55 in South Africa.
89. Masangu, Bernard, “An Evaluation of Export Marketing Strategies Currently Used by Small and Medium-size ethical Pharmaceutical Manufacturing Firms”, D.B.A. dissertation, United States International University, San Diego, 1985: an analysis of the export behaviour of 43 Californian companies.
90. Naujoks, W., and Pausch, R., “Kooperationsverhalten in der Wirtschaft: eine empirische Untersuchung unter besonderer Berucksichtigung der grenzuberschreitenden Kooperation” (BeitrAge zur Mittelstandsforschung edited by the Institut fur Mittelstandsforschung; Forschungsgruppe Bonn, Heft 32), Gottingen 1977: a study analysing export co-operations in Germany.
91. Ogram, E. W., Jr., “Exporters and Non-exporters: A Profile of Small Manufacturing Firms in Georgia”, in “Export Management: An International Context”, edited by Czinkota, M. R., and Tesar, G., New York, 1982, pp 70-84: a study of 34 firms (17 exporters and 17 non-exporters).
92. Olson, Ch. H., “Studies in Export Promotion: Attempts to Evaluate Export Stimulation Measures for the Swedish Textile and Clothing Industries”, (Acta Universitatis Upsaliensis, Studia Oeconomiae Negotiorum 10 edited by Carlson, S. ), Uppsala, 1975: a theoretical and empirical study of 38 firms.
93. Olson, Ch. H., and Wiedersheim-Paul, F., “Factors Affecting the Pre-export Behaviour of Non-exporting Firms”, in “European Research in International Business”, edited by Ghertman, M., and Leontiades, J., Amsterdam et al, 1978, pp 283-305: theoretical considerations on export stimuli.
94. Ong, C. H., and Pearson, A. W., “The Impact of Technical Characteristics on Export Activity: A Study of Small and Medium-sized UK Electronic Firms”, R&D Management, Vol. 12 (1982), No. 4, pp 189-196: a study investigating into the differences of 88 high and low exporters by the means of discriminant analysis.
95. O'Rourke, A. D., “Differences in Exporting Practices, Attitudes and Problems by Size of Firm”, American Journal of Small Business, Vol. 9 (Winter, 1985), No. 3, pp 25-29: a study of 218 firms (Washington, Oregon, Idaho) classified in five groups by size.
96. Pavord, W. C., and Bogart, R. G., “The Dynamics of Decision to Export”, Akron Business and Economic Review, Vol. 6 (Spring, 1975), pp 6-11: a study of 138 US (Ohio, Indiana, Illinois, Kentucky and Pennsylvania) manufacturers (105 exporters and 33 non-exporters).
97. Perkett, W., “An Analysis of the Obstacles to Increase Foreign Trade Which Confront British Columbia Industrial Machinery Manufacturers”, Ph.D. dis- sertation, University of Washington, Seatle, Washington, 1963, cited by Bilkey (1978) and Ursic and Czinkota (1984): an interview study of 66 British Columbia firms (37 exporters and 29 non-exporters).
98. Piercy, N., “Company Intemationalisation: Active and Reactive Exporting”, Journal of Marketing, Vol. 15 (1981), No. 3, pp 26-40: a study investigating in the differences of (102) reactive exporters and (129) active exporters in North- England.
99. Piercy, N., “Export Marketing Management in Medium-sized British Firms”, European Journal of Marketing, Vol 17 (1983), No. 1, pp 48-67: an analysis of the differences 200 reactive and active exporters.
100. Rabino, S., “DISC Contributions to Improved Competitiveness of Export Markets: A Study of American Manufacturing Exporters”, Ph.D. dissertation, New York University, New York, 1978, cited by Rabino (1980): a study of the impact of DISC on 46 manufacturers.
101. Rabino, S., “An Examination of Barriers to Exporting”, Management International Review, Vol. 20 (1980), No. 1, pp 72-73: a study of 46 high technology exporters in New England.
102. Reid, S. D., “The Decision-maker and Export Entry and Expansion”, Journal of International Business Studies, Vol. 12 (1981), No. 2 (Fall), pp 101-112: theoretical considerations and literature review on the stages of internationalisation of the firm.
