Journal article

A note on psychological distance and export market selection

D Dow

Journal of International Marketing | AMER MARKETING ASSOC | Published : 2000


The concept of psychological distance, or psychic distance, was first proposed by Beckerman (1956) and later popularized by Johanson and Vahlne (1977). However, efforts to test the impact of psychological distance on export market selection have been sporadic and flawed. The author calibrates a single-item indicator of psychological distance using an independent panel of experts. The predictive ability of the resulting instrument is then tested on the order in which Australian exporters select their first five foreign markets. The author then compares this instrument with three other scales that are commonly employed as indicators of psychological distance. Scales based on Sethi's (1971) and..

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University of Melbourne Researchers