文档介绍：THE EXPORT DECISION PROCESS: AN
EMPIRICAL INQUIRY
CLAUDE L. SIMPSON,JR. *
DUANE KUJAWA
This study profiles export decision-makers in both exporting
and nonexporting firms, in terms of their perceptions of the
risks and cost/benefit trade-offs associated with exporting,
and their reactions to various types of stimuli to export. It
concludes an export stimulus (., an unsolicited order from
a foreign customer) is a significant but not sufficient condition
for a positive export decision, and that important variations
between exporters and nonexporters in cost, profit, and risk
perceptions may well account for different responses to simi-
lar stimuli by these two groups. Present public policies to
promote exports are critiqued in light of the findings.
Recent public policy initiatives in the United States focus heavily on
foreign trade imbalances and the need for effective "export expansion"
programs. Some initiatives have been aimed at restructuring the general
economic mercial environment affecting peti-
tive relationships.' Others have been more "microscopic" and aimed at
encouraging American producers to begin or expand export activities.
These include tax incentives, improved export financing, reducing trans-
portation costs, and expanding export promotion These as-
sume a particular profile of an export decision-maker, ., a rational,
economic being consciously seeking to expand profits and/or reduce busi-
ness risks. But how accurate is this assumption? Are our policy initiatives
meaningfully related to attainment of the objective of expanding exports?
For example, are the tax benefits of the Domestic International Sales
Corporation (DISC) causing businessmen to export more? If not, could
(intended) social benefits of the DISC be deficient in view of the
social cost of the deferred tax revenues?
*Claude L. Simpson, Jr. (., ia State University) is Associate Professor