| Abstract: | Abstract This study uses a step-wise discriminant analysis to address two related questions. First, to identify those inhibiting factors perceived to be both important and difficult to counter when a firm is initiating an export program. Second, to address the criticism that the current export research has failed to differentiate between degree of importance and the level of difficulty that firm may encounter when entering foreign markets. Two-hundred and forty-two small and medium-sized Wisconsin manufacturing firms were surveyed. The findings identified three barriers perceived to be both important and difficult to overcome. However, they did not support the criticism that we must differentiate between the degree of importance and the level of difficulty. |
