Export Performance

Considerable attention has been paid to the determinants of export performance. However, despite this research effort in identifying and examining the influence of such determinants, the literature is characterized by fragmentation and diversity, hindering theory development and practical advancement in the field. This paper attempts to review and synthesize the knowledge on the subject. As a result, this study reviews and evaluates 52 articles published between 1998 and 2005 to assess the determinants of export performance. The assessment reveals that: (a) more studies have been conducted outside the USA; (b) the majority of the studies focus on manufacturing firms, with relatively few studies examining the service sector; (c) the majority of the export studies continue to focus on small to medium-sized firms; (d) there is a continuous increase in the sample size; (e) despite the problems that may arise from the use of single informants, it seems that none of the studies reviewed here collected data from more than one informant in the firm; (f) an increasing number of studies have been using the export venture as the unit of analysis; (g) the level of statistical sophistication has improved; (h) the use of control and moderating variables in export performance studies has increased; (i) more studies have started to include the external environment in their models, including domestic market characteristics; and (j) market orientation as a key determinant of export performance emerges in this review. Finally, conclusions are drawn, along with some suggestions for further research.

This paper considers the role of the seven innovation capability dimensions (learning, research and development (R&D), manufacturing, marketing, organizational, resource allocating and strategy planning) and the three firm characteristics (domestic market share, size and productivity growth rate) in determining the export performances for a sample of 213 Chinese industrial firms. The empirical analysis of this research reveals the findings listed below:

This paper presents a comparative study of the export performance of U.S. and Canadian small and medium-sized exporters. A parsimonious model is developed drawing on the resource-based theory of the firm, with three sets of resources, namely firm size, enterprise, and technological intensity. These key resources are good predictors of the export strategy of a firm. Export strategy is modeled as degree of internationalization, and its effect on the overall firm performance is studied using firm-level performance measures. LISREL's multiple group analysis feature is used in the analysis to test the model. The results confirm the validity of the model across the two data sets.

The relationship between export marketing strategies and export performance is examined in Korea under the strategy-environmental co-alignment theoretical perspective put forth previously. A sample of managing directors of electronics exporters in Korea is used to test the hypotheses. Results indicate that the adaptation of products to foreign customers' tastes, adjustment of export prices to foreign market conditions, direct exporting, and trade promotions toward overseas distributors positively influence the performance of Korea exporters. Expenditure on overseas advertising was not found to influence export performance. Implications for marketing practitioners and academics are addressed.

Despite the recent increase in ’born-global’ studies, there has been little research on how the scale and scope of being a born-global firm affects performance: most of the earlier research takes no account either the number of or the distances between the countries on firm or export performance. This article begins with a review of the existing literature on born-globals, and subsequently explores the relationship between entrepreneurial orientation (EO) and two different born-global strategies, namely true born-global and apparently born-global (born-international), and the effectiveness of these two born-global pathways. The results of our empirical study on 185 Finnish exporting firms show that those that qualified as true born-globals had better export performance. Furthermore, depending on the degree of born-globalness, different dimensions of EO were of importance.

This research analyzes the dynamic effects of an export tax on export performance of the Indonesian palm oil industry using time series analysis. The vector autoregressive model results show exports fell dramatically with the imposition of the tax. This research showed that the imposition of an export tax has long-lasting, negative effects on competitiveness of the Indonesian palm oil industry. The variance decomposition reveals that more than 83% of the variation in the forecast error of the net export shares is explained by its own shock, and 8.6% and 8.4% are explained by export tax and relative export prices, respectively.

This study empirically examines the direct relationship between export promotion programmes and export performance; as well as indirect effects which have been conceptualised through export strategy, export knowledge and export commitment. The questionnaire of the study was applied to 200 decision makers in charge of exports during July-August 2011 and the response rate was 71%. Data were analysed using structural equation modelling techniques to test the hypothesised relationships. Results clearly show that export promotion programmes do not only have a significant direct effect on export performance, but also a significant indirect effect via three different paths. The most influential indirect path is delineated through export strategy with coefficient of 0.40; other path depicted through export knowledge, then export strategy (0.31) and also, export commitment, then export strategy (0.20). These results confirm the pivotal role of export strategy in the process of export performance development and stress the mediation effect of export strategy on the effects of export promotion programmes on the path to export performance.

