The contributing factors towards SMEs’ export performance: A mediating role of export market orientation

Abstract

Currently the export performance of manufacturing SMEs of Pakistan is decreasing continuously due to lack of resources and capabilities. While strategic steps are required to achieve the positive export performance of manufacturing SMEs of Pakistan. This research work investigates the determinants of SMEs’ export performance. The study adopted survey method to collect forty-five (45) responses from small and medium manufacturing firms through E-mail survey. The study produces four determinants of SMEs’ export performance, such as entrepreneurial orientation (EO), total quality management (TQM), business network (BN) and export market orientation (EMO). Thus, internal consistency reliability and discriminant validity were examined of the study instruments through panel expert’s opinion and the small sample size was investigated using statistical software SPSS-21 and smartPLS-3. The results of the study confirmed that scale reliability and validity and moreover, current study found the positive relationship between EO, TQM and SMEs’ export performance. On the other hand, present study found no significant relationship between BN, EMO and SMEs’ export performance. Moreover, in respect of EMO mediating role, the current revealed the no mediation role of EMO between EO, BN and SMEs’ export performance. However, in respect of implication, the present study offers the better understanding of EO, TQM, BN and EMO for entrepreneur, academics, and practitioners. Thus, the owner/manager of the manufacturing SMEs will be able to take right and more effective decision for implementation of EO, TQM, BN and EMO for manufacturing SMEs’ export performance, especially in context of Pakistan, whereas export performance reported in decline trend. Furthermore, the study recommended the future study should validate the current study research framework on large sample size.