TY  - JOUR
AB  - The relationships between organisational characteristics, export
marketing strategy, and export performance are examined. Based on a
nationwide survey of United States exporting firms, it is shown that
exporters who are committed to exporting and are formally trained in
international business tend to sell directly to final end‐users, utilise
their own export department, and charge higher prices for products
exported than for sales in the domestic market. In turn, such exporters
tend to perform better financially.
VL  - 8
IS  - 3
SN  - 0265-1335
DO  - 10.1108/02651339110004906
UR  - https://doi.org/10.1108/02651339110004906
AU  - Koh Anthony C.
PY  - 1991
Y1  - 1991/01/01
TI  - Relationships among Organisational Characteristics,
Marketing Strategy and Export Performance
T2  - International Marketing Review
PB  - MCB UP Ltd
Y2  - 2024/04/18
ER  -