The major impact of globalization adventure in the world on countries/ companies/sectors is necessity to be more innovative to stay competitive in the global arena.Therefore the capacity to produce technological developments is becoming more and more important for international competition. In this study the number of granted patents has been taken as an indication of technological developments and the relationship between patents and export performance of Turkish manufacturing industry between 1985-2001 are examined to see the role of technological advancement on firms’ export performance. It has been found the positive meaningful relationship between the number of sectoral granted patents to both residents and non-residents and export performance of Turkish manufacturing industry during 1985 to 2001.

Exports play a key role in maintaining balance of payment for every country. In India, pharmaceutical exports contribute significantly in obtaining foreign exchange for our country. Various researches have been conducted to explore the relationship between Export Marketing Strategies (EMS) and their impact on organizational export performance across various industries in different countries. The previous studies have tried to identity various strategies and formulate the right marketing mix to enhance export performance. The present study highlights the various factors affecting the exporting strategies of pharmaceutical companies in India and attempts to find out the impact of various demographic variables on the export performance. Descriptive and inferential statistics using SPSS 16.0 have been used to analyse the data.

The relationship between export marketing strategies and export performance is examined in Korea under the strategy-environmental co-alignment theoretical perspective put forth previously. A sample of managing directors of electronics exporters in Korea is used to test the hypotheses. Results indicate that the adaptation of products to foreign customers' tastes, adjustment of export prices to foreign market conditions, direct exporting, and trade promotions toward overseas distributors positively influence the performance of Korea exporters. Expenditure on overseas advertising was not found to influence export performance. Implications for marketing practitioners and academics are addressed.

Since working with foreign-based intermediaries is difficult, manufacturers that export through nonintegrated channels often experience poor export performance. However, governance theory suggests that as these cross-border relationships shift away from arms-length trading arrangements and toward highly relational partnerships, performance can improve. In particular, the flexibility, solidarity, and information exchange that characterize close working relationships lead to the efficient coordination of channel tasks. In addition to evaluating the performance consequences of relationalism, this research also identifies the antecedent channel conditions that play a developmental role in these relational exchanges. A model of relationalism antecedents and consequences is tested on a sample of 290 manufacturers that export through foreign distributors. Support is found for the performance-enhancing qualities of relationalism and the impact of the export context on the development of relational exchange in exporting. D

Abstract
Purpose – This study aims to understand the antecedents of export performance at the firm level.
Building on agency theory but taking into account emerging market settings and institutional
differences, the authors investigate how the board composition determines the export competitiveness
of the firms operating in an emerging country from the point of view of corporate governance
mechanisms.
Design/methodology/approach – Using data from 221 exporting firms for four years (2007-2010),
the authors find that there is a significantly positive relationship between board size and all measures
of export performance, while a higher presence of outside directors on the board is negatively associated
with export performance, consistently with expectations. The separation of chairman of board of
directors and chief executive officer (CEO) positions has significantly positive impact on export
performance. On the other hand, the authors find no support for the position that inside director
professional representation neither reduce nor increase all measures of export performance of firms. In
other words, the convergence with Western practices and consistently with agency theory’s claims is
evident for both board size and CEO duality. However, the effects of inside professional and outside
directors are no consistent with agency theorists’ expectations.
Findings – Using data from 221 exporting firms for four years (2007-2010), the authors find that there
is a significantly positive relationship between board size and all measures of export performance, while
a higher presence of outside directors on the board is a negatively associated with export performance,
consistently with expectations. The separation of chairman of board of directors and CEO positions has
significantly positive impact on export performance. On the other hand, the authors find no support for
the position that inside director professional representation neither reduce nor increase all measures of
export performance of firms. In other words, the convergence with Western practices and consistently
with agency theory’s claims is evident for both board size and CEO duality. However, the effects of
inside professional and outside directors are no consistent with agency theorists’ expectations.
Research limitations/implications – Export performance is one of the most widely researched
areas within international marketing research but least reached topic of management. However,
exporting continues to be an important mode of internationalization for multinational companies, especially operating an emerging economy. This study is one of the first studies on the impact of
governance factors such as board structure on only export performance rather than overall (firm)
performance in light of international management. In other words, the study of the determinants of
exports in the context of an emerging economy is an important contribution to the literature, given that
our understanding of how the board composition determines the export competitiveness from the point
of view of firms operating in an emerging country such as Turkey. Moreover, this research investigates
this relationship at objective export performance dimensions using primary data set from listed and
non-listed export firms.
Practical implications – The current study offered in-depth information to multinational companies
that aim to gain a competitive exporting advantage in Turkey. Further, the results of this study give
managers an opportunity to see the reasons behind the success of the exporting firms from the point of
view of corporate governance mechanism.
Originality/value – In this paper, the authors contribute to this recent stream of research providing
evidence on the effects of governance mechanism on the export performance from the point of view of
emerging countries. Building on agency theory but taking into account emerging market settings and
institutional differences, and international management, the authors provide a new framework that
models the linkages between board composition and export performance. This work helps us to gain a
deeper understanding of how board dynamics contribute to the internalization of firms. Research in this
area has been sparse, although some studies have linked governance with export intensity. In this effort,
the authors differentiate from previous studies in several ways.
Keywords Internationalization, Export performance, Board composition, Board size, CEO duality
Paper type Research paper

