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International market selection strategies of manufacturing and services firms

Author

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  • Paul Westhead
  • Mike Wright
  • Deniz Ucbasaran
  • Frank Martin

Abstract

The following broad research question is explored in this study: do manufacturing firms cite the same exporting methods and modes as those cited by firms engaged in construction or service activities? This study, therefore, addresses a major weakness associated with stage models of internationalization (i.e. a focus solely upon manufacturing firms). In 1990/91, survey responses were gathered from 621 independent businesses located in Great Britain. In 1997, a follow-on telephone survey was conducted with 150 surviving firms. This survey gathered information on the propensity to export goods or services abroad and the mode of export behaviour. Implications for researchers, practitioners and policy-makers are highlighted.

Suggested Citation

  • Paul Westhead & Mike Wright & Deniz Ucbasaran & Frank Martin, 2001. "International market selection strategies of manufacturing and services firms," Entrepreneurship & Regional Development, Taylor & Francis Journals, vol. 13(1), pages 17-46, January.
    • Handle: RePEc:taf:entreg:v:13:y:2001:i:1:p:17-46
    DOI: 10.1080/089856201750046793
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    Cited by:

    1. Andrés Zahler & Leonardo Iacovone & Aaditya Mattoo, 2014. "Trade and Innovation in Services: Evidence from a Developing Economy," The World Economy, Wiley Blackwell, vol. 37(7), pages 953-979, July.
    2. Diego Monferrer & Maria Ripolles & Andreu Blesa, 2012. "Competitiveness through strategic orientation," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 24(2), pages 163-185.
    3. Peggy A. Cloninger & Benjamin Oviatt, 2007. "Service Content and the Internationalization of Young Ventures: An Empirical Test," Entrepreneurship Theory and Practice, , vol. 31(2), pages 233-256, March.
    4. Annie Peng Cui & Michael F. Walsh, 2011. "Internationalization Challenges for SMEs and Global Marketing Managers: A Case Study," International Journal of Business and Social Research, LAR Center Press, vol. 1(1), pages 57-69, December.
    5. S. De Prijcker & S. Manigart & M. Wright & W. De Maeseneire, 2009. "The influence of international human capital and international network relationships on the cross-border investment behaviour of private equity firms," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 09/597, Ghent University, Faculty of Economics and Business Administration.
    6. Cloninger, Peggy A., 2004. "The effect of service intangibility on revenue from foreign markets," Journal of International Management, Elsevier, vol. 10(1), pages 125-146.
    7. Child, John & Hsieh, Linda H.Y., 2014. "Decision mode, information and network attachment in the internationalization of SMEs: A configurational and contingency analysis," Journal of World Business, Elsevier, vol. 49(4), pages 598-610.
    8. Riku Laanti & Fred McDougall & Georges Baume, 2009. "How well do Traditional Theories Explain the Internationalisation of Service MNEs from Small and Open Economies? – Case: National Telecommunication Companies," Management International Review, Springer, vol. 49(1), pages 121-144, February.
    9. Annie Peng Cui & Michael F. Walsh, 2011. "Internationalization Challenges for SMEs and Global Marketing Managers: A Case Study," International Journal of Business and Social Research, MIR Center for Socio-Economic Research, vol. 1(1), pages 57-69, December.
    10. Peter Mayerhofer & Oliver Fritz & Dieter Pennerstorfer, 2010. "Dritter Bericht zur internationalen Wettbewerbsfähigkeit Wiens," WIFO Studies, WIFO, number 42430.
    11. Diane Fulton & Richard Fulton & Thomas Garsombke, 2021. "The 3/2 Country Market Evaluation Model: Inclusive Emerging Market Paradigm," Journal of International Business Research and Marketing, Inovatus Services Ltd., vol. 6(5), pages 11-16, July.
    12. Pradhan, Jaya Prakash & Das, Keshab, 2012. "Exports by Indian Manufacturing SMEs: Regional Patterns and Determinants," MPRA Paper 41804, University Library of Munich, Germany.
    13. Li, Tianchen, 2018. "Internationalisation and its determinants:A hierarchical approach," International Business Review, Elsevier, vol. 27(4), pages 867-876.
    14. Tianchen Li, 2019. "Engagement in international entrepreneurship: interactive effects of resource-based factors and institutional environments," Journal of Global Entrepreneurship Research, Springer;UNESCO Chair in Entrepreneurship, vol. 9(1), pages 1-17, December.
    15. Bell, R. Greg & Moore, Curt B. & Filatotchev, Igor, 2012. "Strategic and institutional effects on foreign IPO performance: Examining the impact of country of origin, corporate governance, and host country effects," Journal of Business Venturing, Elsevier, vol. 27(2), pages 197-216.
    16. Gregory T. Papanikos, 2004. "The Determinants of Employment Creation in Small Regional Firms," International Regional Science Review, , vol. 27(2), pages 187-204, April.

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