Segmenting corporate exporting activities: Sporadic versus regular exporters

Journal of the Academy of Marketing Science · 1991 · Volume 19 · Issue 2

Abstract

The primary focus of this study is an examination of differences between characteristics and activities ofsporadicandregularexporters. This mode of classifying exporting firms, which has not previously been studied in a rigorous fashion is shown to be valid and has important policy implications. This classification is robust, with a high degree of convergent and internal validity. The two groups are shown to be similar along several key dimensions of exporting behavior such as size, age, and size of export orders. However, there are distinct differences with regard to such factors as initial market entry influences, export profit margins, export distribution channels, and information use. These critical differences relate to dynamism and level of exportmarketingactivities undertaken. Conceptual, practical, and policy implications are discussed.

Keywords

Export Market, Market Entry, International Business Study, Export Behavior, Export Sale

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