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The first export order: a marketing innovation revisited

journal contribution
posted on 2017-10-06, 10:34 authored by David Crick, Jim Crick
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.

History

School

  • Business and Economics

Department

  • Business

Published in

Journal of Strategic Marketing

Volume

24

Issue

2

Pages

77 - 89

Citation

CRICK, D. and CRICK, J., 2015. The first export order: a marketing innovation revisited. Journal of Strategic Marketing, 24 (2), pp. 77-89.

Publisher

© Taylor & Francis

Version

  • VoR (Version of Record)

Publisher statement

This work is made available according to the conditions of the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International (CC BY-NC-ND 4.0) licence. Full details of this licence are available at: https://creativecommons.org/licenses/by-nc-nd/4.0/

Publication date

2015

Notes

This paper is closed access.

ISSN

0965-254X

eISSN

1466-4488

Language

  • en

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