Paper info

Strategic Factors Affecting Export Decisions: The Case of Indonesian Manufacturers

Herb Johnson and William C. Johnson

The paper was published at the 17th IMP-conference in Oslo, Norway in 2001.

The impact of the South East Asian economic crisis isthe stimulus for a reappraisal of operational modes ofmanufacturers engaged in exports of industrial goods.Employing established theories as a point of departure, twospecific variables are evaluated for their relationship tothe choice of export mode of operations. The impact ofstrategic motivations and a particular strategy?differentiation, and how they relate to the employment ofthree categories of export modes ranging from directexporting to the use of foreign sales subsidiaries. Ourfindings show that both strategic motivations and use of adifferentiation strategy are positively related tointernational channel integration decisions.