Resources, capabilities and export performance: multidimensional evidence of Chile

2014 ◽  
Vol 27 (1) ◽  
pp. 108-137 ◽  
Author(s):  
Juan Rock ◽  
Sadrudin A. Ahmed
Keyword(s):  
Performance Measures ◽  
Strategic Alliances ◽  
Export Performance ◽  
South American ◽  
Foreign Markets ◽  
Export Intensity ◽  
Content Type ◽  
Executive Staff ◽  
Strong Relation ◽  
Overseas Education

Purpose The purpose of this paper is to study the relation between to export performance measures; growth exports and export intensity with the resources, capabilities and characteristics of the firms as factors determining its success. Design/methodology/approach The study used a questionnaire, answered by 133 firms from a random sample of 480 Chilean firms. Findings The two performance measures of the study, export intensity and growth of the exports resulted equally predictive of the export success, but with a different set of variables. The export growth was strongly related with the firms that had recently started, that have executive staff with an overseas education and a long term commitment to export, did research and development, followed market developing strategies and strategic alliances. The export intensity shows a strong relation with smaller firms, more experienced and involved in foreign markets. The successful companies in the foreign markets are very opportune and flexible in satisfying the needs of their clients and innovate their products. Research limitations The biggest limitation of this research is that it was conducted only in one South American country with a limited sample size. Originality/value Smaller firms require support from the State, to finance market studies, to access international fairs and financial sources. The findings are innovative for the export management in developing countries, intensive in natural resources, especially those of small size such as the case of Chile. Propósito Estudiar la relación entre dos medidas del desempeño exportador, crecimiento de exportaciones e intensidad de exportaciones, con los recursos, capacidades y características de la firma como factores determinantes de su éxito. Diseño/metodología/enfoque Un estudio basado en un cuestionario, respondido por 133 firmas de una muestra aleatoria de 480 firmas chilenas, representativa de las firmas exportadoras, seleccionadas aleatoriamente. Hallazgos Las dos medidas de desempeño exportador del estudio, intensidad de exportaciones y crecimiento de las exportaciones resultaron igualmente predictivas del éxito exportador, pero con diferentes conjuntos de variables predictivas. Limitaciones de la investigación/implicaciones La mayor limitante de esta investigación es que fue realizada en sólo un país de Sudamérica con un tamaño de muestra algo limitado. Implicaciones prácticas El crecimiento de exportaciones estuvo fuertemente relacionado con las firmas que se iniciaron recientemente, que poseen personal ejecutivo educado en el extranjero y un compromiso de largo plazo a exportar, realizan investigación y desarrollo, siguen estrategias de desarrollo de mercados. La intensidad de exportación expresa una relación fuerte con las firmas más pequeñas, más experimentadas e involucradas en los mercados extranjeros. Las compañías exitosas en los mercados de exportación son muy oportunas y flexibles en satisfacer las necesidades de sus clientes, innovan en sus productos y siguen estrategias de alianzas cooperativas y redes. Implicaciones socials Los gobiernos deberían apoyar a las firmas pequeñas, financiando estudios de mercado, apoyando su acceso a ferias internacionales y financiamiento. Originalidad/valor Los hallazgos son originales para la gestión de exportaciones en países en desarrollo, intensivos en recursos naturales, especialmente aquéllos de un pequeño tamaño, como Chile.

The impact of cognitive and behavioral factors on the export performance: a dynamic capabilities perspective

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Piotr Wójcik ◽  
Mariola Ciszewska-Mlinarič
Keyword(s):  
Dynamic Capabilities ◽  
Positive Impact ◽  
Export Performance ◽  
Organizational Level ◽  
Foreign Markets ◽  
Content Type ◽  
Exporting Firms ◽  
Individual Level ◽  
Multi Level ◽  
Mind Set

