Exporting problems of industrial manufacturers

This article presents an empirical investigation of the problems experienced by small and medium sized U.K. industrial manufacturers in conducting their export trading activities with overseas customers. The hypothesis examined is that the strength of perceived exporting problems is inversely related to the export intensify of firms. Data were generated from 254 firms responding to a battery of exporting problem items. Following principal components analysis, four dimensions were derived concerning problems with: export marketing knowledge and communication; national export administration; production technology; and export competitive position. Parameter estimates of their relationship with firms' level of export intensity revealed negative associations for all dimensions with problems concerning export marketing knowledge and communication, and export competitive position specified as significant impediments to export development, providing partial support to the study hypothesis. These findings are interpreted and discussed in the light of extant theory and particular attention is paid to the implications for management and public policy. (C) 1998 Elsevier Science Inc.