Generational Perspectives of the Export Behavior of Family Businesses

  •  Sam Okoroafo    


The purpose  of this exploratory study is to compare the views and export behavior of family businesses run by ‘first’, ‘second’ and ‘third’generation owners. It is common to ascertain different generational perspectives and its impact on strategy and  performance. It is hoped that conclusions can be derived as to the impact of succeeding generational owners on export activities.Specifically, whether exporting views and behavior exacebate with nwer generations. A mail survey of US family business owners based in Ohio was conducted. Comparative responses in awareness and usage provided by the first, second, and third generation owners were obtained. The results revealed second generation owners were more receptive to export involvement (unsolicited, solicited orders, etc.). They also used more government services designed to help exporters (e.g., promotion, getting export leads, etc.). However, both the first and second generationers were split on their use of export payment tools (drafts, letters of credit, etc.) and domestic intermediaries (export trading and management companies, etc.).

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