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VARIABLES CENTRAL TO THE STUDY AND METHODOLOGY
CHARACTERISTICS OF SAMPLED EMCs
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active initial contact agent EMCs average Bello and Williamson Brasch Survey business strategies Chi-square Tests Consolidation Services contract formalization Coopers and Lybrand EMC's export sales EMC's supplier-base expansion exclusive distribution rights expanded supplier-base expansion and export export intermediaries export management companies export management services export sales growth export trading companies export-only export-only-merchant EMCs OSRs firm's firms Foreign Market Travel future research gross revenues Hay Associates 1977 higher number hypotheses influences the EMC's information asymmetry investment largest selling product market exclusivity merchant EMCs non-exporting activities number of export obtain foreign orders only-merchant EMCs organizational characteristics P-values Paulden percentage personal contacts physical fulfillment services positively associated positively influences questionnaire require exclusive distribution respondent EMCs respondent export-only-merchant EMCs sales volume selling product line strategies and performance sub-groups T-test Positive Table take title Technical Export Services Thorelli transaction-creating services types of EMCs types of export U.S. Department variables worth growth