Department of Management

Eliane Choquette

Market Familiarity and Export Survival: When Experience Makes Exporting More Dynamic

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DOI

This paper investigates the effect of market familiarity at export market entry on the subsequent survival of firms in individual export markets. Applying diverse theoretical lenses, competing hypotheses on the relationship between market familiarity and export market survival are developed and tested. Moreover, this paper hypothesizes that the effect of market familiarity on export survival depends on the initial level of sunk costs associated with entering a particular export market. The findings show that a sunk cost logic dominates learning effects associated with market familiarity, and does so in all types of export markets.

Original languageEnglish
JournalAcademy of Management Proceedings
Issue1
ISSN2151-6561
DOIs
Publication statusPublished - 2018

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