Investigating the Role of Exporting Skills of Apple Exporters in Apple Export Development (Case Study: West Azerbaijan)

Abstract

The purpose of this research was to study the role of the exporting skills of apple exporters in export development. This study showed significantly positively correlation between communicational skills, knowing business rules and regulations, organizational and management skills, selling and marketing skills, skills in customer orientation and presenting high quality services and export knowledge with the export quantity. Correlation coefficient of demographic characteristics and the dependent variable (export quantity) was significantly positive. Results of multivariate regression analyses of export skills showed that 55% of variation in the dependent variable could be explained by three independent variables: recognizing export knowledge, selling and marketing skills, and knowing business rules and regulations. Also, results of multivariate regression analyses of demographic characteristics demonstrated that 42% of variation in dependent variables could be explained by three independent variables: recognizing of participation in export learning classes, age, and experience in apple exporting.