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Reprint: The Export Development Process—An Integrative Review of Empirical Models

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Key Developments in International Marketing

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Abstract

Despite widespread research on the export behavior of firms, no integrative review of the empirical work in relation to export development models exists in the extant literature. This article reviews the main models on the subject, identifies their structural characteristics, evaluates the methodologies used for their validation, and analyzes the key conceptual issues emerging from their assessment. While valuable inroads into the mechanics and constituent parts of the export development process have been made, this avenue of empirical inquiry has attracted criticism on structural, methodological, and conceptual grounds. Future research in the field should harness the eclectic contribution afforded by existing theory and, at the same time, enhance its status with contributions from marketing, business and other disciplines.

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Notes

  1. 1.

    The authors acknowledge the relevance of an anonymous JIBS reviewer’s comment that this phenomenon is characteristic not only of export research, but is generally endemic to work in business administration and other disciplines in the social sciences.

  2. 2.

    The computerized scanning of the literature combined two databases: the ABI/INFO system, which provides information about articles already published, and the SWETSCAN system, which reports on latest publications or papers in print. Two other databases were also used to identify non-English articles, namely, the European Clearing House and the International Translations Center, while international linguists were used in the case of papers not available in English.

  3. 3.

    Based on this technique, information on the structural, methodological and conceptual aspects of the export development models were identified, extracted and consolidated on a systematic basis. This was deemed necessary since most of this information was dispersed among the studies found eligible for the review process. A basic prerequisite for the successful execution of this technique was the design of a sound coding frame, addressing the issues in each of the areas under investigation. Subsequently, the content of each of the short-listed studies was scrutinized and the relevant information obtained was recorded. Finally, the validity and reliability of the information collected was ascertained through cross-referencing from other secondary sources, such as textbooks, monographs, and review papers in primary journals.

  4. 4.

    Of the studies reviewed, only that by Johanson and Wiedersheim-Paul (1975) admits that possible jumps in the establishment chain could occur, particularly among firms with extensive experience of other foreign markets. This issue has been empirically tested in two studies which concluded that leapfrogging along the internationalization path is possible (Turnbull 1987; Millington and Bayliss 1990).

  5. 5.

    The identification of the nine export stages was not based on the “labels” attached to the stages of each model, but rather on information provided about their nature and content. In some cases, researchers themselves offered useful guidelines as to which stages in their models correspond to stages in other models. For instance, Bilkey and Tesar (1977) draw a parallel between their model and that of Johanson and Wiedersheim-Paul (1975), Czinkota (1982) with Cavusgil’s (1982a) model, and Crick (1995) with Czinkota’s (1982) model.

  6. 6.

    Most models operationalized their key constructs, such as managerial determinants, organizational characteristics, export stimuli, and inhibiting factors using arbitrarily just a few of the many variables available. Moreover, the effect of the variables so used was in most cases measured in terms of dichotomous or crude ordinal scales.

  7. 7.

    Although not many studies attempted to compare and contrast export behavior between firms in developing and developed countries, there is some evidence indicating that this differs markedly. For instance, Wortzel and Wortzel (1981) have found that developing country-based exporters are pulled and guided in international activities by their foreign customers due to limited managerial, marketing and other capabilities. This is confirmed by other studies in developing countries, such as those by Ford et al. (1987) and Leonidou (1989).

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Authors and Affiliations

  1. University of Cyprus, Nicosia, Cyprus

    Leonidas C. Leonidou

  2. Leeds University Business School, University of Leeds, Leeds, UK

    Constantine S. Katsikeas

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  1. Leonidas C. Leonidou
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Correspondence to Leonidas C. Leonidou .

Editor information

Editors and Affiliations

  1. Collins College of Business, University of Tulsa, Tulsa, OK, USA

    Saeed Samiee

  2. Leeds University Business School, University of Leeds, Leeds, UK

    Constantine S. Katsikeas

  3. Department of Economics and Social Sciences Institute of Marketing and Innovation, University of Natural Resources and Life Sciences, Vienna, Austria

    Petra Riefler

Additional information

The constructive comments of Otto Andersen, Adamantios Diamantopoulos, Robert Morgan and Nigel Piercy, as well as those of the editor and three anonymous JIBS reviewers, on earlier drafts of the article are gratefully acknowledged.

Leonidou, L., Katsikeas, C. The Export Development Process: An Integrative Review of Empirical Models. J Int Bus Stud 27, 517–551 (1996). https://doi.org/10.1057/palgrave.jibs.8490846

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Leonidou, L.C., Katsikeas, C.S. (2024). Reprint: The Export Development Process—An Integrative Review of Empirical Models. In: Samiee, S., Katsikeas, C.S., Riefler, P. (eds) Key Developments in International Marketing. JIBS Special Collections. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-031-17366-0_4

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