Hidden Champions – How Young and Small Technology-Oriented Firms Can Attain High Export-Sales Ratios


Fryges, Helmut


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URL: http://ub-madoc.bib.uni-mannheim.de/1369
URN: urn:nbn:de:bsz:180-madoc-13693
Document Type: Working paper
Year of publication: 2006
The title of a journal, publication series: None
Publication language: English
Institution: Sonstige Einrichtungen > ZEW - Leibniz-Zentrum für Europäische Wirtschaftsforschung
MADOC publication series: Veröffentlichungen des ZEW (Leibniz-Zentrum für Europäische Wirtschaftsforschung) > ZEW Discussion Papers
Subject: 330 Economics
Classification: JEL: F23 L60 L86 ,
Subject headings (SWD): Deutschland , Großbritannien , Spitzentechnologie , Logit-Modell
Abstract: Determinants of a firm's export-sales ratio (degree of internationalisation) are frequently discussed in the literature related to individual firms' export activities. Stylised facts show a positive relationship between firm size and firm age on the one hand and the firm's export-sales ratio on the other hand. However, anecdotic evidence and recent empirical results revealed that it is not size or age per se that leads to a high export-sales ratio. This paper analyses the export-sales ratio of a sample of young technology-oriented firms in Germany and the UK. The empirical results confirm that neither youth nor smallness are necessarily an obstacle to realising a high degree of internationalisation. However, this requires that the firms possess firm-specific assets in order to overcome barriers to entry into the foreign market. These firm-specific assets may be acquired via conducting own R&D activities, buying novel technology from other companies, or by employing internationally experienced managers.
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