Export Intention and Export Development: The Influences of Export Stimuli

Robert E. Morgan, Constantine S. Katsikeas, Charles S. Chien

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


It has been argued that a significant volume of dormant export potential may exist in the small and medium sized firm sector of many industrialized nations. However, limited conceptual and empirical insights exist to explain the phenomena underlying pre-export decision making and behavior. The present study addresses this issue and investigates those stimuli influences that act upon domestic firms’ intentions to enter overseas markets via the export channel. Specifically, the empirical study presented here: establishes significant differences in the extent to which export stimuli encourage domestic firms to consider exporting, classified by way of their export intention; and, draws a similar comparison between such groups of nonexporting firms and those already engaged in exporting activities. The findings are discussed in light of extant theory and attention is paid toward pertinent implications for executive and public policy audiences.
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)97883319173191
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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