Access the full text.
Sign up today, get DeepDyve free for 14 days.
Loading next page...
/lp/emerald-publishing/strategic-options-for-ldc-exports-to-developed-countries-iuerl6qUUl
References (22)
-
T. Madsen (1989)
Successful Export Marketing Management: Some Empirical EvidenceInternational Marketing Review, 6
-
Mehmet Karafakioğlu (1986)
EXPORT ACTIVITIES OF TURKISH MANUFACTURERSInternational Marketing Review, 3
-
W. Bilkey (1982)
Variables Associated with Export ProfitabilityJournal of International Business Studies, 13
-
Nils-Erik Aaby, S. Slater (1989)
Management Influences on Export Performance: A Review of the Empirical Literature 1978‐1988International Marketing Review, 6
-
S. Cavusgil (1984)
ORGANIZATIONAL CHARACTERISTICS ASSOCIATED WITH EXPORT ACTIVITYJournal of Management Studies, 21
-
Daniel Bello, Nicholas Williamson (1985)
Contractual Arrangement and Marketing Practices in the Indirect Export ChannelJournal of International Business Studies, 16
-
P. Rosson, I. Ford (1982)
Manufacturer-Overseas Distributor Relations and export PerformanceJournal of International Business Studies, 13
-
Nigel Pieray (1981)
Company Internationalisation: Active and Reactive ExportingEuropean Journal of Marketing, 15
-
Alan Baursmichmidt, Daniel Sullivan, K. Gillespie (1985)
Common Factors Underlying Barriers to Export: Studies in the U.S. Paper IndustryJournal of International Business Studies, 16
-
P. Chao (1989)
Export and Reverse Investment: Strategic Implications for Newly Industrialized CountriesJournal of International Business Studies, 20
-
S. Reid (1984)
Information acquisition and export entry decisions in small firmsJournal of Business Research, 12
-
R. Mcintyre, R. Blashfield (1980)
A Nearest-Centroid Technique for Evaluating the Minimum-Variance Clustering Procedure.Multivariate Behavioral Research, 15
-
J. Johanson, Jan-Erik Vahlne (1977)
The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market CommitmentsJournal of International Business Studies, 8
-
S. Cavusgil (1984)
Differences among exporting firms based on their degree of internationalizationJournal of Business Research, 12
-
V. Kirpalani, N. Macintosh (1980)
International Marketing Effectiveness of Technology-Oriented Small FirmsJournal of International Business Studies, 11
-
10.2307/3151680
-
A. Diamantopoulos, K. Inglis (1988)
IDENTIFYING DIFFERENCES BETWEEN HIGH‐ AND LOW‐INVOLVEMENT EXPORTERSInternational Marketing Review, 5
-
J. Denis, D. Depelteau (1985)
Market Knowledge, Diversification and Export ExpansionJournal of International Business Studies, 16
-
M. Bodur, S. Cavusgil (1985)
Export Market Research Orientations of Turkish FirmsEuropean Journal of Marketing, 19
-
S. Reid (1983)
Managerial and firm influences on export behaviorJournal of the Academy of Marketing Science, 11
-
C. Christensen, Angela Rocha, Rosane Gertner (1987)
An Empirical Investigation of the Factors Influencing Exporting Success of Brazilian FirmsJournal of International Business Studies, 18
-
10.2307/3151322
- Publisher
- Emerald Publishing
- Copyright
- Copyright © Emerald Group Publishing Limited
- ISSN
- 0265-1335
- DOI
- 10.1108/EUM0000000001546
- Publisher site
- See Article on Publisher Site
Abstract
Investigates export marketing performance and internationalisationstrategies of Central American firms engaged in nontraditional exportsto developed countries. A fivecountry survey of Central American firmsidentified three patterns of export performance. Each performancepattern is associated with distinct marketing strategies andorganisational characteristics. The evidence is consistent with thenotion of a stagewise internationalisation process. The discussionpoints out how the transition from lowprice and costoriented exportingto differentiated marketing poses hurdles which many currentlysuccessful exporters have yet to overcome.
Journal
International Marketing Review – Emerald Publishing
Published: May 1, 1991