Erasmus Research Institute of Management (ERIM), Erasmus University Rotterdam (ERIM is the joint researchinstitute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam)
Multivariate statistical analysis is utilized to explore the association between firm
strategies, contributions made by venture capitalists and incentives for owners and
employees and three exporting variables in a stratified random sample of 147 management
buyouts and buyins. Firms focusing upon a diversified product/ service range and/or
advertising were significantly more likely to be exporters. Firms focusing upon product/
service quality and financial efficiency and those with high proportions of employees
receiving performance related pay were significantly less likely to be exporters.
Manufacturing firms and firms focusing upon a diversified product/ service range and/or
advertising were significantly more likely to report high percentages of sales exported.
Variations in the proportion of sales exported over time were associated with strategies
focused upon product/service quality and a diversified product/ service range.