Journal article
The Impact of Export Strategy on Export Sales Performance
Abstract
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 …
Authors
Cooper RG; Kleinschmidt EJ
Journal
Journal of International Business Studies, Vol. 16, No. 1, pp. 37–55
Publisher
Springer Nature
Publication Date
March 1985
DOI
10.1057/palgrave.jibs.8490441
ISSN
0047-2506