Determinants of Expected Short-Term Export Performance Improvement : An Empirical Study of Industrial Exporters
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 firm's 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
Year of publication: |
[2006]
|
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Authors: | Lages, Luis Filipe |
Other Persons: | Leal, Ana Catarina (contributor) |
Publisher: |
[2006]: [S.l.] : SSRN |
Saved in:
freely available
Extent: | 1 Online-Ressource (34 p) |
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Series: | FEUNL Working Paper ; No. 463 |
Type of publication: | Book / Working Paper |
Notes: | Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments 2004 erstellt |
Other identifiers: | 10.2139/ssrn.882462 [DOI] |
Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012734428
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