Being an Entrepreneurial Exporter-Does It Pay

International Business Review 12 (2003) 233–252

Being an entrepreneurial exporter: does it pay?
George I. Balabanis a,∗, Eva. S. Katsikea b

City University, Cass Business School, Frobisher Crescent, Barbican Centre, London EC2Y 8HB, UK b School of Management and Business, University of Wales, Aberystwyth, UK Received 1 February 2002; received in revised form 1 July 2002; accepted 1 September 2002

Abstract The relationship between the adoption of an entrepreneurial posture and export performance has rarely been explored in the export marketing literature and this empirical inquiry strives to fill this gap. Following a review of the relevant literature, specific organisational and environmental factors were identified as potential determinants of firms’ abilities to adopt an entrepreneurial posture and export performance. The study findings reveal that firms with organic organisational structures and relatively large size are more likely to adopt an entrepreneurial posture. Additionally, entrepreneurial posture was found to impact positively export performance whereas environmental hostility affects negatively export performance. Finally, study results indicated that exporters adopt an entrepreneurial posture within dynamic environments but not in hostile and diverse environments. The implications of the study for marketing researchers and practitioners are highlighted and future research streams identified.  2003 Elsevier Science Ltd. All rights reserved.
Keywords: International marketing; Entrepreneurial posture; Export performance

1. Introduction Entrepreneurship has become a key element in modern business environments. It has been associated, among other things, with the creation of jobs and higher growth. Some politicians even want entrepreneurship to be taught at schools (Economist, 14 March 1998, p.34) as a way to revitalise their country’s economic growth. Moreover, entrepreneurship has been linked with risk-taking...