Firm and management characteristics as discriminators of export marketing activity

doi:10.1016/0148-2963(87)90025-7

Journal of Business Research

Volume 15, Issue 3, June 1987, Pages 221-235

https://doi.org/10.1016/0148-2963(87)90025-7 Get rights and content

Abstract

Exporting continues to be the major type of foreign involvement for many American companies. This paper reports on an empirical study designed to relate a comprehensive set of firm and management characteristics to such activity. Potential correlates of export marketing activity are identified through a literature search and are then used to discriminate between exporting and nonexporting firms. The findings indicate that profiles can be developed for exporting and nonexporting firms. Organizational and management characteristics can provide meaningful profiles which are capable of distinguishing between exporting and nonexporting firms. The implications of these finding for management, public policy, and future research are discussed.

References (38)

Robert S. Attiyeh et al.
Critical Mass: Key to Export Profits
Business Horizons
(December 1979)
Michael R. Czinkota et al.
Segmenting U.S. Firms for Export Development
Journal of Business Research
(December 1981)
J.Donald Weinrauch et al.
The Export Marketing Mix: An Examination of Company Experiences and Perceptions
Journal of Business Research
(October 1974)
Warren J. Bilkey et al.
The Export Behavior of Smaller-Sized Wisconsin Manufacturing Firms
Journal of International Business Studies
(Spring/Summer 1977)
Warren J. Bilkey
An Attempted Integration of the Literature on the Export Behavior of Firms
Journal of International Business Studies
(Spring/Summer 1978)
Warren J. Bilkey
Variables Associated with Export Profitability
Journal of International Business Studies
(Fall 1982)
Frank M. Bradley
Attitudes toward Export Marketing Growth Among Small Scale Enterprises
Frank M. Bradley et al.
Export Management: Motivated, Open-Minded
Journal of Irish Business and Administrative Research
(October 1981)
S.Tamer Cavusgil
On the Internationalization Process of Firms
European Research
(November 1980)
S.Tamer Cavusgil
On the Nature of Decision Making for Export Marketing

S.Tamer Cavusgil

Some observations on the Relevance of Critical Variables for Internationalization Stages

S.Tamer Cavusgil

Organizational Characteristics Associated with Export Activity

Journal of Management Studies

(1984)

S.Tamer Cavusgil

Factor Congruency Analysis: A Methodology for Crosscultural Research

Journal of the Market Research Society

(1985)

S.Tamer Cavusgil et al.

A Note on the Export Behavior of Firms: Exporter Profiles

Journal of International Business Studies

(Spring/Summer 1979)

S.Tamer Cavusgil et al.

Internal Determinants of Export Marketing Behavior: An Empirical Investigation

Journal of Marketing Research

(February 1981)

S.Tamer Cavusgil et al.

State-of-the-Art In International Marketing: An Assessment

Conference Board

R.A. Cooper et al.

Export Performance and the Pressure of Demand

(1970)

M.T. Cunningham et al.

A Study of Successful Exporting

British Journal of Marketing

(Spring 1971)

Cited by (285)

CEO wealth and cross-border acquisitions by SMEs
2023, International Business Review
This study examines the role of chief executive officers’ (CEOs) wealth in explaining the cross-border acquisition (CBA) activity of small and medium-sized enterprises (SMEs). CBAs require substantial financial resources and expose the firm to additional risks. Within a micro-foundations framework, we integrate insights from the resource-based view and the upper echelons theory and argue that CEO wealth plays a dual role in the CBA activity of SMEs by alleviating financial constraints and increasing willingness to take risks. Using Norwegian census data for the period 2000–2013, we find consistent evidence that CEO wealth has a positive effect on the number, the geographic scope, and the likelihood of engaging in CBAs in high political risk countries.
The institutional context as a source of heterogeneity in family firm internationalization strategies: A comparison between U.S. and emerging market family firms
2022, International Business Review
Citation Excerpt :
FFs, however, are characterized by an inward focus (Arregle, Hitt, & Mari, 2019) and a reluctance to internationalize lest it imperil the family’s influence or involvement (e.g., Graves & Thomas, 2006; Kano & Verbeke, 2018; Verbeke, Yuan, & Kano, 2019). CEOs with high educational attainment can promote FF internationalization because of their greater willingness and ability to absorb new ideas beyond the family’s realm (Cavusgil & Naor, 1987, p. 223). Indeed, researchers have found a relationship between CEO educational attainment and internationalization in various countries (e.g., Gallo & García-Pont, 1996; Graves & Thomas, 2006; Hsu, Chen, & Cheng, 2013).
Existing research has underexplored the role of context as a source of heterogeneity in family firms’ (FFs) internationalization strategies. Drawing upon institutional theory, we develop and test a mid-range theory positing that differences in the quality of the institutional context can moderate the strength of the relationship between individual- and board-level attributes and FF internationalization. Our comparison of U.S. FFs with FFs from Brazil and Mexico reveals that in emerging market FFs, individual-level attributes such as CEO international experience, CEO educational attainment, and CEO international education exhibit a stronger relationship with internationalization. Similarly, we find that board-level attributes such as board size and board independence are also more strongly related to internationalization in emerging market contexts. We contribute to the literature by identifying a source of variation in FF internationalization strategies based on context and by examining the relationship between a wide range of FF attributes and internationalization.
Innovation adaptation and post-entry growth in international new ventures
2022, European Research on Management and Business Economics
Innovation plays a vital role in the internationalization process of international new ventures (INVs). However, to date, there are insufficient empirical studies exploring the innovation decisions that enable these firms to grow once the internationalization process has started. In response to this research gap, this paper examines the impacts of the technological pattern adopted at the initial foreign entry and the decisions to improve it afterward. In general, while the original technological patterns contributed to the immediate growth of INVs (that is, 1 year after the market entry), the results of this study reveal that the changes that occurred in the patterns have more significance on the post-entry growth (that is, 4 years after the market entry). Therefore, this study is supported by earlier works that emphasize the role of innovation as a stimulus for internal change as well as resource adaptation as a means of achieving sustainable growth in the international markets.
International managerial skill and big Colombian big exporting firms' performance, 2006–2014
2024, World Economy
Business networks, social media and SMEs export propensity
2024, International Journal of Entrepreneurship and Small Business
The forgetting curve in entrepreneurship: decaying learning benefits of past entrepreneurial experience
2024, Small Business Economics

View all citing articles on Scopus

View full text

Firm and management characteristics as discriminators of export marketing activity

Abstract

Business Horizons

Journal of Business Research

Journal of Business Research

The Export Behavior of Smaller-Sized Wisconsin Manufacturing Firms

Journal of International Business Studies

An Attempted Integration of the Literature on the Export Behavior of Firms

Journal of International Business Studies

Variables Associated with Export Profitability

Journal of International Business Studies

Attitudes toward Export Marketing Growth Among Small Scale Enterprises

Export Management: Motivated, Open-Minded

Journal of Irish Business and Administrative Research

On the Internationalization Process of Firms

European Research

On the Nature of Decision Making for Export Marketing

Some observations on the Relevance of Critical Variables for Internationalization Stages

Organizational Characteristics Associated with Export Activity

Journal of Management Studies

Factor Congruency Analysis: A Methodology for Crosscultural Research

Journal of the Market Research Society

A Note on the Export Behavior of Firms: Exporter Profiles

Journal of International Business Studies

Internal Determinants of Export Marketing Behavior: An Empirical Investigation

Journal of Marketing Research

State-of-the-Art In International Marketing: An Assessment

Export Performance and the Pressure of Demand

A Study of Successful Exporting

British Journal of Marketing