Diagnosing the Strategic and Operational Problems Encountered by UK Export Manufacturers: The Effects of Export Intensity

Robert E. Morgan, Constantine S. Katsikeas

Research output: Chapter in Book/Report/Conference proceedingConference abstract in proceedingsResearchpeer-review


This research study focuses upon the strategic and operational problems experienced by UK small and medium sized industrial export manufacturers in explicating their commercial transactions with overseas customers. Specific attention is paid toward problems concerning export marketing information, firm-specific issues, relative export competitive position, and government involvement. In order to generate an incisive understanding of the extent to which these problems discourage export behavior, constrasts are drawn between firms characterized by high and low levels of export intensity. Also, regression analysis reveals that such an export development indicator is an important variable in understanding the type and degree to which exporting problems discourage export behavior. Several implications are derived from this study for management and public policy audiences, and discussion is given to the manner in which export problems can be circumvented for firms characterized by different levels of export intensity.
Original languageEnglish
Title of host publicationProceedings of the 1997 World Marketing Congress
EditorsSamsinar MD Sidin, Ajay K. Manrai
Number of pages1
Place of PublicationCham
Publication date2015
ISBN (Print)9783319173191
ISBN (Electronic)9783319173207
Publication statusPublished - 2015
Externally publishedYes
Event1997 World Marketing Congress - Kuala Lumpur, Malaysia
Duration: 24 Mar 199727 Jun 1997
Conference number: 8


Conference1997 World Marketing Congress
CityKuala Lumpur
SeriesDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science

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