Ongoing export motivation: differences between regular and sporadic exporters

Constantine S. Katsikeas (Cardiff Business School, University of Wales, UK)

International Marketing Review

ISSN: 0265-1335

Publication date: 1 April 1996


In addressing certain important gaps in the export marketing field, reports on a systematic study of the factors stimulating the current exporting activities of manufacturing firms from a small European country. Investigates potential differences in ongoing export motivators between two distinct groups of exporters differentiated by level of export development. Suggests that both proactive and reactive factors stimulate these firms’ decisions to continue and maintain exporting, and also identifies certain significant differences in export stimuli between the two exporter categories. Discusses the implications of the study findings for business practitioners and public policy makers, and considers future research directions alongside the limitations of the study.



Katsikeas, C. (1996), "Ongoing export motivation: differences between regular and sporadic exporters", International Marketing Review, Vol. 13 No. 2, pp. 4-19.

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Copyright © 1996, MCB UP Limited

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