Affordable Access

The Impact of Export Strategy on Export Sales Performance



Export sales are an important route to growth for the small-to-medium sized firm. This article reports the results of an extensive empirical study of the export strategies of a large sample of high technology electronics firms, and the performance results of adopting alternate export strategies. Six strategy scenarios were identified. The results show that the types of foreign markets selected, segmentation strategies and product strategies all have a pronounced impact on export sales and export growth. The best performers—a group of firms called the “world marketers” and representing 13.5% of the sample—achieved a dramatic 188% annual growth in exports and exported 52.5% of their output. The profiles of firms that elected each strategy scenario were determined also.© 1985 JIBS. Journal of International Business Studies (1985) 16, 37–55

There are no comments yet on this publication. Be the first to share your thoughts.


Seen <100 times

More articles like this

The impact of firm and export characteristics on t...

on International Journal of Forec... Jan 01, 1999

A model of export sales forecasting behavior and p...

on International Journal of Forec... Jan 01, 2003

Export sales forecasting by UK firms:Technique uti...

on Journal of Business Research Jan 01, 2003
More articles like this..