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A Model for Assessing Performance in Small U.S. Exporting Firms

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  • Peter G. P. Walters
  • Saeed Samiee

Abstract

A model, which integrates the concepts of export strategy, administrative arrangements, and commitment as critical variables affecting export performance, is developed and evaluated using empirical data collected from small U.S. exporters. Differences between small and larger exporters regarding the variables in the model are also investigated. The results indicate that the management commitment, administrative arrangement, and strategy variables are important export success factors. However, their relevance depends on the dimension of export performance being considered.

Suggested Citation

  • Peter G. P. Walters & Saeed Samiee, 1991. "A Model for Assessing Performance in Small U.S. Exporting Firms," Entrepreneurship Theory and Practice, , vol. 15(2), pages 33-50, January.
    • Handle: RePEc:sae:entthe:v:15:y:1991:i:2:p:33-50
    DOI: 10.1177/104225879101500205
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    References listed on IDEAS

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    2. Raul Serrano & Juan Ramón Ferrer & Silvia Abella & Vicente Pinilla, 2024. "Market entry strategy and export destination in the Spanish wine industry," Agricultural Economics, Czech Academy of Agricultural Sciences, vol. 70(12), pages 621-632.

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