文档介绍：Key Factors for essful Export
Performance for Small Firms
Lance Eliot Brouthers, e 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 anizational 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 -
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 decides to export, how many
has received little attention. Although bination countries should it target? Although questions such
of SMEs has been examined in prior research, we as these have been examined extensively for other types
suggest that it is reaso