Skip to main content
SpringerLink
Log in

Determinants of LDC Exporters' Performance: A Cross-National Study

  • Article
  • Published:
Journal of International Business Studies Aims and scope Submit manuscript

Abstract

The success of export-led development initiatives in LDCs depends heavily on export diversification. This paper identifies three patterns of performance among Central American firms engaged in non-traditional exports. Each pattern is associated with a distinct strategy: low involvement-low volume-low content, price-cost-volume, and product-service quality oriented. The discussion emphasizes keys to exporter success and priority areas for public policy.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Similar content being viewed by others

Author information

Authors and Affiliations

  1. University of Miami,

    Luis V. Dominguez

  2. Central American Institute of Business Administration (INCAE),

    Carlos G. Sequeira

Authors
  1. Luis V. Dominguez
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Carlos G. Sequeira
    View author publications

    You can also search for this author in PubMed Google Scholar

Additional information

This study was supported by grants from the University of Miami, INCAE, and the U.S. Agency for International Development (Region of Central America and Panama). The authors thank Julia Gonzalez Chue, survey coordinator (INCAE) and Professor Duane Kujawa, University of Miami.

*Luis V. Dominguez is Professor in the Department of Marketing at the University of Miami. His research interests include multinational marketing, macromarketing, and marketing processes in developing nations. His most recent articles have appeared in the International Marketing Review, Journal of the Academy of Marketing Science, Journal of Macromarketing, and Journal of Advertising Research.

**Carlos G. Sequeira is Professor of Marketing at INCAE in the Costa Rica campus. He teaches marketing strategy and export marketing at INCAE's MBA and Advanced Executive Programs through Latin America. His main research interest is focused on the internationalization of the firm and the study of competitive response of single-market companies before globalized competitors. His most recent work has been published by the International Marketing Review.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Dominguez, L., Sequeira, C. Determinants of LDC Exporters' Performance: A Cross-National Study. J Int Bus Stud 24, 19–40 (1993). https://doi.org/10.1057/palgrave.jibs.8490223

Download citation

  • Received:

  • Revised:

  • Accepted:

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1057/palgrave.jibs.8490223

Search

Navigation