Current study is devoted to provide empirical evidence about the relationship between two constructs, ecommerce adoption and small and medium enterprises (SMEs) export performance. Primary question of this research is how e-commerce can help SMEs to reduce the impacts of export barriers and improve their export performance. The structured questionnaire of the study was applied to SMEs managers and export decision makers from Iranian SMEs, and 114 usable responses were gathered for data analyses. Findings from statistical analyses showed that e-commerce adoption could help SMEs from developing countries to contact with customer easily, be more competitive in foreign markets, coping with regulations of the host country, and efficiently manage the foreign exchange fluctuations as the most important challenges for SMEs in developing countries. SMEs managers should consider e-commerce as a facilitator in initial steps of going international if they want to play an active role in the global market.

La performance à l’export de la PME suscite un intérêt croissant en marketing d’exportation. Les travaux récents intègrent diverses dimensions internes considérées comme cruciales pour la réussite des PME des PME à l’export. La présente recherche intègre, dans un modèle conceptuel et analyse au moyen d’une modélisation par équations structurelles, l’impact des caractéristiques de la PME sur la stratégie marketing et la performance à l’export telles que perçues par ses dirigeants. Les résultats montrent l’absence d’effet des avantages organisationnels, des obstacles internes et de l'âge de l'entreprise sur l'adaptation de l'adaptation de la stratégie marketing. Les avantages technologiques ont par contre un effet positif sur l’adaptation de la stratégie marketing qui agit sur la performance à l’export.

More and more countries are turning to export promotion as an effective strategy for development. If creative activity facilitates exports, then, in order to enhance exports, it may be worthwhile for a country to focus at least a portion of its energy toward establishing a favorable environment for creativity. This paper hypothesizes that there is a positive relationship between a country's export performance and a country's creative activity. It uses simple cross-country regression analysis to test whether creativity and its four components, innovation, technology, technology transfer, and business startups, have any impact on the total value of a country's exports and on the composition of a country's exports.

Despite the wide acceptance of the performance benefits of intangible assets, like knowledge, skills, expertise and networks on the overall firm performance, very little is known about the real impact of the intangible resources on firms' export orientation and export performance. This paper provides a conceptual framework for understanding the direct and indirect impact of intangible resources on the export orientation and subsequently exports performance of the small and medium sized enterprises (SMEs). This paper draws on contemporary internationalization theories such as resource based view, and dynamic capabilities perspective with the conventional internationalization theories such as the international stage theory in the background. This paper conceptualizes direct role of dynamic capabilities on a number of firm, and management related components, that have a direct or indirect impact on firms' export orientation and export performance. This provides a new direction for future scholars and practitioners of the field.

The research paper provides an understanding of influence of entrepreneurial orientation on export performance of Small Medium-Sized Enterprises (SMEs) in Kuala Lumpur, Malaysia.
Background of the study presents an overview of SMEs in Malaysia especially in Kuala Lumpur. Moreover, there is an evaluation of Malaysia’s SMEs and export performance. Furthermore, the concept of entrepreneurial orientation is widely discussed in this research paper.
Observation of literature review as well as methodology examines the particular topic in detailed perspective. Furthermore, data analysis and presentation elaborates the subject of particular study.
Research findings present the outcomes of three main variables of entrepreneurial orientation such as innovativeness, proactiveness, and risk taking in relation to export performance of SMEs.
Eventually, conclusion and recommendations are provided in order to recapitulate and offer some suggestions relating to export performance and entrepreneurial orientation of SMEs.

