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Aviv Shoham - One of the best experts on this subject based on the ideXlab platform.
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Testing an Integrative Model of Export Performance in Turkish SMEs
The Customer is NOT Always Right? Marketing Orientationsin a Dynamic Business World, 2017Co-Authors: Nihat Kamil Anil, Aviv ShohamAbstract:Many studies have sought to identify the key variables related with Export Performance (e.g., Madsen 1987; Aaby and Slater 1989; Shoham 1991, 1996, 1998; Chetty and Hamilton 1993; Zou and Stan 1998). More recently Katsikeas, Leonidou, and Morgan (2000), Leonidou, Katsikeas, and Samiee (2002), Sousa, Martinez-Lopez, and Coelho (2008), and Leonidou, Katsikeas, and Coudounaris (2010) presented summaries and reviewed the Export Performance literature. Unfortunately, there has been little agreement on Export Performance conceptualization and operationalization (Aaby and Slater 1989; Cavusgil and Zou 1994; Shoham 1998; Styles 1998). Therefore, this paper develops and tests an integrative model of Export Performance. Specifically, we test the impact of internal and external barriers to Exporting, motives for Exporting, and Exporters’ advantages on Export Performance of Turkish SMEs. We test the model based on data from 135 Turkish Exporters. The data provide support for most of the study’ hypotheses. Each of the four antecedents has significant relationships with at least one dimension of Export Performance. Research and managerial implications accounting for these findings are discussed.
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Export Performance: A Meta-Analytical Integration
Proceedings of the 1993 Academy of Marketing Science (AMS) Annual Conference, 2014Co-Authors: Aviv Shoham, Gregory M. RoseAbstract:Export Performance has been a popular topic for research, especially during the last decade. Understanding the determinants of Export Performance has improved. However, in a recent summary of the literature, Bilkey (1987) suggests that to this date, research has not been able to explain the variance in Export Performance beyond fairly low levels. This paper uses a meta-analysis to examine the explanation of variance in studies of Export Performance. The analysis indicates that approximately one third of the variance in Export Performance has been explained. The paper identifies characteristics of prior research that enhance its potential to explain Performance.
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Strategic firm type and Export Performance
International Marketing Review, 2002Co-Authors: Aviv Shoham, Felicitas U Evangelista, Gerald AlbaumAbstract:This study adopts the Miles and Snow typology as a framework for analyzing Export Performance of manufacturing firms. The study investigates the role of distinctive competence and various strategic responses of firms belonging to each strategic type on their foreign market Performance. The results of this study show that a firm’s strengths and strategic responses are related and that the impact of strategic responses on Export Performance differs according to the firm’s strategic type. Based on these results, the strengths that defenders, prospectors and analyzers should build and maintain as well as the strategic responses that each should pursue are identified.
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Export Performance and market orientation: establishing an empirical link
Journal of Business Research, 2002Co-Authors: Gregory M. Rose, Aviv ShohamAbstract:Abstract This study examines the Export Performance consequences of a market orientation and the potential moderating impact of the competitive, technological, and market environment. Market orientation was positively related to three dimensions of Export Performance: change in Export sales, Export profits, and change in Export profits. The impact of market orientation on Export profits and change in Export profits was stronger in a technologically turbulent environment. Overall, this study synthesizes two important streams of research, assesses the moderating impact of the environment, and empirically establishes a relation between market orientation and Export Performance.
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Export Performance: A CONCEPTUALIZATION AND EMPIRICAL ASSESSMENT
Journal of International Marketing, 1998Co-Authors: Aviv ShohamAbstract:Export Performance has been a central construct in the study of Export marketing. Several studies have attempted to identify organizational and managerial antecedents of Export Performance and asse...
Tage Koed Madsen - One of the best experts on this subject based on the ideXlab platform.
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EXPRESS: Perceived Export Performance: A Contingent Measurement Approach
Journal of International Marketing, 2020Co-Authors: Arash Sadeghi, Elizabeth L. Rose, Tage Koed MadsenAbstract: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.
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Managerial assessments of Export Performance: What do they reflect?
