International market selection strategies selected by 'micro' and 'small' firms

By Paul Westhead, Mike Wright, Deniz Ucbasaran. 2002

150 citations recorded by the source corpus.

Policy-makers and practitioners are seeking to promote the development of established firms. This paper suggests they may need to target customized export programmes to the specific situational demands of established 'micro' and 'small' firms. The following broad research question is explored: are there differences between 'micro' and 'small' firms with regard to the decision to sell goods or services abroad? In 1990/91, survey responses were gathered from 621 independent businesses located in Great Britain. In 1997, a follow-on telephone survey was conducted with 150 surviving firms. This survey gathered information on the propensity to export goods or services abroad and the mode of export behaviour reported by established 'micro' as well as 'small' firms. The performance of exporting and non-exporting firms was also compared. Implications for policy-makers, practitioners and researchers are highlighted.

Subfields: Economics and Econometrics, Sociology and Political Science, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/306b312568ff74df5ecceb1d78be307f800ae9fa

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Citations in the corpus

Internationalization of private firms: environmental turbulence and organizational strategies and resources (2004, background): “As reported elsewhere (Westhead et al. 2002), a pragmatic approach was taken to collect a stratified random sample (by industry and standard region) of established independent limited liability unquoted companies located throughout the UK.”
How Smaller Born-Global Firms Use Networks and Alliances to Overcome Constraints to Rapid Internationalization (2006, background): “…et al. (2003) Dimitratos and Plakoyiannaki (2003) Reuber and Fisher (1997) Knight (2001) Aversion to risk taking Dimitratos and Plakoyiannaki (2003) Westhead, Wright, and Ucbasaran (2002) Oviatt and McDougall (1994) Miller (1983) Five Key Strategies Extensive personal network…”