1、PDF外文：http:/ International Business Review 13 (2004) 383400 Sources of export success in small and medium-sized enterprises: the impact of public programs Roberto Alvarez E Department of Economics, University of Chile, Santiago, Chile Abstract This paper analyzes differences in firm exporter p
2、erformance for small and medium-sized enterprises (SMEs). Traditionally, it is argued that these firms face several disadvantages for competing in international markets. Few studies, however, exploit the fact that successful exporters exist within this group. Using data for Chilean firms, we s
3、tudy various explanations for differences between sporadic and permanent exporters. Our results suggest that greater effort in international business, process innovation, and the utilization of export promotion programs contribute positively to export performance in SMEs. In addition, we find
4、that some forms of intervention are better than others: trade shows and trade missions do not affect the probability of exporting permanently, but exporter committees show a positive and significant impact. Key words: Export performance； Export promotion； Small- and medium-sized enterprises 1 Introd
5、uction International evidence suggests that firm size matters for exporter performance. Several reasons have been provided to explain why larger firms perform better in International markets. Advantages associated with scale economies and specialization, better access to financial resources in capit
6、al markets, and improved capabilities to take risks are among these reasons. Also, evidence in Roberts and Tybout (1997) and Bernard and Jensen (1999) regarding the existence of sunk costs to entering international markets implies that small- and medium sized enterprises (SMEs) face greater limitati
7、ons than larger firms to be successful exporters. There are, however, firms within the group of SMEs that have been able to compete successfully in international markets. Yet, few empirical studies exploit this fact. This paper contributes to the discussion of firm exporter performance in four ways.
8、 First, we compare exporter performance among firms of similar size. Second, focusing only on exporters, we distinguish between sporadic and permanent exporters. Third, we employ a detailed survey of 295 sporadic and permanent exporters. This survey collects information about firm activities not tra
9、ditionally included in other empirical studies. Fourth, we study evidence in Chile, a country that has experienced a huge increase in export diversification over the last several decades. The Chilean experience is useful for other developing countries trying to improve the international competitiven
10、ess of SMEs. There are two empirical facts that motivate this paper. First, the probability of exporting is lower for SMEs than it is for larger firms. This resembles evidence found in other national economies. In the Chilean manufacturing industry, for instance, only 14% of SMEs have exported goods
11、 over the period 19901996. However, more than 74% of large firms have exported goods over the same period. Second, a reduced number of firms are able to remain as exporters. Among all exporter firms, only about 20% have exported every year of the period. The percentage of successful exporters for SM
12、Es, however, is even lower: only about a 7% can be classified as permanent exporters. Contrast this with large-sized firms, where successful exporters represent more than 40% of the firms in this group (Table 1). The main question we ask here is why some SMEs are more successful exporters than other
13、s firms of a similar size. In the next section, we explore various explanations through the use of special survey directed at sporadic and permanent exporter firms. In the third section, a Probit model is estimat ed to identify empirically the most important determinants of export performance. The f
14、ourth section concludes. Table 1 Export status Small Medium Large N % N % N % Non-exporter 4284 86.0 780 48.0 132 25.6 Sporadic exporter 650 13.1 659 40.6 220 42.6 Permanent exporter 47 0.9 185 11.4 164 31.8 Total 4981 100.0 1624 100.0 516 100.0 Sporadic/total exporters _ 93.3 _ 78.1 _ 57.3 Source:
15、Own calculation based on Nationwide Survey of Manufacturing Establishments (ENIA). 2 Possible explanations In this section, we explore possible explanations for differences in firm exporter performance. The approach aims to establish if there are significant differences in firm activities that would
16、 explain why some SMEs are more successful than others. First, we present the data source. Second, we test for the existence of statistical differences over four aspects: (i) technological innovation, (ii) international business management, (iii) managers perceptions about obstacles to exporter performance, and (iv) utilization of public instruments available to SMEs for enhancing productivity and technological capabilities, increasing exports, and improving access to capital markets. 2.2.1 Technological innovation
