Journal
JOURNAL OF SMALL BUSINESS MANAGEMENT
Volume 43, Issue 4, Pages 363-381Publisher
WILEY
DOI: 10.1111/j.1540-627X.2005.00142.x
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This article hypothesizes that, on average, small and medium-sized enterprises (SMEs) 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.
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