International market selection strategies of manufacturing and services firms

The following broad research question is explored in this study: do manufacturing firms cite the same exporting methods and modes as those cited by firms engaged in construction or service activities? This study, therefore, addresses a major weakness associated with stage models of internationalization (i.e. a focus solely upon manufacturing firms). In 1990/91, survey responses were gathered from 621 independent businesses located in Great Britain. In 1997, a follow-on telephone survey was conducted with 150 surviving firms. This survey gathered information on the propensity to export goods or services abroad and the mode of export behaviour. Implications for researchers, practitioners and policy-makers are highlighted.