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


  • Lages, Luis Filipe
  • Leal, Ana Catarina


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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  • Lages, Luis Filipe & Leal, Ana Catarina, 2004. "Determinants of Expected Short-term Export Performance Improvement: An Empirical Study of Industrial Exporters," FEUNL Working Paper Series wp463, Universidade Nova de Lisboa, Faculdade de Economia.
  • Handle: RePEc:unl:unlfep:wp463

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    References listed on IDEAS

    1. Warren J Bilkey, 1978. "An Attempted Integration of the Literature on the Export Behavior of Firms," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 9(1), pages 33-46, March.
    2. Montgomery, David B. & Lages, Luis Filipe, 2001. "Export Assistance, Price Adaptation to the Foreign Market, and Annual Export Performance Improvement: A Structural Model Examination," Research Papers 1700, Stanford University, Graduate School of Business.
    3. Robert G Cooper & Elko J Kleinschmidt, 1985. "The Impact of Export Strategy on Export Sales Performance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 16(1), pages 37-55, March.
    4. JS Armstrong & Terry Overton, 2005. "Estimating Nonresponse Bias in Mail Surveys," General Economics and Teaching 0502044, EconWPA.
    5. Warren J Bilkey, 1982. "Variables Associated with Export Profitability," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 13(2), pages 39-55, June.
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    Cited by:

    1. Muhammad Imtiaz Subhani & Sukaina Habib & Amber Osman, 2007. "Determinants of Export Performance in Textile Sector of Pakistan," South Asian Journal of Management Sciences (SAJMS), Iqra University, Iqra University, vol. 1(1), pages 11-15, Spring.
    2. Subhani, Muhammad Imtiaz, 2008. "Determinants of export performance in textile industries of Pakistan," MPRA Paper 36160, University Library of Munich, Germany.
    3. Subhani, Muhammad Imtiaz & Osman, Ms.Amber & Habib, Sukaina, 2010. "Determinants of Short-Term Export Performance in Pakistan," MPRA Paper 26376, University Library of Munich, Germany, revised 01 Nov 2010.

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