An Attitudinal Model to Determine the Export Intention of Non‐exporting, Small Manufacturers

Proposes and tests a model for determining export intention among non‐exporting small and medium‐sized manufacturers. The model posits that export intention is a function of three constructs: perceived competitive advantage, organizational readiness and perceived risk. Testing was done on a probability sample of Mexican firms. The results show that intention is explained only by organizational readiness. Explains the use of the organizational readiness concept both as a screening and as a diagnostic tool.