Managing Export Entry and Expansion

PHILIP J. ROSSON is with the Centre of International Business Studies at Dalhousie University in Halifax, Nova Scotia.

Small-and medium-sized manufacturing firms are commonly acknowledged to be the driving force in economic development. Oftentimes, the most crucial decision affecting their future growth is whether to expand into foreign markets, a decision that is inextricably linked to the method of market entry. Managing Export Entry and Expansion brings together prominent researchers representing ten countries to examine the most important issues related to how and why firms expand overseas. Presenting empirical studies conducted in the 1980's a time of sharp change in international trade, the contributors describe exporting as it is practiced by companies at different stages of development in different industries, and to and from different countries. In addition, the strategies discussed for achieving the best exporting results can be implemented by firms and by those responsible for stimulating exports, such as government and trade associations.