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Successful Exporting by the Small Business Firm: Keys for Strategic Decision-Making

This article focuses on a paradigm of ten keys for successful decision-making relative to export marketing by the small business firm. These ten keys for strategic decision making recommended for the small business firm desiring to be successful in export endeavors are:

  1. Analyze Market Opportunity,
  2. Assess Product Potential,
  3. Establish Market Entry Mode,
  4. Make a Sincere Commitment,
  5. Allocate Necessary Resources,
  6. Identify Technical Issues,
  7. Develop Strategic Marketing Plan,
  8. Organize Operational Team,
  9. Implement Marketing Strategy, and
  10. Evaluate and Control Operations.
Tables of basic what, who, and how questions help to guide the reader through the decision-making process leading to successful export marketing operations. The article provides a decision-making paradigm that is useful to small business management personnel as well as export managers. This model has been developed by the authors based upon over thirty years of consulting work with exporting activities of small business firms and work with export assistance entities on both the state and federal levels of government.

Darling -Taylor Successful Exporting by the Small Business......pdf