The Smaller Firm in Overseas Trade

Abstract

Tom Cannon is Professor of Business Studies at Stirling University, Scotland, and Michael Willis is Management Research Fellow at Durham University Business School, England. This paper describes the results of a three year study of the issues, problems and opportunities faced by the smaller concern as it seeks to develop its exports. It has been argued that the propensity of small firms to be domestic market and service orientated runs counter to the needs of trading nations for companies able to build overseas business. The paper explores the evidence behind this and other nations, in particular whether it is true that small firms are inhibited from entering export markets and the patterns of overseas trading they follow. It also looks at whether there are any specific problems faced by small firms wanting to develop exports or international trade and what measures can be adopted to overcome these difficulties, either within the firm or by external policymakers.