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Differences in the Export Profiles Among Users of Export Marketing Research: Evidence from Two European Countries

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Europe’s Challenges

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Abstract

Some years ago, in their classic article on company internationalisation, Johanson and Vahlne (1977, p. 26) argued that “the lack of knowledge due to differences between countries… is an important obstacle to decision making connected with the development of international operations”. However, the available empirical evidence indicates that information gathering in export markets is rather underresourced and the process itself less than systematic (e.g. Sood, 1981; Cavusgil, 1984a, 1985). This is both surprising and disconcerting, given the importance of information as a source of competitive advantage (Parsons, 1983; Porter and Millar, 1985; Turner, 1991; Glazer, 1991) and a pillar of market orientation (Kohli and Jaworski, 1990; Dalgic, 1994; Cadogan and Diamantopoulos, 1995).

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Authors
  1. Adamantios Diamantopoulos
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  2. Heidi Winklhofer
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Sabine Urban

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© 1996 Springer Fachmedien Wiesbaden

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Diamantopoulos, A., Winklhofer, H. (1996). Differences in the Export Profiles Among Users of Export Marketing Research: Evidence from Two European Countries. In: Urban, S. (eds) Europe’s Challenges. Gabler Verlag, Wiesbaden. https://doi.org/10.1007/978-3-663-13432-9_14

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  • DOI: https://doi.org/10.1007/978-3-663-13432-9_14

  • Publisher Name: Gabler Verlag, Wiesbaden

  • Print ISBN: 978-3-409-13246-6

  • Online ISBN: 978-3-663-13432-9

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