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Determinants of Expected Short-term Export Performance Improvement: An Empirical Study of Industrial Exporters

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Author Info
Lages, Luis Filipe
Leal, Ana Catarina

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Abstract

In this research, key determinants of expected short-term export performance improvement are identified. We develop a conceptual framework that incorporates past, current and expected performance, internal and external forces of the firm, and pricing strategy adaptation to the foreign market. The framework is tested via a field survey of industrial exporters. Surprisingly, findings reveal that the effect of firms commitment to exporting on expected short-term export performance improvement is negative. More importantly, findings indicate that past export intensity has a negative moderating effect on the relationship between export intensity increase and expected short-term export performance improvement. Similarly, the relationship between external market forces and expected short-term export performance improvement is moderated by the level of past export satisfaction. Additionnaly, findings suggest that for a better understanding of the effects of pricing strategy change on export performance, particular attention should be given to the moderating effects of previous experience with past pricing strategies. These and other surprising results have important implications for both public policy and management decision-making, and suggest several potentially fruitful streams for global marketing research of industrial products.

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Publisher Info
Paper provided by Universidade Nova de Lisboa, Faculdade de Economia in its series FEUNL Working Paper Series with number wp463.

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Length: 34 pages
Date of creation: 2004
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Handle: RePEc:unl:unlfep:wp463

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  1. Robert G Cooper & Elko J Kleinschmidt, 1985. "The Impact of Export Strategy on Export Sales Performance," Journal of International Business Studies, Palgrave Macmillan Journals, vol. 16(1), pages 37-55, March. [Downloadable!] (restricted)
  2. Warren J Bilkey, 1978. "An Attempted Integration of the Literature on the Export Behavior of Firms," Journal of International Business Studies, Palgrave Macmillan Journals, vol. 9(1), pages 33-46, March. [Downloadable!] (restricted)
  3. JS Armstrong & Terry Overton, 2005. "Estimating Nonresponse Bias in Mail Surveys," General Economics and Teaching 0502044, EconWPA. [Downloadable!]
  4. Warren J Bilkey, 1982. "Variables Associated with Export Profitability," Journal of International Business Studies, Palgrave Macmillan Journals, vol. 13(2), pages 39-55, June. [Downloadable!] (restricted)
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