Investigating the Influence of Firm Characteristics on Export Marketing Strategies and Export Performance

Najmeh Peyman (), Ozhan Karimi () and Habibollah Danaee ()
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Najmeh Peyman: Block D-06-01, Danga view apartment, Jalan persiaran danga, Johor bahru, 81200, Malaysia
Ozhan Karimi: Department of Management Payame Noor University Tehran, Iran
Habibollah Danaee: Department of Management Payame Noor University Tehran, Iran

International Journal of Business Research and Management (IJBRM), 2013, vol. 4, issue 1, 13-22

Abstract: The export performance has been studied to a great extent while fewer researches have focused the export activities of developing countries. Firm characteristics have always been found to impact export performance considerably. Furthermore, the marketing strategy applied by the firm has been an important issue related to performance. In this paper, the relationships among firm characteristics, export marketing strategies as well as export performance were investigated on the export of medical disposable products in Malaysia. Data was gathered from 22 firms by the means of a questionnaire for which the reliability of 0.85 was achieved. The statistical Chi-Square test for independence was applied for testing the hypotheses via SPSS. The results indicated that several internal firm factors namely, market knowledge, commitment, international experience and innovation affected the application of adaptation strategies. Moreover, the use of adaptation strategies and the export performance were significantly related. Finally it was concluded that firm characteristics could influence export performance indirectly and through marketing strategies.

Keywords: Firm Characteristics; Export Marketing Strategy; Export Performance; Medical Disposable Products Malaysia (search for similar items in EconPapers)
JEL-codes: M0 (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (3)

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Persistent link: https://EconPapers.repec.org/RePEc:aml:intbrm:v:4:y:2013:i:1:p:13-22

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