This study examines the export behavior of 423 small- and medium-sized Wisconsin manufacturing firms. Data were collected from 816 firms, with 423 fully completed responses. The analysis used a "stages" model to examine the export development process, which includes six stages: from no interest in exporting to experienced exporting. The findings suggest that the export development process occurs in stages, and that the determinants of firms' behavior vary by stage. The study found that the most important determinant of entering Export Stage Four (experimental exporting) was the receipt of an unsolicited initial export order. For firms in Export Stage Five (experienced exporters), rational decision-making consistent with Marshallian theory was found, with expectations and perceived barriers being the most important factors. The study also found that perceived barriers to exporting were meaningful only for experienced exporters. The findings suggest that government programs should consider different foci for different stages of export development. The study also indicates that small- and medium-sized firms can export successfully, and that exporting is not limited to large firms. The study concludes that learning theory is applicable to the export development process, and that government programs should be tailored to the export stage of firms. The study also suggests that firms should focus on psychologically close countries in early stages and more distant countries in later stages. The study also recommends that firms should formulate an export policy, plan, and assign responsibility for export development. The study also suggests that firms should search for information regarding relevant export barriers and develop exporting on a step-by-step basis. The study also found that firm size was relatively unimportant for export behavior when accounting for the quality and dynamism of management. The study's findings are consistent with the following propositions: the export development process of firms tends to proceed in stages; considerations that influence firms' progressions from one stage to the next tend to differ by stage; and within the size-range of firms studied, size was relatively unimportant for export behavior when account was taken of the quality and dynamism of management. The study's findings are tentative and subject to further tests.This study examines the export behavior of 423 small- and medium-sized Wisconsin manufacturing firms. Data were collected from 816 firms, with 423 fully completed responses. The analysis used a "stages" model to examine the export development process, which includes six stages: from no interest in exporting to experienced exporting. The findings suggest that the export development process occurs in stages, and that the determinants of firms' behavior vary by stage. The study found that the most important determinant of entering Export Stage Four (experimental exporting) was the receipt of an unsolicited initial export order. For firms in Export Stage Five (experienced exporters), rational decision-making consistent with Marshallian theory was found, with expectations and perceived barriers being the most important factors. The study also found that perceived barriers to exporting were meaningful only for experienced exporters. The findings suggest that government programs should consider different foci for different stages of export development. The study also indicates that small- and medium-sized firms can export successfully, and that exporting is not limited to large firms. The study concludes that learning theory is applicable to the export development process, and that government programs should be tailored to the export stage of firms. The study also suggests that firms should focus on psychologically close countries in early stages and more distant countries in later stages. The study also recommends that firms should formulate an export policy, plan, and assign responsibility for export development. The study also suggests that firms should search for information regarding relevant export barriers and develop exporting on a step-by-step basis. The study also found that firm size was relatively unimportant for export behavior when accounting for the quality and dynamism of management. The study's findings are consistent with the following propositions: the export development process of firms tends to proceed in stages; considerations that influence firms' progressions from one stage to the next tend to differ by stage; and within the size-range of firms studied, size was relatively unimportant for export behavior when account was taken of the quality and dynamism of management. The study's findings are tentative and subject to further tests.