A profile of UK exporting companies—an empirical study

Abstract

The export marketing literature in the UK has tended to focus on successful exporting companies, whilst much of the key literature is based on experience of exporters in the USA and Canada. This paper reports on a study of UK manufacturing exporters. It provides a profile of the UK exporter together with evidence on the methods used by manufacturers to find and select an overseas representative. The results also show that most manufacturers are satisfied with their relationships with overseas agents and distributors, although relationships with some agents and distributors were clearly difficult.