The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientation
This article examines the determinants of customer orientation and the quadratic effects of customer orientation on export performance. The relationship between customer orientation and export performance has been assumed to have a linear relationship, neglecting the possibility of non-linear relati...
| Autores: | , , , , |
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| Tipo de documento: | artigo |
| Estado: | Versión enviada para evaluación y publicación |
| Data de publicação: | 2016 |
| País: | España |
| Recursos: | Universitat Oberta de Catalunya (UOC) |
| Repositório: | O2, repositorio institucional de la UOC |
| OAI Identifier: | oai:openaccess.uoc.edu:10609/92924 |
| Acesso em linha: | https://hdl.handle.net/10609/92924 |
| Access Level: | Acceso aberto |
| Palavra-chave: | competitive intensity customer orientation export performance non-linear relationship technology intensity intensidad competitiva orientación al cliente rendimiento de exportación relación no lineal intensidad tecnológica intensitat competitiva orientació al client rendiment d'exportació relació no lineal intensitat tecnològica Exports Exportacions Exportaciones |
| Resumo: | This article examines the determinants of customer orientation and the quadratic effects of customer orientation on export performance. The relationship between customer orientation and export performance has been assumed to have a linear relationship, neglecting the possibility of non-linear relationships. While most studies have been conducted in developed countries, we test our model in Brazil, an emerging market economy. The findings suggest that technology intensity and competitive intensity are key determinants in explaining success in an export market. Our findings also indicate that the relationship between customer orientation and export performance is quadratic (U-shaped) rather than linear. The implications of these findings are discussed. |
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