Purpose The purpose of this study is to explore how individual-level cognitive and organizational-level behavioral factors influence the level of firms’ export performance as firms adapt to the challenges of foreign expansion. Design/methodology/approach Based on the literature on dynamic capabilities (DCs) and international business, the study introduces a multi-level model of DC to internationalize and test it empirically on a sample of 93 Polish exporting firms using structural equation modeling. Findings The results show a strong and positive impact of the “strategy as stretch” managerial mind-set on two behavioral elements, namely, business modeling and partnering capability. Global mind-set has a strong and positive impact on business modeling and learning about foreign markets and a negative but insignificant effect on partnering capability. Only two of the three behavioral elements of the conceptualized DC have significant and positive impacts on export performance. In contrast to the expectations, the direct path coefficient from learning about foreign markets to export performance was found to be positive but insignificant. Originality/value This study contributes to the literature by offering a coherent, multi-level framework of DCs. The study goes beyond previous conceptualizations of DCs and considers various individual-level cognitive and organizational-level behavioral elements of DC for the internationalization of exporting firms. In particular, this study shows the interplay between them and their combined impact on export performance.

Human capital and export performance in the Spanish manufacturing firms

2020 ◽  
Vol 15 (1) ◽  
pp. 99-119 ◽  
Author(s):  
José López Rodríguez ◽  
Bill Serrano Orellana
Keyword(s):  
Human Capital ◽  
Design Methodology ◽  
Export Performance ◽  
Theoretical Background ◽  
Manufacturing Firms ◽  
Export Intensity ◽  
Resource Based View ◽  
Content Type ◽  
Specific Human Capital ◽  
General Human Capital

Purpose The purpose of this paper is to investigate the effects of firms’ general and specific human capital on the export propensity and intensity. Design/methodology/approach The resource-based view of the firm provides the theoretical background to examine export performance. Empirical analysis is carried out using a national representative sample of Spanish manufacturing firms and employing Logit and Tobit models. Export performance is evaluated in a dual way, as export propensity and export intensity. In relation to human capital a distinction is made between general and specific human capital. Findings The results shown that differences exist in the effect of general and specific human capital. While the firms’ general human capital (education of the firm’s employees) affects both export propensity and intensity, only some dimensions of specific human capital (employees’ experience at the workplace) affects export propensity and intensity but no the employees’ training. Moreover, the firms’ general human capital generates greater changes than the effect of specific human capital on the export behavior. Originality/value This paper extends a line of research underexplored in the literature by analyzing the effect of organizational human capital on the firm’s export performance; moreover, it is the first study for Spanish manufacturing firms; the distinction between general and specific human capital enhances our comprehension of the human capital as a determinant of export performance. In relation to the specific human capital, besides training, we add a new variable related to experience at the workplace.

Public policy makers

2015 ◽  
Vol 6 (1) ◽  
pp. 55-71 ◽  
Author(s):  
Gloria Sraha
Keyword(s):  
Public Policy ◽  
Export Performance ◽  
Value Added ◽  
Developed Countries ◽  
Foreign Markets ◽  
Policy Makers ◽  
Content Type ◽  
Entrepreneurial Development ◽  
The Impact ◽  
Export Assistance

Purpose – Although there is great deal of research on export assistance programmes in developed countries, studies on developing countries in Africa has received scant attention in the literature. Lack of detailed information in many developing African countries makes it difficult to assess the effect of export promotion programmes (EPPs) on the firm’s export performance in foreign markets. The purpose of this paper is to explore entrepreneurial development in the value-added export sector of Ghana and screen EPPs provided by public policy makers to examine the impact of these programmes on export performance of Ghanaian firms in foreign markets. Design/methodology/approach – A conceptual/exploratory paper is developed with discussion. Findings – The paper suggests that the ability of exporters to enhance their performance is driven by the usage of outside market access, export development/training and information related export assistance programmes offered by public policy makers. Utilisation of EPPs builds experiential knowledge which serves as a source of competitive advantage for exporters to implement effective marketing mix strategies to enhance performance. Practical implications – The study underscores the specific EPPs export managers can utilise to enhance performance and improve their international marketing strategy in foreign markets. Public policy makers need to work together with exporters to incorporate and develop programmes to suit the idiosyncrasies of foreign markets and boost the growth of value-added exports. Originality/value – The study explores past literature to screen and evaluate the effect of EPPs and entrepreneurial development to boost export growth in Ghana – Sub-Sahara Africa.

