Abstract
A survey of the export experience of a random sample of 124 sma1J and medium-sized manufacturing firms produced a group of 21 firms that had discontinued export activity. This article compares the attitudes of the chief executive officers of these firms with those of the non-exporting and the currently exporting firms to seek insight into the difficulties involved in stimulating increased export activity. Perceptions of risk, profit and cost involved in exporting are contrasted, with cost perceptions appearing to be the critical variable. This suggests that “how to” export development programs fail to meaningfully address the behavioral element of the export/no export decision.
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References
U.S. Senate, Committee on Banking, Housing, and Urban Affairs, Subcommittee on International Finance, Hearings on U.S. Programs and Facilities Designed to Support Exports, (Washington, D.C.: U.S. Government Printing Office, 1978).
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Roy, D.A., Simpson, C.L. (2015). The Decision to Discontinue Exporting: The Experience of the Smaller Manufacturing Firm in the Southeastern United States. In: Bellur, V. (eds) The 1980’s: A Decade of Marketing Challenges. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16976-7_24
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DOI: https://doi.org/10.1007/978-3-319-16976-7_24
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-16975-0
Online ISBN: 978-3-319-16976-7
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