Identification of Planning, Attitudinal, and Operational Differences among Types of Exporters

Multivariate discriminate analysis was used to identify differences among heavy exporters, light exporters, and nonexporters based on planning, attitudinal, and operational factors. A total of 423 small and medium-sized manufacturing firms were studied. The results clearly indicate that differences exist between the heavy exporters and the nonexporters. The discriminant function developed on the basis of these differences can be used to classify other firms into the appropriate category given the necessary information about them. Consequently, this study offers a step in the direction of developing a method for systematic identification of potential exporters.