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A Market Expansion Ability Approach to Identify Potential Exporters

A Market Expansion Ability Approach to Identify Potential Exporters The authors develop and apply a probabilistic model designed to identify currently nonexporting manufacturers with a relatively high potential for future exports. The proposed model includes a new predictive construct (market expansion ability), which incorporates the time dimension of firm behavior, in addition to more familiar attitudinal constructs such as perceived barriers to exporting. The model is demonstrated with a sample of 345 nonexporting manufacturers. Several evaluative tests, including a test of predictive validity with a sample of 43 current exporters, provide evidence of the model's ability to identify nonexporting manufacturers with export potential. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Marketing SAGE

A Market Expansion Ability Approach to Identify Potential Exporters

Journal of Marketing , Volume 56 (1): 13 – Jan 1, 1992

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References (75)

Publisher
SAGE
Copyright
© 1992 American Marketing Association
ISSN
0022-2429
eISSN
1547-7185
DOI
10.1177/002224299205600108
Publisher site
See Article on Publisher Site

Abstract

The authors develop and apply a probabilistic model designed to identify currently nonexporting manufacturers with a relatively high potential for future exports. The proposed model includes a new predictive construct (market expansion ability), which incorporates the time dimension of firm behavior, in addition to more familiar attitudinal constructs such as perceived barriers to exporting. The model is demonstrated with a sample of 345 nonexporting manufacturers. Several evaluative tests, including a test of predictive validity with a sample of 43 current exporters, provide evidence of the model's ability to identify nonexporting manufacturers with export potential.

Journal

Journal of MarketingSAGE

Published: Jan 1, 1992

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