103. Reid, S. D., “The Impact of Size on Export Behaviour in Small Firms”, in “Export Management: An International Context”, edited by Czinkota, M. R., and Tesar, G., New York, 1982, pp 18-38: a study of analysing the effect of 9 different size criteria on the export behaviour of 89 Canadian (Ontario) firms (factor analysis).
104. Reid, S. D., “Managerial and Firm Influence on export Behaviour”, Journal of the Academy of Marketing Science, Vol. 11 (1983), No. 3 (Summer), pp 323-332: a regression analysis on basis of 89 firms.
105. Reid, S. D., “Information Acquisition and Export Entry Decisions in Small Firms”, Journal of Business Research, Vol. 12 (1984), No. 2 (April), pp 141-157: a study of the strategies of gathering information of 89 Canadian firms (71 exporters and 18 non-exporters) using regression analysis.
106. Roux, E., “The Export Behaviour of Small and Medium-size French Firms: The Role of the Manager's Profile - Some Preliminary Findings”, in “Recent Research on the Intemationalisation of Business: Preceedings from the Annual Meeting of the European International Business Association, Uppsala, Sweden, December 14-17, 1977, edited by Mattsson, L.-G., and Wiedersheim-Paul, F., Uppsala, 1979 (Acta Universitatis Upsaliensis), pp 88-101: a study resulting. in a typology of 19 exporters in southern France.
107. Roy, D. A., and Simpson, C. L., “Export Attitudes of Business Executives in the Smaller Manufacturing Firm”, Journal of Small Business Management, Vol. 19 (1981), No. 2 (April), pp 6-22: a study using the data of 59 exporters and 65 non- exporters of the south of the USA.
108. Schlegelmilch, B. B., “Controlling Country-Specific and Industry-Specific Influences on Export Behaviour”, European Journal of Marketing, Vol. 20 (1986A), No. 2, pp 54-71: a study investigating into the differences of exporters and non-exporters using a German and a British sample of two industries (machinery and food - 210 firms).
109. Schlegelmilch, B. B., “Konnen deutsche Maschinenbauer von ihren brittischen Kollegen lernen? Eine empirische Untersuchung unterschiedlicher Einstellungen zum Exportgeschaft”, Marketing ZFP (Zeitschrift fur Forschung und Praxis), Vol. 8 (1986B), No. 3 (August), ppl 73-179: a study of the export attitudes of 80 British and 130 German top executives using factor analysis.
110. Schlegelmilch, B. B., and Crook, J. N., “Firm Level Determinants of Export Intensity”, Working Paper Series No. 86/9, University of Edinburgh, Department of Business Studies, 1986: discriminant and regression analysis performed with the data of Schlegelmilch (1 986A and B).
111. Schlegelmilch, B. B., and Diamontolpoulos, A., “Innovativeness and Export Performance: An Empirical Analysis”, Working Paper Series 86/13, University of Edinburgh, Department of Business Studies, 1986: a study of the export success of 130 UK firms (Correlation and factor analysis).
112. Schwarting, U., Thoben, Ch., and Wittstock, M., Nachfrageverhalten kleiner und mittlerer Unternehmen nach AuBenhandelsinformation und -beratung: Eine Umfrage im Bereich der Industrie- und Handelkammer zu Munster (Beitrage zur Mittelstandsforschung edited by the Institut fur Mittelstandsforschung, Forschungsgrupe Bonn, Heft 83), Gottingen, 1982: a survey study of the export behaviour of 1 18 exporters and 74 non-exporters in Germany.
113. Schwarting, U., and Wittstock, M., “Exportreserven mittelstandischer Unternehmen 1981: Eine empirische Untersuchung in Zusammenarbeit mit der Industrie und Handelskammer zu Koblenz” (Beitrage zur Mittelstandsforschung edited by the Institut fur Mittelstandsforschung; Forschungsgruppe Bonn, Kamp, M. E., Heft 82), Gottingen, 1981: a survey study of 1285 German firms (767 exporters and 518 non-exporters).
114. Seringhaus, R., “The Role of Information Assistance in Small Firms' Export Involvement”, International Small Business Journal, Vol. 5 (1986/87), No. 2 (Winter), pp 26-36: a study of the differences of 60 Canadian large, new, interested and uninterested exporters.
