TY  - JOUR
AB  - Managers' perceptions of exporting are shown to have a critical influence on firm export performance in this study of machine tool manufacturers in the US and Canada. Of special importance are managers' perceptions of the advantages of exporting over domestic sales, especially perceptions of export‐related growth opportunities. Perceptions of the complexities associated with exporting and managers' work experience overseas are also shown to be related to the percentage of sales a firm obtains by exporting. Possible explanations of these findings are suggested and several implications are discussed.
VL  - 5
IS  - 2
SN  - 0265-1335
DO  - 10.1108/eb008353
UR  - https://doi.org/10.1108/eb008353
AU  - Axinn Catherine N.
PY  - 1988
Y1  - 1988/01/01
TI  - EXPORT PERFORMANCE: DO MANAGERIAL PERCEPTIONS MAKE A DIFFERENCE?
T2  - International Marketing Review
PB  - MCB UP Ltd
SP  - 61
EP  - 71
Y2  - 2024/04/26
ER  -