This paper employs organizational learning theory to examine the short-term effect of past export performance, and internal (management) and external (market) forces on marketing strategy adaptation and current export performance. Results from a survey of over 500 export managers indicate that current-period performance improvement (in terms of performance achievement, export intensity, and performance satisfaction in the current year) is influenced by the firm's commitment to exporting. Further, the authors found that while performance satisfaction feeds performance improvement in the following year, both the previous year's export intensity and export performance achievement produce a negative impact on current-period performance improvement. More importantly, the level of development in the export market facilitates marketing strategy adaptation in the short term, as does export intensity in the previous year. However, satisfaction with previousyear performance negatively influences the degree of distribution adaptation. Implications for international business researchers and practitioners are also discussed.

© 2001, Research Paper #1700 Graduate School of Business Stanford University ... Export Assistance, Price Adaptation to the Foreign Market, and Annual Export Performance Improvement: A Structural Model Examination* ... Luis Filipe Lages and David B. ...

More and more countries are turning to export promotion as an effective strategy for development. If creative activity facilitates exports, then, in order to enhance exports, it may be worthwhile for a country to focus at least a portion of its energy toward establishing a favorable environment for creativity. This paper hypothesizes that there is a positive relationship between a country's export performance and a country's creative activity. It uses simple cross-country regression analysis to test whether creativity and its four components, innovation, technology, technology transfer, and business startups, have any impact on the total value of a country's exports and on the composition of a country's exports.

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Bu çalışmanın amacı, Türkiye'deki ihracatçı işletmelerin uluslararası girişimciliği ile ihracat pazar performansları arasındaki ilişkiyi incelemektir. Bu amaçla, araştırma "işletmelerin ihracat pazarlarındaki başarıları ile uluslararası girişimcilik özellikleri ilişkili midir?" ve "uluslararasılaşma düzeyi ihracat pazar performansını farklılaştıran bir unsur mudur?" sorularına cevap aranmaktadır. Uluslararası girişimcilik kavramının kaynak temelli yaklaşım çerçevesinde ele alındığı araştırmanın, gözlemlenen işletmelerin Türkiye'deki herhangi bir coğrafi bölge veya sektöre bağımlı olmaması dolayısıyla, tasarım açısından özgün değer taşıdığı düşünülmektedir. Uluslararası pazarlarda faaliyet gösteren işletmelerin yönetsel meselelerine ışık tutacağı beklenen çalışmada, temel olarak yurtdışı pazarlara dönük girişimciliğe dair yönelim ve davranışların, ihracat performansına olumlu etkisi olduğu işaret edilmekte; uluslararasılaşma düzeyi yüksek işletmeler ile henüz bu düzeye erişmemiş işletmeler arasında ihracat pazar performansı açısından anlamlı farklılık olduğu gösterilmektedir.

Export performance is today one of the most widely used measures of a company’s success, due to the globalization and market liberalization processes. The rather bad export performance of Croatian exporters can be explained by a number of factors, one of which is assumed to be the low level of risk taking propensity, which is one of the three major dimensions of entrepreneurial behavior. The aim of this paper is to analyze company age, size and type of business as determinants of risk taking propensity in Croatian exporting companies. Cluster analysis based on four variable criteria was used in order to determine risk and non-risk takers’ clusters and analyze the significant differences between them in relation to their export performance. The paper is based on research of 88 Croatian exporters.

