Revisiting the concentration versus spreading debate as a successful export growth strategy: the case of UK SMEs exporting agricultural-related products

Abstract

This paper investigates the behaviour of small and medium sized enterprises (SMEs) that export agricultural-related products from the UK. Although a body of knowledge exists on both the areas of export strategy and competitiveness, empirical data has tended to relate to manufacturing as opposed to agricultural products. Multivariate quantitative analysis of survey data and subsequent findings from interviews indicate that limited statistical differences exist between the competitiveness of agricultural firms that employ as a growth strategy an approach which concentrates on key export markets compared with those that spread their efforts over a number of markets. Firm size, experience and commitment are investigated as co-variates within the analysis. Implications for policy-makers are drawn from the findings.