International Business Review, 2018Co-Authors: Tage Koed Madsen, Øystein MoenAbstract:Abstract Export Performance is often measured by managers’ subjective assessments, but little is known about what such assessments reflect. This article addresses this gap in the literature by analyzing the association between subjective and objective measures of Export Performance. We examined which aspects managers take into consideration when subjectively assessing the Export Performance of their firm. We also examined whether managers’ assessments had any predictive power concerning the future development of their firm’s Export sales. Our empirical evidence is based on Norwegian small and medium-sized enterprises operating mainly in business-to business markets. Our analyses show that managers’ subjective assessment of Export Performance at the firm level is significantly associated with the percentage of the total firm sales that are Exported. This is true for assessments of economic as well as non-economic Performance. Subjective assessments, however, were not associated with actual Export sales levels or with Export growth.
Muhammad Imtiaz Subhani - One of the best experts on this subject based on the ideXlab platform.
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Determinants of Short-Term Export Performance in Pakistan
SSRN Electronic Journal, 2010Co-Authors: Muhammad Imtiaz Subhani, Amber Osman, Sukaina HabibAbstract:This research investigates the interdependency between independent (Increase of pricing strategy adaptation, Increase of Export intensity, Firm's commitment to Exporting, Export market development, Export market competition, Past Pricing Strategy Adaptation, Past Export Performance Satisfaction, Past Export Intensity, Export market distance) and dependent variables (i.e. Expected Short-Term Export Performance improvement) of Export Performance. The framework is tested via a survey through questionnaire from industrial Exporters of textile in Pakistan. Findings revealed that the past Export Performance satisfaction is positively correlated with Past Export Performance satisfaction and it is the only important indicator that is associated significantly to short-term Export Performance improvement in textile sector of Pakistan.
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Determinants of Short-Term Export Performance in Pakistan
SSRN Electronic Journal, 2010Co-Authors: Muhammad Imtiaz Subhani, Amber Osman, Sukaina HabibAbstract:This research investigates the interdependency between independent variables (Increase of pricing strategy adaptation, Increase of Export intensity, Firm's commitment to Exporting, Export market development, Export market competition, Past Pricing Strategy Adaptation, Past Export Performance Satisfaction, Past Export Intensity, Export market distance) and dependent variables (i.e. Expected Short-Term Export Performance improvement) of Export Performance. The framework is tested via a survey through questionnaire from industrial Exporters of textile in Pakistan. Findings revealed that the past Export Performance satisfaction is positively correlated with Expected Short-Term Export Performance and it is the only important indicator that is associated significantly to short-term Export Performance improvement in textile sector of Pakistan.
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Determinants of Export Performance in textile industries of Pakistan
2008Co-Authors: Muhammad Imtiaz SubhaniAbstract:This research is a correlation study of Export Performance determinants to investigate the interdependency between independent (Increase of pricing strategy adaptation, Increase of Export intensity, Firm's commitment to Exporting, Export market development, Export market competition, Past Pricing Strategy Adaptation, Past Export Performance Satisfaction, Past Export Intensity, Export market distance) and dependent variables (i.e. Expected Short-Term Export Performance improvement) of Export Performance. The framework is tested via a survey through questionnaire from industrial Exporters of textile in Pakistan. Findings reveals that the past Export Performance satisfaction with r value reported is positive r=54.2% and p=0.002
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Determinants of Export Performance in textile industries of Pakistan
2008Co-Authors: Muhammad Imtiaz SubhaniAbstract:This research is a correlation study of Export Performance determinants to investigate the interdependency between independent (Increase of pricing strategy adaptation, Increase of Export intensity, Firm's commitment to Exporting, Export market development, Export market competition, Past Pricing Strategy Adaptation, Past Export Performance Satisfaction, Past Export Intensity, Export market distance) and dependent variables (i.e. Expected Short-Term Export Performance improvement) of Export Performance. The framework is tested via a survey through questionnaire from industrial Exporters of textile in Pakistan. Findings reveals that the past Export Performance satisfaction with r value reported is positive r=54.2% and p=0.002 < 0.01, which states the result is significant, therefore there is a positive correlation between two variables. Past Export Performance satisfaction is the only important determinant of short-term Export Performance improvement in textile sector of Pakistan.