In this paper, we attempt to further develop an international resource-based view of small and mediumsized enterprises (SMEs) by examining the effectiveness of a set of export promotion services. Specifically, we investigate the impact of US state-sponsored export promotion activities on the international marketing efforts of small to medium-sized enterprises. We hypothesize and find that, even after controlling for internal firm resources, the use of trade shows and programs identifying agents and distributors contribute positively to SME satisfaction with export performance. Managerial implications are discussed. q

The purpose of the study is to analyse the joint impact of external factors of small and medium-sized enterprises (SMEs), such as export promotion programmes (EPPs), which encompass trade mobility-, information-, education-, and training-related programmes, and internal factors of SMEs, which encompass export-related resources, preceding-year export performance, and its impact on current-period export performance. The study tests their relationship with structural equation modelling using a random sample of 95 exporting SMEs in an emerging economy, Peru. The results indicate that experiential knowledge provided by trade mobility-related programmes and export performance of the preceding year positively influence the resources of SMEs oriented towards export activity as well as current export performance. Moreover, the results highlight the need to review the efficacy and design of EPPs, acknowledging the available resources of SMEs as well as the internationalisation theories of the firm, in order to enhance their influence on the international development and export performance of SMEs. Finally, the study has extended the knowledge about emerging economies by showing the role EPPs play in SMEs' export performance. JEL codes F23 · L38 · M16 Acknowledgements We would like to thank Carlos Carrillo C. and Jean Pierre Bolaños for their support in the development of this study. Also, special thanks to the guest editors of this special issue, Alain Fayolle, Francisco Liñán and Justin Paul and the two anonymous reviewers who made helpful and valuable comments to greatly improve the quality this paper.

Boycott of the Iran's petroleum industry alongside vast challenges provided suitable opportunity in attempting for releasing from oneproduct based economy and move towards non-petroleum exports. Designing suitable marketing strategy is highly vital for the success in this arena. In this study, we have considered the influence of mixed marketing strategies on the food industry export performance based on Lee and Griffith (2004)'s model. For gathering data we use a descriptive method from correlation type. Required data has been gathered through questionnaire among 105 superior food export producer companies at 2009 and analyzed by using structural equation technique (confirmed factor analyze). The Results of this study show that all factors of the mixed marketing strategy have the meaningful effect on export performance. Meanwhile, production has highest effect and export channel has lowest effect on the export performance.

What are the major determinants of export performance? Does the importance of these determinants vary with export performance itself? Using quantile regression techniques this study investigates the contribution towards the performance of the external sector of linkages to international markets relative to internal supply-side conditions. Results indicate that, while trade barriers continue to be of concern, poor supply-side conditions have often been the more important constraint on export performance in various regions, in particular in Africa and the Middle East, despite a generalized deepening of international trade integration. Beside strong linkages to international markets, good transport infrastructures, macroeconomic soundness and good quality institutions appear to be major determinants in the development process of the external sector.

... focus on formal cooperation and virtually ignore informal cooperation and its role in knowledge ... In the literature, terms such as collaborative/cooperative arrangements, clusters/networks, and strategic ... However, the general consensus is that cooperation is a process by which ...

This study adopts the RBV of the firm in order to identify critical advantage-generating resources and capabilities with strong positive export strategy and performance implications. The proposed export performance model is tested using a structural equation modelling approach on a sample of 356 British exporters. We examine the individual as well as the concurrent (simultaneous) direct and indirect effects of five resource bundles on export performance. We find that four resources/capabilities: managerial, knowledge, planning, and technology, have a significant positive direct effect on export performance, while relational and physical resources exhibited no unique positive effect. We also find that the firm's export strategy mediates the resource–performance nexus in the case of managerial and knowledge-based resources. The theoretical and methodological grounding of this study contributes to the advancement of export related research by providing better specification of the nature of the effects – direct or indirect – of particular resource factors on export performance.

Although the literature has already begun to look at the relationship between pursuing an environmental strategy and undertaking export activities, studies so far have focused on large multinationals rather than on small-and medium-sized enterprises (SMEs). Yet SMEs account for around half of the GDP in both the US and the EU, and are responsible worldwide for 60% of carbon emissions. Moreover, the literature until now has paid very little attention to the influence that uncertainty has on the relationship between international trade and environmental strategies.

This study aims to provide explanation about barriers which faced with engineering service companies of developing countries. The qualitative explanatory approach adopted as the research strategy. The findings show that six factors, including strong international competition, quality standards, corporate image, business associated risk, lack of government assistance and shortage of working capital are the most important barriers of the engineering service exporting. Strategic alliance and a clear defined export strategy are the main suggestions for engineering service companies to eliminate the stated barriers.

