A Model for Assessing Performance in Small U.S. Exporting Firms

Abstract

A model, which integrates the concepts of export strategy, administrative arrangements, and commitment as critical variables affecting export performance, is developed and evaluated using empirical data collected from small U.S. exporters. Differences between small and larger exporters regarding the variables in the model are also investigated. The results indicate that the management commitment, administrative arrangement, and strategy variables are important export success factors. However, their relevance depends on the dimension of export performance being considered.