Abstract
The main purpose of this study is to investigate the effect of distribution capability, service differentiation, business knowledge and experience of businesses on export performance. Accordingly, meetings based on research were arranged, models were developed and which business behaviours of manufacturing companies doing international sales have positive impacts on business performance of those companies was examined. To support the hypothesis, a questionnaire was conducted to the senior executives of businesses in Turkey that are doing international sales. To determine the factors that can contribute to the export performance, research-based view (RBV) was applied and the results obtained were analyzed. The findings of the study revealed that increasing the distribution capacity, service differentiation and knowledge and experience of a business impacted the export performance positively. Other findings and arguments were included as well. Key words: Distribution capability, service differentiation, business knowledge, experience, business, export performance.
Highlights
In today’s world, we see that businesses are operating in a hypercompetitive environment
The main purpose of this study is to investigate the effect of distribution capability, service differentiation, business knowledge and experience of businesses on export performance
The purpose of this study is to examine if elements like distribution capability, service differentiation, business knowledge and experience, which impact the export performance in literature, reduce the export costs of Turkish companies and to examine if they improve their export performances by using resource-based view (RBV)
Summary
In today’s world, we see that businesses are operating in a hypercompetitive environment. This increasing competition makes export a necessary element for companies’ sustainability (Leonidou and Katsikeas, 1996). A large part of exports of countries’ is done by the small and medium sized enterprises (SMEs). These companies account for 40 to 80% of total employment and 30 to 60% of their countries’ gross national product (GNP) (Srodes, 1998). The effects of various variables on export performance have been examined in the literature. Dichtl et al (1990); firm size to export performance Katsikeas et al (1997); export market planning to export performance and export knowledge to export performance; export knowledge to export performance Toften and Olsen (2003); export marketing capabilities to export performance Aaker (1991); market information use to export performance Richey et al (2001); delivery capability to export performance Stanley et al (1997); quality and cost to export performance Stanley et al
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