The role of systematic international market selection (SIMS) on small firms' export performance
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Authors
Lance Brouthers
George E Nakos
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Journal Article, Academic Journal
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Abstract
This article hypothesizes that, on average, small and medium-sized enterprises (SME) that use a systematic methodology in selecting foreign target markets (what we call systematic market selection) perform better than SMEs using an ad hoc international market selection methodology. Using a sample of Greek exporting firms, we found that systematic international market selection is a significant determinant of export performance, even when controlling for decision maker and firm-specific characteristics previous studies found to be related to export success. Implications for managers, trade promotion agencies, and future research are discussed.