Purpose




The purpose of this paper is to synthesize and evaluate recent studies on determinants of export performance.




Design/methodology/approach




Using a vote-counting technique this paper reviews 124 papers published between 2006 and 2014 to assess the determinants of export performance.




Findings




The results indicate that significant progress has been made during these nine years and that: numerous new determinants are identified, data quality and statistical biases have received considerable attention, and interaction and indirect relationships are considered. However, at the same time, the research of export performance is still limited by a lack of synthetic theoretical basis, inconsistent empirical test results, and insufficiency in the research framework and statistical methodologies.




Originality/value




Export performance has received increasing attention over recent decades, but the area is still characterized by fragmentation and diversity hindering theoretical and practical development. This paper integrates the findings of recent studies on export performance and provides further discussion from both theoretical and methodological aspects, and points out the directions for future research.

/pdf/the-determinants-of-export-performance-a-review-of-the-4ts8fb4yuc.pdf

The determinants of export performance: a review of the literature 2006-2014

Environmentally friendly export business strategy: Its determinants and effects on competitive advantage and performance

Despite the growing global importance of sustainability issues, scant research has examined marketing strategy sustainability issues in international settings. Although significant prior work has examined drivers and performance consequences of adaptation/standardization of marketing strategies in international markets, researchers have yet to apply this avenue of inquiry to sustainable marketing strategies. Building on contingency theory and the concept of strategic fit, the authors develop a model of drivers of sustainable export marketing strategy adaptation and explore the circumstances under which such a strategy affects export performance. Using a sample of U.K. exporters, they find that various macro- and microenvironmental factors are responsible for sustainable export marketing strategy adaptation, which shapes the nature of sustainable export marketing strategy fit and its export venture performance outcomes. The results indicate that sustainable export marketing strategy adaptation is the outcome of the differences between home and export markets in terms of economic and technological conditions, competitive intensity, customer characteristics, and stakeholder pressures. Moreover, the performance relevance of sustainable export marketing strategy adaptation requires adequate fit with these macro- and microenvironmental factors.

/pdf/sustainable-export-marketing-strategy-fit-and-performance-46fvvs4l1o.pdf

Sustainable Export Marketing Strategy Fit and Performance

Companies in emerging markets have found that exporting is the most popular mode of entry in international business. However, popularity does not necessarily equate to successful export performance...

Export market orientation, marketing capabilities and export performance of SMEs in an emerging market: a resource-based approach

Exporting enables organizations to diversify risk and generate multiple income streams. In turn, the ability to make good export decisions is purported to be a main determinant of performance. Although substantive export decisions are well researched, little is known about how export decisions should be made in practice and whether different decision-making approaches should be combined. This study addresses this gap using decision theory; the authors assess the interaction of planning and improvisation and examine the impact of these approaches on export responsiveness and export performance. They develop a conceptual model through exploratory research and test it through structural equation modeling. The authors seek insights into the results through post hoc in-depth interviews and conclude that improvisation has multiple dimensions (spontaneity, creativity, and action orientation) and that there is no one “best way” for export managers to make decisions. Furthermore, export planning can enhan...

/pdf/does-improvisation-help-or-hinder-planning-in-determining-2krgslel0k.pdf

Does Improvisation Help or Hinder Planning in Determining Export Success? Decision Theory Applied to Exporting

In recent years, export segmentation effectiveness has attracted increasing attention in academic literature. The current study acknowledges this construct's ability to capture the proximal outcomes of export segmentation efforts and contributes to the literature by investigating its key drivers and link to export performance. The results identify export segmentation commitment, export segmentation strategy, and number of segmentation bases used as the key drivers of export segmentation effectiveness. A segments-within-countries strategy proves the most promising choice because it affects all export segmentation dimensions, which, with the exception of cost reduction, are significantly linked to customer satisfaction, strategic export performance, and, ultimately, financial export performance. The findings also provide support for the sequential segmentation → targeting → positioning process and highlight the importance of managerial commitment to export segmentation when facing heterogeneous mar...

Drivers of Export Segmentation Effectiveness and Their Impact on Export Performance

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Drivers of Export Segmentation Effectiveness and Their Impact on Export Performance