International Market Selection Strategies of Manufacturing and Services Firms
, Mike Wright
, Deniz Ucbasaran
and Frank Martin
Institute for Enterprise and Innovation, Nottingham University Business School, Jubilee Campus,
Wollaton Road, Nottingham, NG8 1BB, UK; e-mail: email@example.com
Department of Management and Organization, Faculty of Management, University of Stirling,
FK9 4LA, Scotland
The following broad research question is explored in this study: Do manufacturing firms cite the
same exporting methods and modes as those cited by firms engaged in construction or service
activities? This study, therefore, addresses a major weakness associated with stage models of
internationalization (i.e. a focus solely upon manufacturing firms).
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.
researchers, practitioners and policy-makers are highlighted.
internationalization; exporting firms; entry modes; performance; policy implications
Julien (1996) asserted that about 85% of small firms are operating to some degree with a strategy that
can respond to market globalization (i.e. the purchase of goods or services from foreign countries, the
sales of goods or services to foreign countries, investments in foreign countries, agreements between
enterprises from different countries, etc.).
To provide a greater understanding of market globalization
processes, he presented the following typology of small firm behaviour and their associated
First, local (or regional or domestic) firms outside global markets,