Multivariate statistical analysis is utilized to explore the association between firm
strategies, contributions made by venture capitalists and incentives for owners and
employees and three exporting variables in a stratified random sample of 147 management
buyouts and buyins. Firms focusing upon a diversified product/ service range and/or
advertising were significantly more likely to be exporters. Firms focusing upon product/
service quality and financial efficiency and those with high proportions of employees
receiving performance related pay were significantly less likely to be exporters.
Manufacturing firms and firms focusing upon a diversified product/ service range and/or
advertising were significantly more likely to report high percentages of sales exported.
Variations in the proportion of sales exported over time were associated with strategies
focused upon product/service quality and a diversified product/ service range
