scholarly journals The contributing factors towards SMEs’ export performance: A mediating role of export market orientation

2019 ◽  
Vol 6 (1) ◽  
pp. 17-52
Author(s):  
Muhammad imran ◽  
Azelin Aziz ◽  
Siti Noraysikin ◽  
Abdul Hameed
Keyword(s):  
Market Orientation ◽  
Export Performance ◽  
Export Market ◽  
Contributing Factors ◽  
Mediating Role

Impact of export market orientation on export performance

2014 ◽  
Vol 9 (4) ◽  
pp. 403-425 ◽  
Author(s):  
Ku-Ho Lin ◽  
Kuo-Feng Huang ◽  
Yao-Ping Peng
Keyword(s):  
Market Orientation ◽  
Information Exchange ◽  
Export Performance ◽  
Export Market ◽  
Organizational Relationships ◽  
Content Type ◽  
Mediating Role ◽  
The Relationship ◽  
Degree Of Internationalization

Purpose – The purpose of this paper is to explore the mediating role of export market orientation (EMO) in the relationship between inter-organizational relationships and export performance, and the moderating role of degree of internationalization in the relationship between EMO and export performance. Design/methodology/approach – The authors sent questionnaires to the 1,000 largest manufacturers listed in CommonWealth magazine (2009), and a random sample of 500 machinery manufacturers listed in the Taiwan Association of Machinery Industry Directory. The authors received 244 completed questionnaires through which to examine the hypotheses. Findings – The findings show that trust and social interaction positively influence EMO, which then enhances export performance. However, the moderating effect of degree of internationalization has no significant impact on the EMO and export performance relationship. Research limitations/implications – Future studies should conduct two-way research on focal firms (manufacturers) and overseas partners (agents or distributors) through common variables including trust, commitment, satisfaction, etc. The results indicate that the content validity of the present study is somewhat inadequate, possibly due to the cultural differences involved. Practical implications – Overseas information exchange between exporters and partners fosters firms’ export performance. Thus, closer relationships with channel partners or customers via trust and social interactions may help firms to conduct appropriate EMO activities to access overseas market information and improve export performance. Originality/value – By investigating Taiwanese exporters, who tend to emphasize relational capital, the authors determine that EMO is important in understanding how inter-organizational relationships influence export performance. The authors also contribute a more comprehensive view to the literature.

Impact of marketing effectiveness and capabilities, and export market orientation on export performance

2016 ◽  
Vol 28 (5) ◽  
pp. 532-559 ◽  
Author(s):  
Aydin Kayabasi ◽  
Thandiwe Mtetwa
Keyword(s):  
Market Orientation ◽  
Structural Equation ◽  
Structural Model ◽  
Export Performance ◽  
Export Market ◽  
Marketing Capabilities ◽  
Content Type ◽  
Marketing Effectiveness ◽  
Confirmatory Factor

Purpose The purpose of this paper is to examine the relationships between marketing effectiveness, marketing capabilities, export market orientation and export performance. Design/methodology/approach The research analyses whether export market orientation, marketing effectiveness and marketing capabilities are antecedents of export performance with structural equation modelling. Data to test the model were obtained through a structured survey of 443 export companies operating in the Aegean region of Turkey. After explanatory and confirmatory factor analysis, the structural model was tested. Findings The findings suggest that export market orientation has a significant impact on marketing capabilities and marketing effectiveness, and that marketing effectiveness has a significant impact on export performance. This indicates that export market orientation is central to the development of marketing capabilities, while marketing effectiveness contributes to explaining export performance. Research limitations/implications There are several limitations of the research. The first significant limitation is that the variables had various sub-dimensions. The second limitation is about sampling of the research that it is not specific to a particular sector. Practical implications This paper provides useful insights to exporters on market orientation, focal dimensions of marketing effectiveness and marketing capabilities that would help them enhance their export performance. Originality/value Using the resource-based view, this paper contributes to the explanation for export performance by assessing the role of export market orientation behaviour on marketing capabilities and marketing effectiveness.

Home country institutional drivers and performance outcomes of export market orientation: the moderating role of firm resources

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
İlayda İpek ◽  
Mustafa Tanyeri
Keyword(s):  
Market Orientation ◽  
Home Country ◽  
Export Performance ◽  
Export Market ◽  
Firm Resources ◽  
Content Type ◽  
Knowledge Based ◽  
Managerial Resources ◽  
Moderating Role

PurposeAnchored mainly on the institutional theory and resource-based view, this study endeavors to investigate the interplay between home country institutional environment (economic, regulatory and socio-cultural environment), export market orientation and export performance. Besides, this study also aims to examine the moderating role of firm resources (knowledge-based and managerial resources) in the associations between home country institutions and export market orientation.Design/methodology/approachDrawing on data from a sample of 221 exporting firms in Turkey, the conceptual model is empirically examined by structural equation modeling.FindingsThe findings reveal that regulatory environment is conducive to the improvement of export market orientation, which is instrumental in cultivating export performance. Importantly, empirical evidence also proves that higher levels of knowledge-based and managerial resources strengthen the linkage between home country institutions and export market orientation.Originality/valueIntegrating institutional theory with the resource-based view, this research considerably contributes to the current understanding of the export market orientation phenomenon by filling the knowledge gap on the differential impacts of home country’s economic, regulatory and socio-cultural environment on export market orientation. Moreover, this study provides worthwhile insights into the moderating effect of knowledge-based and managerial resources on home country institutions and export market orientation and the interrelationship between export market orientation and export performance in an emerging economy.

scholarly journals Investigating the path through which export market orientation influences export venture performance

2014 ◽  
Author(s):  
Αικατερίνη Μακρή
Keyword(s):  
Market Orientation ◽  
Export Performance ◽  
Sales Force ◽  
Export Market ◽  
Marketing Capabilities ◽  
Resource Based View ◽  
Sales Strategy ◽  
Venture Performance ◽  
Resources And Capabilities

In response to certain important gaps in the extant export marketing literature the present research inquiry strives to investigate the role of export sales strategy and marketing capabilities in the path through which export market orientation influences export venture performance. Previous research endeavors based on the Resource Based View theory support the existence of a joint, complimentary relationship of sales force resources and capabilities on performance. However it seems that the particular path through which export sales strategy, and its association with specific marketing capabilities and resources contribute to enhanced export performance, requires further research attention. The objective of the present research attempt is to investigate the role of export sales strategy in conjunction with certain marketing capabilities available to an export venture. Drawing on the Resource Based View theory, the present research effort considers and empirically tests the role of marketing capabilities and export sales strategy in the path through which export market orientation influences export performance. Based on a thorough review of empirical studies which consider market orientation as a firm resource, we focus on investigating a series of relationships leading from export market orientation values, norms and behavior to export venture performance. Through this attempt, we aim to address critical gaps in both market orientation and RBV literature, theoretically and empirically. The results of this empirical effort, and in concert with the existing conceptual evidence, suggest that export sales strategy should not be examined in isolation, but within a broader and more interactive context of resources and capabilities embedded within an exporting organisation. Particularly, export sales strategy is an important driver of export performance by effectively capitalizing on the resources and capabilities of the firm. Our empirical evidence reveals that effective implementation of export sale strategies contribute to enhanced export market and financial performance, and that export market orientation (firm resource) and marketing capabilities play an important role in enabling effective export sales strategy implementation in export venture markets within a competitive and turbulent environment that exists in foreign markets.

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