Critical mass: Key to export profits

Abstract

Exporting continues to be the major type of foreign involvement for many American companies. This paper reports on an empirical study designed to relate a comprehensive set of firm and management characteristics to such activity. Potential correlates of export marketing activity are identified through a literature search and are then used to discriminate between exporting and nonexporting firms. The findings indicate that profiles can be developed for exporting and nonexporting firms. Organizational and management characteristics can provide meaningful profiles which are capable of distinguishing between exporting and nonexporting firms. The implications of these finding for management, public policy, and future research are discussed.