115. Simmonds, K., and Smith, H., “The First Export Order: A Marketing Innovation”, British Journal of Marketing, 1968, No. 2, pp 93-100: a study testing hypotheses derived from the innovation theory on 9 British firms.
116. Simpson, C., Jr., and Kujawa, D., “The Export Decision Process: An Empirical Inquiry”, Journal of International Business Studies, Vol. 5 (1974), No. 1 (Spring/Summer), pp 107-117: a study of 120 Tennessee manufacturing firms using Kolmogorov-Smimov-Two-Sample-Test (50 exporters and 70 non-exporters).
117. Sine autore (s.a.), “Sind Sie ein Auslandsmuffel?”, Absatzwirtschaft, Vol. 29 (1986), No. 4 (April), ppl 08-117 and 126: a study of 39 firms in Germany, Finland, Japan, Korea and South Africa using regression analysis carried out by Dichtl, E., Koglmayr, H.-G., and Muller, S.
118. Snavely, W. P., Weiner, P., Ulbrich, H. H., and Enright, E. J., “Export Survey of the Greater Hartford Area”, Vols. 1 & 2, The University of Connecticut, Storrs., Connecticut, 1964, cited by Bilkey (1978), Cavusgil et al (1979), Ursic and Czinkota(1 984), Yaprak(1 985)etal: an internal report of governmental agencies of 299 industrial firms (145 current exporters, 1 2 former exporters and 142 never exporters).
119. Sood, J. H., and Adams, P., “Model of Management Leaming Styles as a Predictor of Export Behaviour and Performance”, Journal of Business Research, Vol. 12 (1984), No. 2 (April), ppl 69-182: an investigation based on the data of 32 US firms.
120. Steinmann, H., Kumar, B., and Wasner, A., “Conceptualising the Intemationalisation Process of Medium-sized Firms: Some Preliminary Considerations for a Research Design”, Management International Review Vol. 20 (1980), No. 1, pp 50-66: also published in German “Der IntemationalisierungsprozeB von Mittelbetrieben - Uberlegungen zum Entwurf eines Forschungskonzepts”, in “Intemationales Management: Ansatze und Ergebnisse betriebswirtschaftlicher Forschung”, edited by Pausenberger, E., Stuttgart, 1981, ppl -44: theoretical considerations on the intemationalisation of medium-sized firms.
121. Stening, B. W., and McDougal, G. H. G., “Something to Think About: Identifying the High Performance Exporter”, Canada Commerce, December 1975, ppl 2-15: a study of the export success of 172 firms in Australia, Canada and New Zealand.
122. Strandell, A.-Ch., “Export Co-operation: Company Experience”, Paper presented at the 16th European Small Business Seminar, Malm6/Jonkoping, Sweden, September 9-12, 1986; a condensed review of SIND “Exportsamverkan -f6retagens erfarenheter”, SIND, 1985:3: a study of 140 firms participating in export co-operations.
123. Suzman, C. L., and Wortzel, L. H., “Technology Profiles and Export Marketing Strategies”, Journal of Business Research, Vol. 12 (1984), No. 2 (April), ppl 83-194: a study distinguishing four types of exporters supported by the empirical findings of 21 firms in the south east of the USA.
124. Tesar, G., “Identification of Planning, Attitudinal, and Operational Differences Among Types of Exporters”, American Journal of Small business, Vol. 11 (1977), No. 2 (October), ppl 6-21: a study of the differences of 39 heavy exporters, 134 light exporters and 250 non-exporters in Wisconsin using discriminant analysis.
125. Tesar, G., and Tarleton, J. S., “Comparison of Wisconsin and Virginia Small- and Medium-sized Exporters: Aggressive and Passive Exporters”, in “Export Management: An International Context”, edited by Czinkota, M. R., and Tesar, G., New York, 1982, pp 85-112: an interstate study of 474 Wisconsin and 190 Virginia exporters.
126. Thurbach, R.-P., and Geiser, J., “Exportprobleme mittelstandischer Betriebe: Eine empirische Analyse in ausgewhiten Industriebereichen” (Beitrage zur Mittelstandsforschung edited by the Institut fur Mittelstandsforschung; Forschungsgruppe Ko1n, Heft23), G6ttingen, 1981: astudyof perceived problems with exporting of 280 medium-sized firms in Germany.
