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1、Appendix：InternationalBusinessReview13(2004)383–400Sourcesofexportsuccessinsmallandmedium-sizedenterprises:theimpactofpublicprogramsRobertoAlvarezEDepartmentofEconomics,UniversityofChile,Santiago,ChileAbstractThispaperanalyzesdifferencesinfirmexporterperformanceforsmallandm
2、edium-sizedenterprises(SMEs).Traditionally,itisarguedthatthesefirmsfaceseveraldisadvantagesforcompetingininternationalmarkets.Fewstudies,however,exploitthefactthatsuccessfulexportersexistwithinthisgroup.UsingdataforChileanfirms,westudyvariousexplanationsfordifferencesbetwee
3、nsporadicandpermanentexporters.Ourresultssuggestthatgreatereffortininternationalbusiness,processinnovation,andtheutilizationofexportpromotionprogramscontributepositivelytoexportperformanceinSMEs.Inaddition,wefindthatsomeformsofinterventionarebetterthanothers:tradeshowsandtr
4、ademissionsdonotaffecttheprobabilityofexportingpermanently,butexportercommitteesshowapositiveandsignificantimpact.Keywords:Exportperformance;Exportpromotion;Small-andmedium-sizedenterprises1IntroductionInternationalevidencesuggeststhatfirmsizemattersforexporterperformance.S
5、everalreasonshavebeenprovidedtoexplainwhylargerfirmsperformbetterinInternationalmarkets.Advantagesassociatedwithscaleeconomiesandspecialization,betteraccesstofinancialresourcesincapitalmarkets,andimprovedcapabilitiestotakerisksareamongthesereasons.Also,evidenceinRobertsandT
6、ybout(1997)andBernardandJensen(1999)regardingtheexistenceofsunkcoststoenteringinternationalmarketsimpliesthatsmall-andmediumsizedenterprises(SMEs)facegreaterlimitationsthanlargerfirmstobesuccessfulexporters.Thereare,however,firmswithinthegroupofSMEsthathavebeenabletocompete
7、successfullyininternationalmarkets.Yet,fewempiricalstudiesexploitthisfact.Thispapercontributestothediscussionoffirmexporterperformanceinfourways.First,wecompareexporterperformanceamongfirmsofsimilarsize.Second,focusingonlyonexporters,wedistinguishbetweensporadicandpermanent
8、exporters.Third,weemployadetailedsurveyof295sporadicandpermanentexporters.Thissurv
