Title: Factors determining export performance: a comparative study of three industrial sectors

Authors: Afef Ben Youssef Zghidi; Wafa Battikh Boubakri; Imed Zaiem

Addresses: Faculty of Economic Sciences and Management of Tunis, B.P. 248 El Manar II, 2092, Tunis, Tunisie ' Faculty of Economic Sciences and Management of Tunis, B.P. 248 El Manar II, 2092, Tunis, Tunisie ' Faculty of Economic Sciences and Management of Nabeul, Campus Universitaire Mrezga Route Hammamet, 8000 Nabeul, Tunisie

Abstract: This article aims at testing the impact of the firm characteristics, the perception of stimuli and the adaptation of the marketing mix strategy on export performance. The empirical study was applied to a sample of 120 companies and was based on a comparison between three major sectors in the Tunisian industry. Our results show that the business segment, the number of countries served and the adaptation of the export marketing mix strategy affect the performance of the exporting firms. However, out of 20 export stimuli, only four have a positive effect on export performance. These stimuli are: existence of special managerial interest, identification of better opportunities abroad, possession of exclusive information on foreign markets and favourable exchange rate.

Keywords: firm size; export experience; export stimuli; business segments; export marketing strategy; export performance; firm characteristics; marketing mix; Tunisia; exporting firms.

DOI: 10.1504/IJBCG.2013.051649

International Journal of Business Competition and Growth, 2013 Vol.3 No.1, pp.43 - 66

Received: 10 May 2012
Accepted: 13 Aug 2012

Published online: 24 Jan 2013 *

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