Contents Acknowledgments Abbreviations Introduction Background Structure of the Study Part I. Internationalization Theories and Issues of Developing Country Firms Chapter 1. Theories and Models of Internationalization Categorization of Theories of Internationalization The Stages Models The Contingency Models The (Inter)Action Models Summary Chapter 2. International Market Information Acquisition and Knowledge Generation Establishing the Relevance of Knowledge Generation and Accumulation Theories of Market Knowledge Generation Summary Chapter 3. Internationalization Motives and Market Selection Decisions A Review of Contemporary Studies on Export Motives Some Critical Reflections on the Existing Studies International Market Selection Decisions Summary Chapter 4. Choice of Entry Mode and Organization of International Operations Theories of Market Entry and Development Modes Choosing Market Entry and Development Modes Summary Chapter 5. Relationships and Interaction Within the Domestic Economy and Across Borders Theories of Relationships and Interaction Summary Chapter 6. Internationalization in Developing Countries Marketing and Development Applicability of Internationalization Theories and Models to Developing Countries Key Issues of Internationalization from a Developing Country Perspective Summary Part II: Empirical Evidence Chapter 7.

Ghana: Country Profile and Setting for the Empirical Study Export Sector Development Policy in Ghana Key Economic Sectors Research Design and Data Collection Summary Chapter 8. Profile of the Firms and Their Management Background and Operational History of the Firms Firm Size and Product Lines Ownership Structure and Management Demographic Profile of the Proprietors and Managers Summary Chapter 9. Initial Export Decisions and Their Underlying Motives Export History of the Firms Export Motives Export Reexamined Summary Chapter 10. Market Knowledge Generation, Market Selection, and Entry Mode Decisions of Ghanaian Firms Market Information and Approaches to Market Knowledge Acquisition Choice of Markets Exporters'' Perceptions of the Selected Markets Channel Decisions and Entry Strategies Market Spread and Growth Potentials Summary Chapter 11. Assessment of the Institutional Context of Export Businesses An Overview of the Institutional Context Promotional Institutions Facilitatory Institutions Regulatory Institutions Perceived Problems and Coping Strategies in Export Business Summary Part III: Reassessment of Internationalization Theories Chapter 12. The Context and Approaches to the Internationalization of Firms in Developing Countries Context of Business Development and Internationalization Approaches to the Internationalization of Firms in Developing Countries Internationalization and the Institutional Context Summary Chapter 13. Exploring the Internationalization Process of Developing Country Firms: Policies, Strategies, and Research Agenda Overview of the Theoretical Discussion Highlights of the Empirical Results Policy and Strategy Implications Directions for Further Studies Conclusions Appendix A: Dominant Contingency Models of Internationalization Appendix B: Firms That Participated in the Study Appendix C: Product Associations in Operation as of December 1995 Appendix D: Survey Questionnaire Notes Bibliography Index Reference Notes Included Choice of Entry Mode and Organization of International Operations Theories of Market Entry and Development Modes Choosing Market Entry and Development Modes Summary Chapter 5. Relationships and Interaction Within the Domestic Economy and Across Borders Theories of Relationships and Interaction Summary Chapter 6.

Internationalization in Developing Countries Marketing and Development Applicability of Internationalization Theories and Models to Developing Countries Key Issues of Internationalization from a Developing Country Perspective Summary Part II: Empirical Evidence Chapter 7. Ghana: Country Profile and Setting for the Empirical Study Export Sector Development Policy in Ghana Key Economic Sectors Research Design and Data Collection Summary Chapter 8. Profile of the Firms and Their Management Background and Operational History of the Firms Firm Size and Product Lines Ownership Structure and Management Demographic Profile of the Proprietors and Managers Summary Chapter 9. Initial Export Decisions and Their Underlying Motives Export History of the Firms Export Motives Export Reexamined Summary Chapter 10. Market Knowledge Generation, Market Selection, and Entry Mode Decisions of Ghanaian Firms Market Information and Approaches to Market Knowledge Acquisition Choice of Markets Exporters'' Perceptions of the Selected Markets Channel Decisions and Entry Strategies Market Spread and Growth Potentials Summary Chapter 11. Assessment of the Institutional Context of Export Businesses An Overview of the Institutional Context Promotional Institutions Facilitatory Institutions Regulatory Institutions Perceived Problems and Coping Strategies in Export Business Summary Part III: Reassessment of Internationalization Theories Chapter 12. The Context and Approaches to the Internationalization of Firms in Developing Countries Context of Business Development and Internationalization Approaches to the Internationalization of Firms in Developing Countries Internationalization and the Institutional Context Summary Chapter 13. Exploring the Internationalization Process of Developing Country Firms: Policies, Strategies, and Research Agenda Overview of the Theoretical Discussion Highlights of the Empirical Results Policy and Strategy Implications Directions for Further Studies Conclusions Appendix A: Dominant Contingency Models of Internationalization Appendix B: Firms That Participated in the Study Appendix C: Product Associations in Operation as of December 1995 Appendix D: Survey Questionnaire Notes Bibliography Index Reference Notes Included nd and Operational History of the Firms Firm Size and Product Lines Ownership Structure and Management Demographic Profile of the Proprietors and Managers Summary Chapter 9.

Initial Export Decisions and Their Underlying Motives Export History of the Firms Export Motives Export Reexamined Summary Chapter 10. Market Knowledge Generation, Market Selection, and Entry Mode Decisions of Ghanaian Firms Market Information and Approaches to Market Knowledge Acquisition Choice of Markets Exporters'' Perceptions of the Selected Markets Channel Decisions and Entry Strategies Market Spread and Growth Potentials Summary Chapter 11. Assessment of the Institutional Context of Export Businesses An Overview of the Institutional Context Promotional Institutions Facilitatory Institutions Regulatory Institutions Perceived Problems and Coping Strategies in Export Business Summary Part III: Reassessment of Internationalization Theories Chapter 12. The Context and Approaches to the Internationalization of Firms in Developing Countries Context of Business Development and Internationalization Approaches to the Internationalization of Firms in Developing Countries Internationalization and the Institutional Context Summary Chapter 13. Exploring the Internationalization Process of Developing Country Firms: Policies, Strategies, and Research Agenda Overview of the Theoretical Discussion Highlights of the Empirical Results Policy and Strategy Implications Directions for Further Studies Conclusions Appendix A: Dominant Contingency Models of Internationalization Appendix B: Firms That Participated in the Study Appendix C: Product Associations in Operation as of December 1995 Appendix D: Survey Questionnaire Notes Bibliography Index Reference Notes Included itutions Perceived Problems and Coping Strategies in Export Business Summary Part III: Reassessment of Internationalization Theories Chapter 12. The Context and Approaches to the Internationalization of Firms in Developing Countries Context of Business Development and Internationalization Approaches to the Internationalization of Firms in Developing Countries Internationalization and the Institutional Context Summary Chapter 13. Exploring the Internationalization Process of Developing Country Firms: Policies, Strateg.