Skip to main content
Kent Academic Repository

Ready to export? The role of export readiness for superior export performance of small and medium-sized enterprises

Gerschewski, Stephan, Scott-Kennel, Joanna, Rose, Elizabeth (2020) Ready to export? The role of export readiness for superior export performance of small and medium-sized enterprises. World Economy, 43 (5). pp. 1253-1276. ISSN 0378-5920. E-ISSN 1467-9701. (doi:10.1111/twec.12928) (KAR id:79476)

PDF Author's Accepted Manuscript
Language: English
Download this file
[thumbnail of Manuscript TWEC final.pdf]
Request a format suitable for use with assistive technology e.g. a screenreader
Microsoft Word Author's Accepted Manuscript
Language: English

Restricted to Repository staff only
Contact us about this Publication
[thumbnail of Manuscript TWEC final.doc]
Official URL:


Drawing on the entrepreneurship perspective and the network-based view on internationalisation, this exploratory study contributes to our understanding of why some exporters succeed while others do not, through an empirical examination of export readiness factors. The paper provides an operationalisation of export readiness for small and medium-sized enterprises (SMEs). Based on a sample of 96 New Zealand SMEs, we find that export readiness is a complex construct involving finance, trade and exchange, and marketing. The study provides evidence that internal export stimuli are important antecedents of export readiness, while factors traditionally assumed to be critical to export success, such as importing and pre-export domestic expansion, may not be prerequisites to being export-ready. Finally, the study examines the link between export readiness and subsequent, initial export performance and finds a strong, positive relationship. Our study contributes to the export literature by providing a deeper and more integrated understanding of the antecedents of export readiness in a small, open economy (SMOPEC), and its implications for subsequent export performance.

Item Type: Article
DOI/Identification number: 10.1111/twec.12928
Uncontrolled keywords: Export readiness; SME; Inward internationalisation; Export planning; Pre-export behaviour; Export performance
Subjects: H Social Sciences > HF Commerce > HF5351 Business
Divisions: Divisions > Kent Business School - Division > Department of Marketing, Entrepreneurship and International Business
Depositing User: Stephan Gerschewski
Date Deposited: 05 Jan 2020 23:26 UTC
Last Modified: 25 Jan 2022 00:00 UTC
Resource URI: (The current URI for this page, for reference purposes)

University of Kent Author Information

Gerschewski, Stephan.

Creator's ORCID:
CReDIT Contributor Roles:
  • Depositors only (login required):

Total unique views for this document in KAR since July 2020. For more details click on the image.