International market selection strategies selected by ‘micro’ and ‘small’ firms

Abstract

Policy-makers and practitioners are seeking to promote the development of established firms. This paper suggests they may need to target customized export programmes to the specific situational demands of established 'micro' and 'small' firms. The following broad research question is explored: are there differences between 'micro' and 'small' firms with regard to the decision to sell goods or services abroad? In 1990/91, survey responses were gathered from 621 independent businesses located in Great Britain. In 1997, a follow-on telephone survey was conducted with 150 surviving firms. This survey gathered information on the propensity to export goods or services abroad and the mode of export behaviour reported by established 'micro' as well as 'small' firms. The performance of exporting and non-exporting firms was also compared. Implications for policy-makers, practitioners and researchers are highlighted.