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Abstract:

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CentrePiece Article
Sequential exporting: how firms break into foreign markets
Facundo Albornoz, Hector Calvo-Pardo, Gregory Corcos and Emanuel Ornelas February 2012
Paper No' CEPCP364:
Full Paper (pdf)

CentrePiece 16 (3) Winter 2012


Tags: sequential exporting; international business

Many countries are looking to their export sectors as a source of future growth, but how do domestic companies make a success of selling their output abroad? Research by Emanuel Ornelas and colleagues finds evidence of 'sequential exporting' - firms experimenting in nearby foreign markets before seeking to become big exporters.