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Title: The first export order: a marketing innovation revisited
Authors: Crick, David
Crick, James M.
Keywords: Export
Internationalisation
UK
Issue Date: 2015
Publisher: © Taylor & Francis
Citation: CRICK, D. and CRICK, J., 2015. The first export order: a marketing innovation revisited. Journal of Strategic Marketing, 24 (2), pp. 77-89.
Abstract: This study reports on an investigation into what lies behind a firm's first export order and revisits the questions posed in the classic article by Simmonds and Smith [(1968). British Journal of Marketing, 2, 93–100]. It concentrates on risk/reward considerations in decision-making. Interviews were undertaken with owner/managers who were the key decision-makers in 10 newly internationalising UK start-up firms, that is, in their first year of operation, in order to avoid recollections in respect of hindsight. The findings highlight that a variety of factors can affect the decision of owner/managers in small firms to start their internationalisation path. Decisions are made in the context of perceived risk/reward considerations regarding exploiting various opportunities; for example, what are considered to be affordable losses against respective owner/manager's objectives and experience. The contribution of the study is that it employs an effectuation lens in respect of the first export decision.
Description: This paper is closed access.
Version: Published
DOI: 10.1080/0965254X.2014.1001870
URI: https://dspace.lboro.ac.uk/2134/26847
Publisher Link: https://doi.org/10.1080/0965254X.2014.1001870
ISSN: 0965-254X
Appears in Collections:Closed Access (Business School)

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