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Export market decision making, cognitive competencies and export performance: an empirical investigation

Author

Listed:
  • Van R. Wood

    (Virginia Commonwealth University)

  • Joy H. Karri Ker

    (East Carolina University)

Abstract

This paper investigates experienced exporters' use of foreign environmental information in decision making. It specifically examines the cognitive structure or "mental map" that export managers' manifest when considering market alternatives in the international arena. Guided by past research and the procedure of logical partitioning, the authors first identify and propose a cognitive structure consisting of three levels of export market information, - including (1) primary environmental constructs, (2) secondary export concepts, and (3) specific export market decision variables. Findings indicate practicing, experienced export managers do manifest a distinct cognitive export information structure, and they consider information related to export market selection to be hierarchical in value when analyzing international markets. Results also indicate that exporters who manifest a proactive and systematic approach to export market decision making tend to have greater success in their exporting activities.

Suggested Citation

  • Van R. Wood & Joy H. Karri Ker, 2007. "Export market decision making, cognitive competencies and export performance: an empirical investigation," EconoQuantum, Revista de Economia y Finanzas, Universidad de Guadalajara, Centro Universitario de Ciencias Economico Administrativas, Departamento de Metodos Cuantitativos y Maestria en Economia., vol. 3(2), pages 33-70, Enero-Jun.
    • Handle: RePEc:qua:journl:v:3:y:2007:i:2:p:33-70
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    References listed on IDEAS

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    More about this item

    Keywords

    Cognitive structure; export market decisions making.;

    JEL classification:

    • M16 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - International Business Administration

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