小企业成功出口绩效的关键因素外文原文.pdfVIP

Key Factors for Successful Export Performance for Small Firms Lance Eliot Brouthers, George Nakos, John Hadjimarcou, and Keith D. Brouthers ABSTRACT What key factors result in superior export performance for small firms from small countries? Drawing on the interna- tionalization process model and organizational learning theory, the authors hypothesize and find that (1) emphasizing international sales while (2) restricting exports to a few foreign markets results in superior perceived export perform- ance for the sample of small firms from Greece and several Caribbean countries. Emphasizing international sales while focusing on a few markets enables small firms to develop expertise in those markets, build strong distribution net- works, and manage export activities effectively. Keywords: export performance, internationalization, multinationality, exporting, small firms ne of the most researched topics in international ences exist between small firms employing approxi- marketing is the internationalization process and, mately 35–50 employees and the typical SME, which Oin particular, exporting (Dhanaraj and Beamish can have up to 500 employees. In particular, under- 2003; Leonidou, Katsikeas, and Piercy 1998; Li and standing the key factors that lead to improved export Cavusgil 1995; Nakata and Huang 2005). Despite the performance is important for small firms whose goal is relatively large number of exporting studies devoted to to internationalize their operations. small and medium-sized enterprises (SMEs; Leonidou, Katsikeas, and Piercy 1998), determining the appropri- How much internationalization is beneficial for small ate level of export activities for small firms exclusively firms? If a small firm