Export stimulation: a non‐exporter′s perspective

Abstract

Investigates empirically the perceptions of non‐exporters regarding factors stimulating export initiation. Draws on research based on a representative sample of 112 Cyprus‐based manufacturers. Reveals that stimuli relating to the fulfilment of the firm′s traditional objectives exhibited the highest motivating impact, followed by factors aiming at minimizing domestic market‐related risks. These findings generally contrast with the results of previous research on export stimulation. Analysis of perceptions on stimulating factors according to certain organizational determinants showed the firm′s size to have the greatest discriminating effect, followed by the type of goods produced and exposure to export activities; the age of the firm had no differentiating role whatsoever. Finally, classification of the stimuli according to internal/external and proactive/reactive taxonomies demonstrated that factors of an internal and proactive nature provided the strongest stimulating impact, denoting a positive predisposition towards exporting.

Citation

Leonidou, L.C. (1995), "Export stimulation: a non‐exporter′s perspective", European Journal of Marketing, Vol. 29 No. 8, pp. 17-36. https://doi.org/10.1108/03090569510097538