International strategy for SMEs: criteria for foreign markets and entry modes selection

2014 ◽  
Vol 21 (2) ◽  
pp. 301-312 ◽  
Author(s):  
Fabio Musso ◽  
Barbara Francioni
Keyword(s):  
Design Methodology ◽  
Mode Selection ◽  
Entry Mode ◽  
Foreign Market ◽  
International Strategy ◽  
Entry Modes ◽  
Market Selection ◽  
Foreign Markets ◽  
Content Type ◽  
Strong Relation

Purpose – The purpose of this paper is to examine the internationalization of small- and medium-sized enterprises (SMEs) in regard to the international market selection (IMS) and entry mode selection (EMS) processes. Design/methodology/approach – To achieve this, an examination of the degree of systematic/active behaviour during IMS and EMS on a sample of 221 SMEs was conducted. Moreover, the paper sought to comprehend whether SMEs select foreign market and entry mode in a separate and sequential way, and whether there is a relationship between the sequentiality of IMS and EMS, on one side, and SME behaviour during these two processes, on the other side. Findings – Results revealed that SMEs have a non-systematic and passive behaviour during IMS and EMS, respectively. Moreover, a high predilection in performing the two processes contemporaneously or without any logic was found. Finally, a strong relation between sequentiality of IMS and EMS and degree of systematic and active behaviour during the processes existed. Originality/value – In this study, using a sample of SMEs located in a region of Italy, SME behaviour in the IMS and entry mode choice processes was tested.

SOURCES OF FINANCE AND EXPORT PERFORMANCE: EVIDENCE FROM THAI MANUFACTURING SMEs

2018 ◽  
Vol 63 (01) ◽  
pp. 83-109 ◽  
Author(s):  
YOT AMORNKITVIKAI ◽  
CHARLES HARVIE
Keyword(s):  
Export Performance ◽  
Manufacturing Firms ◽  
Innovation Activity ◽  
Key Factors ◽  
Foreign Markets ◽  
Export Intensity ◽  
Manufacturing Firm ◽  
Manufacturing Enterprises ◽  
Export Activity ◽  
Trade Promotion

This study emphasizes the contribution of sources of finance to the export participation and export intensity of Thai manufacturing small and medium-sized enterprises (SMEs) and manufacturing firms in aggregate. It also elaborates on other key factors contributing to SME manufacturing firm export activity. The empirical results presented confirm that the Export–Import Bank of Thailand (EXIM Bank) and the Department of International Trade Promotion (DITP) both play a significant role in enhancing Thai SME and all manufacturing firm export participation and export intensity. Local and foreign commercial banks, however, are not found to have a significant correlation with their export participation and export intensity. In addition, SMEs and all manufacturing firms receiving funds from friends and family are found to participate less in foreign markets compared to those SMEs and all manufacturing firms in aggregate which do not receive any funds from their friends and family. With respect to the importance of type of ownership for export activity, foreign ownership can help promote the export participation and intensity of Thai manufacturing SMEs and all manufacturing enterprises. Technological innovation activity also helps them to participate in foreign markets. The empirical evidence also points out that financial institutions in Thailand remain reliant on collateral-based lending and financial transparency. A key finding from this paper is that manufacturing SMEs are likely to perform worse in terms of export participation, export intensity, and access to finance compared to large manufacturing enterprises.

scholarly journals The influence on export performance of performance ambiguity among foreign sales agents

