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EXPORT PERFORMANCE DO MANAGERIAL PERCEPTIONS MAKE A DIFFERENCE

EXPORT PERFORMANCE DO MANAGERIAL PERCEPTIONS MAKE A DIFFERENCE Managers' perceptions of exporting are shown to have a critical influence on firm export performance in this study of machine tool manufacturers in the US and Canada. Of special importance are managers' perceptions of the advantages of exporting over domestic sales, especially perceptions of exportrelated growth opportunities. Perceptions of the complexities associated with exporting and managers' work experience overseas are also shown to be related to the percentage of sales a firm obtains by exporting. Possible explanations of these findings are suggested and several implications are discussed. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Marketing Review Emerald Publishing

EXPORT PERFORMANCE DO MANAGERIAL PERCEPTIONS MAKE A DIFFERENCE

International Marketing Review , Volume 5 (2): 11 – Feb 1, 1988

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References (15)

Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0265-1335
DOI
10.1108/eb008353
Publisher site
See Article on Publisher Site

Abstract

Managers' perceptions of exporting are shown to have a critical influence on firm export performance in this study of machine tool manufacturers in the US and Canada. Of special importance are managers' perceptions of the advantages of exporting over domestic sales, especially perceptions of exportrelated growth opportunities. Perceptions of the complexities associated with exporting and managers' work experience overseas are also shown to be related to the percentage of sales a firm obtains by exporting. Possible explanations of these findings are suggested and several implications are discussed.

Journal

International Marketing ReviewEmerald Publishing

Published: Feb 1, 1988

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