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Determinants of Export Performance in Textile Sector of Pakistan
2007Co-Authors: Muhammad Imtiaz Subhani, Sukaina Habib, Amber OsmanAbstract:This research is an attempt to investigate the correlation of the various independent variables which include an increase of pricing strategy adaptation, Increase of Export intensity, Firm's commitment to Export, Export market development, Export market competition, Past Pricing Strategy Adaptation, Past Export Performance Satisfaction, Past Export Intensity, Export market distance) with dependent variable (i.e. Expected Short-Term Export Performance improvement). The framework is tested via a survey through questionnaire from industrial Exporters of textile in Pakistan. Findings reveal that past Export Performance satisfaction is the only important determinant of expected short-term Export Performance improvement in textile sector of Pakistan.
Sukaina Habib - One of the best experts on this subject based on the ideXlab platform.
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Determinants of Short-Term Export Performance in Pakistan
SSRN Electronic Journal, 2010Co-Authors: Muhammad Imtiaz Subhani, Amber Osman, Sukaina HabibAbstract:This research investigates the interdependency between independent (Increase of pricing strategy adaptation, Increase of Export intensity, Firm's commitment to Exporting, Export market development, Export market competition, Past Pricing Strategy Adaptation, Past Export Performance Satisfaction, Past Export Intensity, Export market distance) and dependent variables (i.e. Expected Short-Term Export Performance improvement) of Export Performance. The framework is tested via a survey through questionnaire from industrial Exporters of textile in Pakistan. Findings revealed that the past Export Performance satisfaction is positively correlated with Past Export Performance satisfaction and it is the only important indicator that is associated significantly to short-term Export Performance improvement in textile sector of Pakistan.
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Determinants of Short-Term Export Performance in Pakistan
SSRN Electronic Journal, 2010Co-Authors: Muhammad Imtiaz Subhani, Amber Osman, Sukaina HabibAbstract:This research investigates the interdependency between independent variables (Increase of pricing strategy adaptation, Increase of Export intensity, Firm's commitment to Exporting, Export market development, Export market competition, Past Pricing Strategy Adaptation, Past Export Performance Satisfaction, Past Export Intensity, Export market distance) and dependent variables (i.e. Expected Short-Term Export Performance improvement) of Export Performance. The framework is tested via a survey through questionnaire from industrial Exporters of textile in Pakistan. Findings revealed that the past Export Performance satisfaction is positively correlated with Expected Short-Term Export Performance and it is the only important indicator that is associated significantly to short-term Export Performance improvement in textile sector of Pakistan.
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Determinants of Export Performance in Textile Sector of Pakistan
2007Co-Authors: Muhammad Imtiaz Subhani, Sukaina Habib, Amber OsmanAbstract:This research is an attempt to investigate the correlation of the various independent variables which include an increase of pricing strategy adaptation, Increase of Export intensity, Firm's commitment to Export, Export market development, Export market competition, Past Pricing Strategy Adaptation, Past Export Performance Satisfaction, Past Export Intensity, Export market distance) with dependent variable (i.e. Expected Short-Term Export Performance improvement). The framework is tested via a survey through questionnaire from industrial Exporters of textile in Pakistan. Findings reveal that past Export Performance satisfaction is the only important determinant of expected short-term Export Performance improvement in textile sector of Pakistan.
Frank Bradley - One of the best experts on this subject based on the ideXlab platform.
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Antecedents of international pricing adaptation and Export Performance
Journal of World Business, 2008Co-Authors: Carlos M.p. Sousa, Frank BradleyAbstract:Using data collected from over 300 firms, price adaptation and Export Performance were measured at the Export venture level and analyzed by way of structural equation modeling. The manager's international experience and the characteristics of the foreign market were found to influence price adaptation and Export Performance, which itself was influenced by price adaptation. We concluded that international pricing strategies should reflect the environmental characteristics of the foreign market. A price standardization strategy had a positive impact on the Export Performance of the firm and, a surprising result, firms appeared to perform better in countries that were very different from their home country.
