The Role of Systematic International Market Selection on Small Firms' Export Performance |
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Authors: | Lance E. Brouthers George Nakos |
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Affiliation: | College of Business Administration, University of Texas at El Paso; Clayton State University in Morrow, Georgia |
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Abstract: | This article hypothesizes that, on average, small and medium-sized enterprises (SMEs) that use a systematic methodology in selecting foreign target markets (what we call systematic market selection) perform better than SMEs using an ad hoc international market selection methodology. Using a sample of Greek exporting firms, we found that systematic international market selection is a significant determinant of export performance, even when controlling for decision-maker and firm-specific characteristics previous studies found to be related to export success. Implications for managers, trade promotion agencies, and future research are discussed. |
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