Successful and Unsuccessful Exporters from Developing Countries: Some Preliminary Findings

Past research has identified several organizational, managerial,relationship‐related and external variables as playing a role in determining the success or failure of a firm′s export marketing activities. However, most of this research has been conducted using samples from the developed world. Attempts to differentiate between successful and unsuccessful exporters from a developing country. Findings indicate that characteristics of the industry, nature of the product (industrial/consumer), destination of exports and managerial variables are significant discriminators of success in a developing‐country context.