Perceived Export Performance: A Contingent Measurement Approach

Abstract

Despite considerable research on export performance, relatively little scholarly attention has been devoted to incorporating managers’ perspectives into operationalizing this concept. This study proposes a new approach for measuring SMEs’ export performance in the presence of multiple goals that are potentially conflicting, while accounting for different approaches to assessing export performance. Adopting a contingency approach, we develop two customized measures of perceived export performance: the individualized perceived export performance (IPEP) framework and the simplified model. We demonstrate the application of both measures based on a sample of 78 exporting SMEs in New Zealand, and compare the outcomes. The proposed frameworks are intended to measure export performance considering the specific priorities of managers, through explicit incorporation of manager- and firm-specific differences in the types and importance of goals, indicators, and benchmarks. This paper extends our understanding of export performance by proposing a more nuanced and holistic measurement approach that is tailored to individual firms and reflects firm-specific idiosyncrasies.

Perceived export performance: The invisible part of the iceberg

“…For the purpose of this study, following Sadeghi et al (2020), we define perceived EP as "an individual's understanding of the extent to which specific financial and non-financial goals of a firm are achieved in export markets, based on the criteria and benchmarks that are of importance to the manager" ("Measuring export performance," para.…”

“…These firms are characterized by highly centralized management systems in which the manager's perspective and preferences play crucial roles indecision-making (Aliasghar, Sadeghi, & Rose, 2020;Jennings & Beaver, 1997;Walker & Brown, 2004). Therefore, internationalization process of SMEs cannot be understood truly in isolation from the manager's views (Elbanna et al, 2020;Madsen & Moen, 2018;Sadeghi et al, 2020).…”

“…Recent studies have called for adopting more qualitative and exploratory approaches for understanding the process and pattern of internationalization of SMEs within their social context (Dabi c et al, 2019;Elbanna et al, 2020;Madsen & Moen, 2018;Sadeghi et al, 2020). However, despite the wide-ranging attention devoted to examining EP, only a few studies have adopted an exploratory, qualitative approach to uncover the dimensions of perceived EP (e.g., Carneiro et al, 2016;Diamantopoulos & Kakkos, 2007;Madsen, 1998).…”

Introduction to the Special Issue on Data and Methodological Issues for New Insights in International Marketing

“…Following the tradition of prior methods-related articles in JIM , this issue includes two articles focused on the measurement of important concepts in international marketing, including the cultural distance concept (Griffith, Dean, and Hoppner 2021; Messner 2021) and perceived export performance (Sadeghi, Rose, and Madsen 2021). A fourth article, by Baumgartner and Weijters (2021), focuses on the topic of assessing common method variance in international marketing research.…”

Special issue on Data and Methodological Issues for New Insights in Global Marketing: A Commentary

“…Finally, Sadeghi, Rose, and Madsen (2021) turn to the needs of small and medium-sized enterprises (SMEs) in international markets. As SMEs’ export performance reflects both financial and nonfinancial goals, it becomes difficult for them to measure their export performance consistently across markets and over time.…”