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Tobit Estimation Of The Intensity Of Export Success Of Horticultural Enterprises In Ghana

Listed author(s):
  • Agyei-Sasu, Felix
  • Egyir, Irene Susana

Purpose- The issue of export success and the ability to sustain oneself in international horticultural markets have become more critical in the recent global and economic downturn because of its significance to the economy and to actors in the horticultural export chain. The extent of success is even much critical for enterprises. Therefore this study establishes the factors which influence the intensity of export success which measures the extent of export success. Design- Primary data were collected from 52 managers and representatives of horticultural exporting firms through a semi-structured questionnaire. The tobit model was used to estimate the intensity of export success by horticultural enterprises in Ghana. Findings- The result indicates that, manager’s educational level, managers past experience, manager trained in export management, manager’s entrepreneurial orientation, presence of export department, product diversification and government support directly influences the intensity of export success. Export barriers and constraints in accessing working capital negatively influences intensity of export success. Practical implications- Personnel or personal development in terms of training in export management and build up of experience is important in the quest to improve the intensity of export success. Organizational reforms such as institution of export department and diversifying horticultural export products improves the intensity of export success. To improve the intensity of success, external factors such as working capital inaccessibility and trade barriers should be addressed by various stake holders. In all government and institutional interventions has been proved to be of the essence. Originality/value- Although various determinants of export performance or success have been established by researchers the factors that influence the intensity of export success is not known. This study therefore bridges this gab.

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Paper provided by African Association of Agricultural Economists (AAAE) & Agricultural Economics Association of South Africa (AEASA) in its series 2010 AAAE Third Conference/AEASA 48th Conference, September 19-23, 2010, Cape Town, South Africa with number 97071.

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Date of creation: Sep 2010
Handle: RePEc:ags:aaae10:97071
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  1. Fraser, Cynthia & Hite, Robert E., 1990. "Impact of international marketing strategies on performance in diverse global markets," Journal of Business Research, Elsevier, vol. 20(3), pages 249-262, May.
  2. Baidu-Forson, J., 1999. "Factors influencing adoption of land-enhancing technology in the Sahel: lessons from a case study in Niger," Agricultural Economics, Blackwell, vol. 20(3), pages 231-239, May.
  3. Chen, Maggie Xiaoyang & Otsuki, Tsunehiro & Wilson, John S., 2006. "Do standards matter for export success ?," Policy Research Working Paper Series 3809, The World Bank.
  4. Baidu-Forson, Jojo, 1999. "Factors influencing adoption of land-enhancing technology in the Sahel: lessons from a case study in Niger," Agricultural Economics of Agricultural Economists, International Association of Agricultural Economists, vol. 20(3), May.
  5. Leonidou, Leonidas C. & Katsikeas, Constantine S. & Samiee, Saeed, 2002. "Marketing strategy determinants of export performance: a meta-analysis," Journal of Business Research, Elsevier, vol. 55(1), pages 51-67, January.
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