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The Role of Systematic International Market Selection on Small Firms’ Export Performance

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  • Lance E. Brouthers
  • George Nakos

Abstract

This article hypothesizes that, on average, small and medium‐sized enterprises (SMEs) that use a systematic methodology in selecting foreign target markets (what we call systematic market selection) perform better than SMEs using an ad hoc international market selection methodology. Using a sample of Greek exporting firms, we found that systematic international market selection is a significant determinant of export performance, even when controlling for decision‐maker and firm‐specific characteristics previous studies found to be related to export success. Implications for managers, trade promotion agencies, and future research are discussed.

Suggested Citation

  • Lance E. Brouthers & George Nakos, 2005. "The Role of Systematic International Market Selection on Small Firms’ Export Performance," Journal of Small Business Management, Taylor & Francis Journals, vol. 43(4), pages 363-381, October.
    • Handle: RePEc:taf:ujbmxx:v:43:y:2005:i:4:p:363-381
    DOI: 10.1111/j.1540-627X.2005.00142.x
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    Cited by:

    1. Chetty, Sylvie & Martín Martín, Oscar & Bai, Wensong, 2024. "Causal foreign market selection and effectual entry decision-making: The mediating role of collaboration to enhance international performance," Journal of Business Research, Elsevier, vol. 172(C).
    2. González-Márquez, Rafael & Rosa-Díaz, Isabel María & Caro-González, Francisco Javier & Galán-González, José Luis, 2023. "Where to internationalise and why: Country selection by restaurant franchises," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
    3. Duval, Ludivine, 2017. "Performance export des entreprises vitivinicoles françaises. Influence des stratégies et des politiques à l’exportation," Économie rurale, French Society of Rural Economics (SFER Société Française d'Economie Rurale), vol. 362(November-).
    4. Nuno Calheiros-Lobo & José Vasconcelos Ferreira & Manuel Au-Yong-Oliveira, 2023. "SME Internationalization and Export Performance: A Systematic Review with Bibliometric Analysis," Sustainability, MDPI, vol. 15(11), pages 1-36, May.

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