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| Content Provider | Springer Nature Link |
|---|---|
| Author | Cieślik, Jerzy Kaciak, Eugene Welsh, Dianne H. B. |
| Copyright Year | 2012 |
| Abstract | Two alternative diversification strategies—the geographic diversification of export sales and key market concentration—are extensively discussed in management, strategy, entrepreneurship, and economics literature. However, no conclusive evidence currently exists as to how either of these strategies affects the performance of international sales. This paper contributes to a better understanding of geographic diversification as a key dimension of the internationalization process for small and medium-sized enterprises (SMEs). In it, we analyze a comprehensive database of Polish exporters over a 3-year period to better understand the geographic diversification patterns of exporters. Based on this analysis, six propositions emerged from the export patterns examined and two viable strategies for exporting SMEs are identified: (1) concentrating on a single market and (2) a balanced approach aimed at targeting a small number of key markets, combined with a strategy of penetrating other markets. Implications for practice and future research are also discussed herein. |
| Starting Page | 70 |
| Ending Page | 93 |
| Page Count | 24 |
| File Format | |
| ISSN | 15707385 |
| Journal | Journal of International Entrepreneurship |
| Volume Number | 10 |
| Issue Number | 1 |
| e-ISSN | 15737349 |
| Language | English |
| Publisher | Springer US |
| Publisher Date | 2012-02-12 |
| Publisher Place | Boston |
| Access Restriction | One Nation One Subscription (ONOS) |
| Subject Keyword | Exports Geographic diversification Market concentration High-growth firms Management/Business for Professionals International Economics Microeconomics Entrepreneurship |
| Content Type | Text |
| Resource Type | Article |
| Subject | Business, Management and Accounting |
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