2020 ◽  
Vol 32 (2) ◽  
pp. 277-296
Author(s):  
Tore Mysen ◽  
Bård Tronvoll
Keyword(s):  
Structural Equation ◽  
Export Performance ◽  
Equation Modeling ◽  
Opportunistic Behavior ◽  
Foreign Markets ◽  
Content Type ◽  
Evaluation Problem ◽  
Sales Agent ◽  
Sales Agents ◽  
The Relationship

Purpose This paper aims to examine the extent to which exporter difficulties in evaluating foreign sales agent performance affect export performance, either directly or as mediated by opportunism. Design/methodology/approach In developing the hypotheses, the study integrates transaction cost theory and principal-agent theory. The proposed relationships between the constructs (performance ambiguity, opportunism, and export performance) are examined for a multi-industry sample of Norwegian exporters in their dealings with foreign sales agents. A survey of 410 qualified key informants yielded 101 usable questionnaires – a response rate of 24.6%. Structural equation modeling is used for data analysis and hypothesis testing. Findings The analysis finds support for the hypothesis that sales agent performance ambiguity relates negatively to export performance. While performance ambiguity is positively related to sales agent opportunistic behavior, opportunism does not significantly influence export performance. It seems that the adaptation costs created by the evaluation problem are of greater importance in reducing export performance than the costs created by opportunistic behavior. Research limitations/implications In focusing on the core dimensions of sales agent performance in foreign markets, other factors influencing export performance are not included. The fact that small Norwegian firms dominate the sample, further limits application and generalization of the findings. Hence, results should be interpreted with caution and the study considered as investigative. Nevertheless, the results indicate to export managers and theory potentially deteriorating dimensions in the relationship between exporter and foreign independent sales agent. Originality/value To the best of the authors’ knowledge, this study is the first to examine how performance ambiguity and opportunistic behavior among foreign sales agents affect export performance. By concentrating on basic deteriorating dimensions, the study adds to the few that focus on inhibiting drivers of exporter – foreign–sales–agent relationships.

Export promotion programmes and the export performance of Ghanaian firms

2018 ◽  
Vol 35 (4) ◽  
pp. 661-682 ◽  
Author(s):  
Revti Raman Sharma ◽  
Gloria Sraha ◽  
Dave Crick
Keyword(s):  
Export Performance ◽  
Foreign Market ◽  
Export Promotion ◽  
Foreign Markets ◽  
Mediation Effects ◽  
Content Type ◽  
Exporting Firms ◽  
Mediating Role ◽  
Sub Saharan ◽  
Indirect Relationship

Purpose The purpose of this paper is to examine the mediating role of foreign market attractiveness on the association between export promotion programmes (EPPs) and export performance in the context of Ghanaian firms. In addition to understanding how EPPs help enhance the attractiveness of the foreign markets and thus export performance, the study contributes to the under-developed export performance literature regarding Sub-Saharan African (SSA) firms. Design/methodology/approach A mixed method approach is utilised. In the first instance quantitative analysis is undertaken on 116 Ghanaian firms via data collected using the drop and pick method. Qualitative data involving interviews with 18 managers of exporting firms are then reported upon. Findings The study finds full mediation effects for foreign market attractiveness. This suggests that EPPs can enhance export performance via the intervening variable of foreign market attractiveness. Specifically, EPPs should be considered as a resource in managers’ ability to develop capabilities in exporting, but need to be considered in the context of other intervening factors such as perceived foreign market attractiveness. Originality/value The literature regarding EPPs and export performance mostly overlook any link between EPPs and other determinants of export performance towards establishing an indirect relationship between the constructs. The study fills this important gap; in particular, in respect of SSA firms and specifically in the context of Ghana.

