How export marketing research affects company export performance

Mehmet Haluk Köksal

30 citations0/0 files storedMarketing Intelligence & Planning

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

International Business and FDI Global trade and economics Competitive and Knowledge Intelligence

Abstract

Purpose The purpose of this paper is to help exporting companies to increase the performance of their exporting activities through collecting sound export information and using it effectively. Specifically, the research objective is to determine the effects of the export information sources, information types, export research methods and the way the export information is used within the company on the measures of export company performance, namely export sales, export growth and export profitability. Design/methodology/approach The study focuses on the above objectives and aims at enlightening them by testing some hypotheses. A structured questionnaire was sent to 350 Turkish exporting companies through the mail, and 102 responses were received. Findings The research determined that companies collect export information from different sources and use it for various purposes in their decision making. The research also clearly indicated that the differences in export information sources and information types employed, and information usage in decision making, have different effects on their export performance, mainly measured in terms of sales, market share and profitability. Originality/value Although some of the studies in the literature have focused specifically, and in a piecemeal fashion, on the determination, acquisition and utilization of export information into export information systems, there is a lack of studies integrating all the elements into export marketing information systems and investigating the effects of companies' export marketing information systems on company performance. The paper tries to bring all the elements of the export information system in a model and tests the effects of the export information elements on export performance. It is hoped that, the findings will help managers and policy makers.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 30 citations exist upstream.

References

1996The Export Development Process: An Integrative Review of Empirical Models 2004An Analysis of the Barriers Hindering Small Business Export Development 1996Determinants of export performance in a European context 2003Experiential and Informational Knowledge, Architectural Marketing Capabilities, and the Adaptive Performance of Export Ventures: A Cross‐National Study 2003Competitive Strategy and Performance of Exporting SMEs: An Empirical Investigation of the Impact of Their Export Information Search and Competencies 1995An Inquiry into Successful Exporting: An Empirical Investigation Using a Three-Stage Model 2006A classification of export marketing problems of small and medium sized manufacturing firms in developing countries 1994The Impact of Internal Factors on the Export Success of Dutch Small and Medium-Sized Firms

Cited by

2023Overcoming barriers in automotive SMEs to attain international competitiveness: an ISM approach modelling 2013Opportunities and Constraints for Small Agricultural Exporters in Egypt

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.