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Article
Publication date: 27 July 2017

Vassilios Stouraitis, Pattana Boonchoo, Mior Harris Mior Harun and Markos Kyritsis

Success in export ventures has been linked to managerial capabilities. The purpose of this paper is to examine the influence of exporting motivators on managerial…

Abstract

Purpose

Success in export ventures has been linked to managerial capabilities. The purpose of this paper is to examine the influence of exporting motivators on managerial perceptions of UK manufacturing small and medium-sized enterprises (SMEs) by investigating the links between export motivators and decision bias (i.e. predictable behavior).

Design/methodology/approach

Based on the Uppsala and resource-based view perspectives (using a sample of the UK’s independent manufacturing SMEs and utilizing a survey, correlation analysis, and factor analysis), this study finds and describes the effect of the most recurrent motivators and clusters of motivators from the literature on the SMEs’ decision to export by investigating the dimensions (research, external, reactive).

Findings

This study finds that export motivators can be separated into specific dimensions leading to potential selection bias. In addition, the importance of size, knowledge of foreign markets, and unsolicited orders show an association with the perceptions of motivator stimuli toward specific dimensions (research, external, reactive).

Practical implications

Government policy and SME export strategy need to understand managerial perceptions and bias better in order to allocate resources efficiently toward stimulating exporting.

Originality/value

The literature and empirical work on the topic have been fragmented and conflicting focusing on specific motivators but not necessarily explaining the selection or origin of motivators even less on SMEs. Dimensions have not been taken into account as clusters of motivators.

Details

Journal of Small Business and Enterprise Development, vol. 24 no. 4
Type: Research Article
ISSN: 1462-6004

Keywords

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Article
Publication date: 9 January 2017

Vassilios Stouraitis, Mior Harris Mior Harun and Markos Kyritsis

A global reach in exporting has been linked to profitability. The purpose of this paper is to answer the influence of EU regulations on exporting decisions of UK…

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Abstract

Purpose

A global reach in exporting has been linked to profitability. The purpose of this paper is to answer the influence of EU regulations on exporting decisions of UK manufacturing small- and medium-sized firms (SMEs) by investigating the home and host country-based motivators behind SMEs’ choice to export, and export regionally, within the EU.

Design/methodology/approach

Contrasting the Uppsala and resource-based view perspectives (using a sample of UK independent manufacturing SMEs and utilizing a survey, correlation analysis and factor analysis), the paper finds and describes the effect of the most recurrent motivators from the literature on the SMEs’ decision to export within the EU or not.

Findings

The paper finds that SMEs whose latest international market entry was not in the EU scored significantly higher in the factor scorings for the motivators in the external dimension than participants whose latest entry was in the EU. Several motivators show an association with the choice to export per se. The importance of regionalization to export initiation (and EU membership) within the EU is emphasized in the results.

Research limitations/implications

The sample size is limited.

Practical implications

In the current climate, how can SMEs reduce market research costs for managers by relying solely and proactively on home country and internal advantages and motivators and being more aware of their surroundings? Managers and policymakers can direct their strategy, resources and policy more efficiently according to motivators; internal home country motivators (e.g. strengths of prices of products) direct the SME to overcome inter-regional liability of foreignness, while host country motivators (e.g. legal restrictions in the host country) direct them to regional ventures.

Originality/value

The theoretical and empirical work on the topic, until recently, has been fragmented and inconsistent focusing on specific motivators but not necessarily justifying the selection or origin of variables even less on SMEs.

Details

International Journal of Entrepreneurial Behavior & Research, vol. 23 no. 1
Type: Research Article
ISSN: 1355-2554

Keywords

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