Knowledge that Transforms

On the basis of empirical research, a model of the internationalization process of the firm is developed. The model focuses on the gradual acquisition, integration and use of knowledge about foreign markets and operations, and on the incrementally increasing commitments to foreign markets. In particular, attention is concentrated on the increasing involvement in the individual foreign country.

A summary of principal findings regarding the export behavior of 423 small- and medium-sized Wisconsin manufacturing firms. Data were classified according to stages in the export development process and analyzed by multiple regression.