An Attitudinal Model to Determine the Export Intention of Non‐exporting, Small Manufacturers

Abstract

Proposes and tests a model for determining export intention among non‐exporting small and medium‐sized manufacturers. The model posits that export intention is a function of three constructs: perceived competitive advantage, organizational readiness and perceived risk. Testing was done on a probability sample of Mexican firms. The results show that intention is explained only by organizational readiness. Explains the use of the organizational readiness concept both as a screening and as a diagnostic tool.

Citation

Jaffe, E.D. and Pasternak, H. (1994), "An Attitudinal Model to Determine the Export Intention of Non‐exporting, Small Manufacturers", International Marketing Review, Vol. 11 No. 3, pp. 17-32. https://doi.org/10.1108/02651339410067030