Controlling Country‐Specific and Industry‐Specific Influences on Export Behaviour

Abstract

Attempts to provide a better explanation of differences in diverse export behaviour among similar operating firms in the same country. Wishes to compensate for deficiencies by analysing determinants of behaviour of exporting firms by: controlling for country‐specific; and industry‐specific influences on them. Tests the hypothesis and chosen research approaches which are based on earlier results. Discusses the use of a four‐part questionnaire designed with 194 independent variables and how this was sent to 1,500 managing directors of British and German food‐processing and mechanical engineering firms ‐ there were, by June 1982, 310 replies. Compares extracted sets of discriminating variables to validate by test established hypothesis. Identifies six key influences on export behaviour and concludes that the chosen research approach is an important step towards model building. Finally, states that future researchers will find scope to refine results further, and in more detail and uses a Likert scale with nine concepts.

Citation

Schlegelmilch, B.B. (1986), "Controlling Country‐Specific and Industry‐Specific Influences on Export Behaviour", European Journal of Marketing, Vol. 20 No. 2, pp. 54-71. https://doi.org/10.1108/EUM0000000004637