Key Factors for Successful Export Performance for Small Firms

Brouthers, Lance Eliot; Nakos, George; Hadjimarcou, John; Brouthers, Keith D.

doi:10.1509/jimk.17.3.21

Cited by 196 publications

(168 citation statements)

References 83 publications

(160 reference statements)

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“…Firms can achieve good performance in international markets as long as they implement exporting strategies consistent with their resources (Pla-Barber and Alegre, 2007). Export managers in small firms are recommended to concentrate on fewer markets to improve export performance (Brouthers et al, 2009), while those in large firms are encouraged to expand the number of different export markets in their portfolio (Diamantopoulos et al, 2014).…”

Section: Managerial Implicationsmentioning

confidence: 99%

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

Chen

Sousa

2016

IMR

276

404

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The full-text may be used and/or reproduced, and given to third parties in any format or medium, without prior permission or charge, for personal research or study, educational, or not-for-prot purposes provided that:• a full bibliographic reference is made to the original source • a link is made to the metadata record in DRO • the full-text is not changed in any way The full-text must not be sold in any format or medium without the formal permission of the copyright holders.Please consult the full DRO policy for further details. 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: (1) numerous new determinants are identified, (2) data quality and statistical biases have received considerable attention, and (3) interaction and indirect relationships are considered. However, at the same time, the research of export performance is still limited by (1) a lack of synthetic theoretical basis, (2) inconsistent empirical test results, and (3) 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.

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Section: Managerial Implicationsmentioning

confidence: 99%

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

Chen

Sousa

2016

IMR

276

404

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“…Value creation activities in international businesses are dependent on the embedded knowledge within a firm. This knowledge is linked to foreign opportunities and expertise in foreign markets (Brouthers et al 2009). According to Johanson and Vahlne (2009), the most critical knowledge for internationalizing firms is knowledge of the foreign market, which is acquired through their experience in the foreign market.…”

Section: Literature Reviewmentioning

confidence: 99%

Trust, Commitment and Competitive Advantage in SMEs Export Performance

İsmail

Alam

Hamid³

2017

GADJAH MADA INT. J. BUS.

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Abstract:The entry of small businesses into international markets has intensified. However, despite the growing presence of small businesses in international markets, studies into their international behavior, particularly regarding the effect of international relationships on international outcomes, remain limited. This study investigates the cross-border relationships of Small and Medium Enterprises (SMEs) by examining the effects of the dimensions of the key relationship on the competitive advantage and performance of SMEs in export markets. These dimensions include trust and commitment. Results indicate that trust is significantly related to commitment and export performance. Commitment is positively related to competitive advantage but not to export performance. Trust affects competitive advantage through commitment. The effect of commitment on export performance is mediated by competitive advantage. The methodology and results are presented. The conclusion, implications, and limitations of this study are also discussed. Abstrak: Masuknya Usaha Kecil Menengah (UKM) ke pasar internasional semakin intensif. Namun, meskipun ada pertumbuhan jumlah UKM di pasar internasional, studi tentang perilaku internasional para pelaku UKM, khususnya mengenai pengaruh hubungan internasional pada hasil internasional, masih terbatas. Studi ini mengkaji tentang hubungan lintas-batas negara UKM dengan meneliti pengaruh dimensi-dimensi hubungan kunci pada keunggulan kompetitif dan

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“…From this perspective, exporting is viewed as a process of learning and knowledge accumulation during which the company identifies and exploits opportunities abroad (Li et al, 1998;Ling-Yee, 2004;Brouthers et al, 2009). Firms that learn efficiently from their experience are able to export faster and with fewer mistakes.…”

Section: Conceptual Framework and Hypothesesmentioning

confidence: 99%