Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters
Autor(a) principal: | |
---|---|
Data de Publicação: | 2004 |
Outros Autores: | |
Tipo de documento: | Artigo |
Idioma: | eng |
Título da fonte: | Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
Texto Completo: | http://hdl.handle.net/10362/83204 |
Resumo: | 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. Additionally, 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. |
id |
RCAP_dde02b82e3d7a406f31812a3773f481f |
---|---|
oai_identifier_str |
oai:run.unl.pt:10362/83204 |
network_acronym_str |
RCAP |
network_name_str |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
repository_id_str |
7160 |
spelling |
Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial ExportersIn 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. Additionally, 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.Nova SBERUNLages, Luis FilipeLeal, Ana Catarina2019-10-04T11:17:01Z2004-10-252004-10-25T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articleapplication/pdfhttp://hdl.handle.net/10362/83204engLages, Luis Filipe and Leal, Ana Catarina, Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters (October, 2004). FEUNL Working Paper Series No. 463info:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2024-03-11T04:37:06Zoai:run.unl.pt:10362/83204Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T03:36:18.037698Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse |
dc.title.none.fl_str_mv |
Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters |
title |
Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters |
spellingShingle |
Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters Lages, Luis Filipe |
title_short |
Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters |
title_full |
Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters |
title_fullStr |
Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters |
title_full_unstemmed |
Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters |
title_sort |
Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters |
author |
Lages, Luis Filipe |
author_facet |
Lages, Luis Filipe Leal, Ana Catarina |
author_role |
author |
author2 |
Leal, Ana Catarina |
author2_role |
author |
dc.contributor.none.fl_str_mv |
RUN |
dc.contributor.author.fl_str_mv |
Lages, Luis Filipe Leal, Ana Catarina |
description |
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. Additionally, 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. |
publishDate |
2004 |
dc.date.none.fl_str_mv |
2004-10-25 2004-10-25T00:00:00Z 2019-10-04T11:17:01Z |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://hdl.handle.net/10362/83204 |
url |
http://hdl.handle.net/10362/83204 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.relation.none.fl_str_mv |
Lages, Luis Filipe and Leal, Ana Catarina, Determinants of Expected Short-term Export Performance Improvement: an Empirical Study of Industrial Exporters (October, 2004). FEUNL Working Paper Series No. 463 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Nova SBE |
publisher.none.fl_str_mv |
Nova SBE |
dc.source.none.fl_str_mv |
reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação instacron:RCAAP |
instname_str |
Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
instacron_str |
RCAAP |
institution |
RCAAP |
reponame_str |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
collection |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
repository.name.fl_str_mv |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
repository.mail.fl_str_mv |
|
_version_ |
1799137981863297024 |