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Greek wine firms: determinants of export performance

  • Christos Karelakis

    (Aristotle University of Thessaloniki, School of Agriculture, Department of Agricultural Economics, P.O. Box: 225, 541 24, Thessaloniki, Greece)

  • Konstadinos Mattas

    (Aristotle University of Thessaloniki, School of Agriculture, Department of Agricultural Economics, P.O. Box: 225, 541 24, Thessaloniki, Greece)

  • George Chryssochoidis

    (Agricultural University of Athens, Department of Agricultural Economics & Rural Development, Iera Odos 75, 118 55, Votanikos, Greece)

Although extensive research on the importance of the determinant factors of export performance exists, only a few studies on the wine sector have been conducted. The present study examines the export performance determinants of Greek wine firms. Primary data were collected from Greek wine exporters through a mail survey. A combination of exploratory, confirmatory, and path analyses were employed. Factors that were either similar or dissimilar to existing knowledge appear to be important for success in the wine sector. The main success dimensions, in ascending order of importance, include (a) aspects of export competitive advantage (e.g., firm export competence, export channel knowledge, product adaptation, competitive price, and distributor support), (b) environmental factors (e.g., hostility and price competition), and channel relationship antecedents (e.g., information exchange and cooperation). Implications of the findings are discussed. [EconLit citations: Q100, Q130]. © 2008 Wiley Periodicals, Inc.

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Article provided by John Wiley & Sons, Ltd. in its journal Agribusiness.

Volume (Year): 24 (2008)
Issue (Month): 2 ()
Pages: 275-297

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Handle: RePEc:wly:agribz:v:24:y:2008:i:2:p:275-297
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  1. S Tamer Cavusgil & Shaoming Zou & G M Naidu, 1993. "Product and Promoting Adaptation in Export Ventures: An Empirical Investigation," Journal of International Business Studies, Palgrave Macmillan, vol. 24(3), pages 479-506, September.
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  7. Rose, Gregory M. & Shoham, Aviv, 2002. "Export performance and market orientation: establishing an empirical link," Journal of Business Research, Elsevier, vol. 55(3), pages 217-225, March.
  8. Piercy, Nigel F. & Katsikeas, Constantine S. & Cravens, David W., 1997. "Examining the role of buyer-seller relationships in export performance," Journal of World Business, Elsevier, vol. 32(1), pages 73-86, April.
  9. Preet S Aulakh & Masaaki Kotabe, 1997. "Antecedents and Performance Implications of Channel Integration in Foreign Markets," Journal of International Business Studies, Palgrave Macmillan, vol. 28(1), pages 145-175, March.
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