Export behavior of firms: Relevance of firm size

The export behavior of small- and medium-sized manufacturers in Pennsylvania is examined. Export products, target markets, export performances, and export related needs of both groups of firms are investigated. A survey was conducted with 210 manufacturing firms, and discriminant analyses were used to generate results. Research findings indicate that no substantial difference occurs between small- and medium-sized firms from the standpoint of export products and target markets served, but the firms are differentiated in terms of export performance and needs. Recommendations are made for managers of small- and medium-sized firms and policy makers to improve export marketing.