ABSTRACT

This chapter aims to contribute to the discussion on SMEs’ exports by carrying out analyses on both the Dutch part of the Interstratos data set and the entire international data set. First, the discriminating factors between exporting and non-exporting firms are investigated. Second, the determinants of export ratios (export sales/total sales) are studied. The three most discriminating factors between exporting and non-exporting firms are: emphasis on competitive strategies, firm size and foreign language use. Although firm size is a discriminating factor between exporting and non-exporting firms, it appears, however, that when firms are exporting larger firms do not export a larger share of their sales. Factors like number of spoken languages, number of weeks stayed abroad, active search behaviour for export orders, and sub­ sidiaries abroad affect export ratios positively.