In this research, the authors extend a contingency perspective of international marketing in an exporting context by considering how internal and external forces of the firm explain adaptation of the marketing mix in export markets. The impact of marketing strategy adaptation and past performance satisfaction on current period satisfaction with performance is also considered. A survey of over 500 export

Despite the recent increase in'born-global'studies, there has been little research on how the scale and scope of being a born-global firm affects performance: most of the earlier research takes no account either the number of or the distances between the countries on firm or ...

Multi-country studies are sparse in the international marketing literature. In this investigation, we develop and empirically test a model of the antecedents of product adaptation strategy and export performance using data collected from 239, 205, and 145 managers in the United States, Korea, and Japan, respectively. Our model incorporates internal and external firm factors as antecedents to export performance, with product adaptation strategy as a key mediating variable. The results show that product adaptation strategy is positively associated with export performance in all three countries. In addition, export dependence, which has received relatively little attention in the literature, is an important antecedent of product adaptation strategy. The similarity between the home and target market generally is considered an important factor in choice of export market, but its relationship with product adaptation strategy and export performance varies across the three countries.

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Third-party logistics (3PL) services have experienced unprecedented growth. However, we are not aware of any study that explores the relationships among logistics outsourcing, competitive advantage, and business performance. We study the mediating role of logistics outsourcing as a strategy to develop firms' capabilities in the strategy-performance relationship. Drawing on the resource-based view (RBV) of the firm, we develop a research model grounded in the outsourcing-competitive advantageperformance paradigm. We apply structural equation modeling to empirically test the model using data collected from 150 exporters in Hong Kong and the Pearl River Delta region of China. The results show that there are positive relationships among exporters' strategic orientation towards third-party logistics (3PL) providers, 3PL providers' basic and augmented capabilities, exporters' competitive advantage, and exporters' export performance. We also find that 3PL providers' augmented capabilities and exporters' competitive advantage are strong mediators, supporting the theorized model underpinned by RBV.

Purpose -The purpose of this paper is to use the resource-based view (RBV) to analyze the influence of the resources available for the export activity (deriving from the firm's size, experience and structure) and the international marketing strategy on export performance. Design/methodology/approach -A sample of Spanish companies is analyzed using logit modeling. Findings -The results show that the resources available are essential antecedents of the type of export strategy chosen by the firm to compete in international markets and of its export performance. Likewise, although the international expansion strategy adopted does not affect export performance, the decision about whether to standardize or adapt the marketing-mix elements does have an impact. Originality/value -The paper tries to solve the problem arising from the contradictory results on the effect of export performance antecedents using the RBV as theoretical foundation. With that purpose, the authors analyze jointly the factors proposed as potential determinants in this research.

This paper models the determinants of exporting (both export propensity and export intensity), with a particular emphasis on the importance of absorptive capacity and the endogenous link between exporting and R&D. Based on a merged dataset of the 2001 Community Innovation Survey and the 2000 Annual Respondents Database for the UK, our results suggest that alongside other factors, undertaking R&D activities and having greater absorptive capacity (for scientific knowledge, co-operation with international organisations, and organisational structure and HRM practices) significantly reduce entry barriers into export markets, having controlled for selfselectivity into exporting and the endogenous link between exporting and R&D. Nevertheless, conditional on entry, only greater absorptive capacity (for scientific knowledge) seems to further boost export performance in international markets, whereas spending on R&D no longer has an impact on exporting behaviour once we have taken into account its endogenous nature. JEL codes: L25; R11; R38

Mauritius is an outlier in Sub-Saharan Africa for its impressive manufactured export performance based on garments since the adoption of market-oriented policies in the early 1980s. Little, however, is known about the role played by internal technological factors on the exporting behaviour of enterprises of different size classes in the Mauritian garment industry. Using recent methodological developments in the literature on industrial technological capabilities, this paper explores this issue by constructing a technology index and conducting econometric analysis on factors affecting enterprise-level technological development and export performance in a sample of Mauritian garment enterprises. The econometric results show that firm size, technical manpower, training expenditures and external technical assistance are positively related to the technology index. This confirms that investments in human capital and seeking information, both facilitated by size, improve technological performance. This is strengthened by the fact that the technology index and foreign ownership have positive and statistically significant effects on export performance of each firm. The technology index is a robust tool of empirical research and can be used to analyse the technological record of enterprises in adjusting developing countries. 7 7