Export Marketing Research and the Effect of Export Experience in Industrial SMEs

Abstract

Examines the market research activities of UK industrial exporters. First reviews the literature concerned with information for international marketing in general and export marketing research in particular. Describes the method of a research study, comparing the market research activities of exporters in the light of company size and export experience. Analyses the results, finding that companies, once embarked on export activity rely on personal contact with distributors, agents, customers and competitors to gather information concerning the markets they serve, and this information is used equivocally to modify decisions. Finally, discusses the implications for future research and management.

Citation

Hart, S.J., Webb, J.R. and Jones, M.V. (1994), "Export Marketing Research and the Effect of Export Experience in Industrial SMEs", International Marketing Review, Vol. 11 No. 6, pp. 4-22. https://doi.org/10.1108/02651339410072980