Intensity and diversity of internationalization among small and medium-sized exporters in China

2016 ◽  
Vol 24 (3) ◽  
pp. 229-248 ◽  
Author(s):  
Lancy Mac ◽  
Felicitas Evangelista
Keyword(s):  
Export Performance ◽  
Interactive Effect ◽  
Emerging Economy ◽  
International Expansion ◽  
Export Intensity ◽  
Convenience Sample ◽  
Content Type ◽  
External Agents ◽  
Resources And Capabilities ◽  
Positive Effect

Purpose This study aims to gauge the interactive effect of export intensity and diversity on export performance among exporters in an emerging economy and explore the moderating effect of export intermediaries on the internationalization–export performance relationship. Design/methodology/approach A survey was undertaken among a convenience sample of small and medium exporters located in Guangdong and Fujian Provinces in South China. Findings The results show that intensity and diversity interact negatively with export performance, whereas the use of export agents registered a positive effect. Exporters pursuing a strategy of high export intensity will achieve better performance provided that these exports are concentrated in a few countries. Using export agents can help in enhancing the intensity–performance relationship but not that for diversity–performance. Practical implications Chinese exporters are advised not to blindly pursue international expansion without regard to their own resources and capabilities. They should try to strike a balance between intensity and diversity and employ external agents when needed. Originality/value This research seeks to address the void in the literature on how export intensity and diversity should be balanced to create a positive effect on the performance of exporting ventures in an emerging economy, which is under-addressed in the literature. It is also found that employment of export intermediaries is not always good for export performance.

Performance enhancement in international markets

2019 ◽  
Vol 36 (1) ◽  
pp. 30-32
Keyword(s):  
Performance Enhancement ◽  
Export Performance ◽  
International Markets ◽  
Three Dimensions ◽  
Strategic Decision ◽  
Foreign Markets ◽  
Content Type ◽  
Sales Strategy ◽  
Pertinent Information ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies 10. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Obtaining key intelligence about targeted foreign markets and subsequently disseminating this information across different functions permits an organization to create an effective export sales strategy (ESS) and boost export performance as a result. And by using the acquired knowledge to address the three dimensions of ESS, effectiveness of strategic decision-making can be increased. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

scholarly journals Investigating international strategic brand management and export performance outcomes in the B2B context

2019 ◽  
Vol 37 (1) ◽  
pp. 98-129
Author(s):  
Keith Pyper ◽  
Anne Marie Doherty ◽  
Spiros Gounaris ◽  
Alan Wilson
Keyword(s):  
Brand Management ◽  
Export Performance ◽  
Performance Outcomes ◽  
Financial Resources ◽  
Foreign Markets ◽  
Firm Level ◽  
Content Type ◽  
Marketing Planning ◽  
Business Customers ◽  
International Branding

Purpose Drawing on Resource-based Theory, the purpose of this paper is to empirically examine the effect of International Strategic Brand Management (SBM) on export performance within the Business-to-Business (B2B) context. To be able to purposely assess the relationship, this paper also sets out to discover what antecedent international resources, (financial resources) and international capabilities (market information, branding and marketing planning) contribute to the ability of B2B exporters to effectively manage their brands abroad. Design/methodology/approach A mixed method firm-level approach was employed. First, a qualitative study of 34 in-depth interviews explored the focal inter-relationships and constructs identified within the literature. A survey of 208 successful UK exporters was then conducted and the results were analysed using structured equation modelling. Findings The results confirm that certain marketing capabilities (branding and marketing planning) are advantageous antecedents to the employment of effective SBM in foreign markets which, in turn, leads to increased financial and market performance internationally. Practical implications This paper outlines practical brand management considerations managers need to account for to achieve effective exporting. Practitioners are advised to prioritise the development of robust international branding and marketing planning capabilities which can enable them to exploit their limited financial resources for optimal benefits. Furthermore, by developing these capabilities, firms can focus on the essence of their brand and communicate their brand image through the effective strategic management of their brand to business customers, evoking positive brand associations, enhanced perceived brand value and the achievement of increased export performance. Originality/value This paper is the first to focus on international SBM as the deterministic factor leading to improved B2B export performance. An innovative framework is offered which positions the pivotal role of International SBM as the central focus. The construct for international branding capabilities is extended specifically for use in the B2B domain.

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