TY - JOUR
T1 - Evaluating export markets
T2 - Experienced exporters' hierarchical cognitive structures
AU - Wood, Van R.
AU - Karriker, Joy H.
AU - Williams, Larry J.
PY - 2010/12
Y1 - 2010/12
N2 - This paper investigates experienced exporters' use of export environmental information in decision making, specifically examining the cognitive structure export managers manifest when contemplating market alternatives in the international arena. The authors develop and test a cognitive structure consisting of three levels of export market information, including (1) primary environmental constructs, (2) secondary export concepts, and (3) specific export market decision variables. Findings indicate experienced export managers do manifest a distinct cognitive export information structure, and they consider information related to exporting environments hierarchically when analyzing international markets. Implications for practicing exporters, future exporters and facilitators of exporting are drawn from the results.
AB - This paper investigates experienced exporters' use of export environmental information in decision making, specifically examining the cognitive structure export managers manifest when contemplating market alternatives in the international arena. The authors develop and test a cognitive structure consisting of three levels of export market information, including (1) primary environmental constructs, (2) secondary export concepts, and (3) specific export market decision variables. Findings indicate experienced export managers do manifest a distinct cognitive export information structure, and they consider information related to exporting environments hierarchically when analyzing international markets. Implications for practicing exporters, future exporters and facilitators of exporting are drawn from the results.
KW - Cognitive structures
KW - Exporting
KW - International market evaluation
UR - http://www.scopus.com/inward/record.url?scp=77958193098&partnerID=8YFLogxK
U2 - 10.1016/j.jbusres.2009.12.001
DO - 10.1016/j.jbusres.2009.12.001
M3 - Article
AN - SCOPUS:77958193098
SN - 0148-2963
VL - 63
SP - 1261
EP - 1266
JO - Journal of Business Research
JF - Journal of Business Research
IS - 12
ER -