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Segmenting U.S. firms for export development

Czinkota, M., Johnston, W.J. (1981) Segmenting U.S. firms for export development. Journal of Business Research, 9 (4). pp. 353-365. ISSN 0148-2963. (doi:10.1016/0148-2963(81)90012-6) (The full text of this publication is not currently available from this repository. You may be able to access a copy if URLs are provided) (KAR id:58265)

The full text of this publication is not currently available from this repository. You may be able to access a copy if URLs are provided.
Official URL
http://dx.doi.org/10.1016/0148-2963(81)90012-6

Abstract

In attempting to aid firms in their exporting efforts, various segmentation approaches have been developed by government agencies and research groups. Each of these segmentation schemes aims at the identification of specific export needs within different groups of firms. The four major approaches suggested in the literature propose to differentiate firms into groups based on the level of international activities, managerial attitudes, size, and service orientation of firms. The research presented in this article investigates these four segmentation approaches by applying them to common data collected from small and medium sized U.S. manufacturing firms and investigating their effectiveness in differentiating among groups of firms. The results indicate that the differentiation of firms according to their level of international activities is the most effective one of the four approaches investigated. Subsequently, various specific needs of exporting firms are presented and a redirection of current export promotion efforts is suggested.

Item Type: Article
DOI/Identification number: 10.1016/0148-2963(81)90012-6
Subjects: H Social Sciences
H Social Sciences > H Social Sciences (General)
Divisions: Divisions > Kent Business School - Division > Kent Business School (do not use)
Depositing User: Michael Czinkota
Date Deposited: 03 Nov 2016 14:55 UTC
Last Modified: 16 Nov 2021 10:23 UTC
Resource URI: https://kar.kent.ac.uk/id/eprint/58265 (The current URI for this page, for reference purposes)
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