127. Tookey, D. A., “Factors Associated with Success in Exporting”, The Journal of Management Studies; Vol. 1 (1964), No. 1 (March), pp 48-66: a study of 54 exporting firms of the clothing industry in UK (Leicester area).
128. Topritzhofer, E., and Moser, R., “Exploratorische LOGIT- und PROBIT-Analysen zur empirischen Identifikation von Determinanten der Export tuchigkeit von Unternehmen”, Zeitschrift fur Betriebswirtschaft, Vol. 49 (1979), No. 10, pp 873-890: a study of 208 Austrian firms using 270 variables and evaluating them by LOGIT-analysis.
129. Ursic, M. L., and Czinkota, M. R., “An Experience Curve Explanation of Export Expansion”, Journal of Business Research, Vol. 12 (1984), No. 2, ppl 59-168: a study seeking differences between 100 ‘old’ and 26 ‘young’ US exporting firms in three industries.
130. Walters, P. G., “A Study of Planning for Export Operations”, International Marketing Review, Vol. 2 (1985), No. 3 (Autumn), pp 74-81: a study of the export behaviour of 9 planning and 21 non-planning US exporters.
131. Weiner, P., and Krok, M., “A Study of the Attempts and Results of Directly Stimulating Exporting”, Research Report to the Federal Reserve Bank of Boston, No. 38, March 1967, cited by Bilkey (1978) and Cavusgil, et al(1 979): an analysis of 32 potential exporting firms in Hartford, Connecticut.
132. Weinrauch, D. J., and Rao, C. P., “The Export Marketing Mix: An Examination of Company Experiences and Perceptions”, Journal of Business Research, Vol. 2 (1974), No. 4 (October), pp 447-452: a study of 227 US (Arkansas) firms (129 exporters and 98 potential exporters).
133. Welch, L. S., and Wiedersheim-Paul, F., “Initial Exports - A Marketing Failure?”, The Journal of Management Studies, Vol. 17 (1980), No. 4 (October), pp 334-344: an analysis of 30 Australian firms (exporters, failed exporters and non-exporters.
134. Wiedersheim-Paul, F., and Erland, O., “Technological Strategies and Internationalis- ation”, in “Recent Research on the Internationalisation of Business: Proceedings from the Annual Meeting of the European International Business Association”, Uppsala, Sweden, December 14-17, 1977, edited by Mattsson, L.-G., and Wiedersheim-Paul, F., Uppsala, 1979 (Acta Universitatis Upsaliensis), ppl 34-147: a study of medium- and large-sized firms having patents.
135. Wiedersheim-Paul, F., Olson, Ch. H., and Welch, L. S., “Pre-export Activity: The First Step in Internationalisation”, Journal of International Business Studies, Vol. 9 (1978), No. 1 (Spring/Summer); pp 47–58: a theoretical model supported by empirical results of former studies.
136. Withey, J. J., “Differences Between Exporters and Non-exporters: Some Hypotheses Concerning Small Manufacturing Business”, American Journal of Small Business; Vol. 4 (Winter 1980), No. 3, pp 29-37: a study of 357 US manufacturers trying to identify discriminating factors of (166) exporters and (191) non-exporters.
137. Wind, Y., Dougals, S. P., and Perlmutter, H. V., “Guidelines for Developing International Marketing Strategies”, Journal of Marketing, Vol. 37 (April 1973), ppl 4-23: a study developing four stages in the internationalisation process of firms.
138. van Wood, R., “Analysis of a Foreign Environment: the Importance of Foreign Environmental Decisions for Exporters and Potential Exporters”, Ph.D. dissertation, University of Oregon, 1982: a study investigating in the influence of environmental factors on export behaviour using a sample of 132 exporters and 133 non-exporters in Oregon.
139. Yaprak, A., “Empirical Study of the Differences Between Small Exporting and Non- exporting US Firms”, International Marketing Review, Vol. 2 (1985), No. 2 (Summer), pp 72-83: a study of discriminating 84 exporters from 44 non-exporters in the USA (Detroit area).