Abstract
While it is intuitively logical that different types of firms need different types of export assistance, the difficulty comes in developing and testing various approaches to segmenting firms for export development purposes. To date, four types of possible segmentation schemes have been developed in the export assistance literature. One deals with grouping firms according to their size. The others segment firms by grouping them into various international stages according to their export experience,by attitudes of management within the firms, and by the degree to which firms are product or manufacturing oriented. In research reported earlier (Czinkota and Johnston 1981), we have empirically tested each of these approaches and found that the stages of internationalization best segment firms with respect to exporting. The size of a firm as an export determinant is a distant second in usefulness. Yet the effect of the structural variable of firms' size on exporting is worth continued research because current policy uses size as the criterion for export promotion assistance.
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