Market Familiarity and Export Survival: When Experience Makes Exporting More Dynamic

This paper investigates the effect of market familiarity at export market entry on the subsequent survival of firms in individual export markets. Applying diverse theoretical lenses, competing hypotheses on the relationship between market familiarity and export market survival are developed and tested. Moreover, this paper hypothesizes that the effect of market familiarity on export survival depends on the initial level of sunk costs associated...