Greek wine firms: determinants of export performance

Abstract

Although extensive research on the importance of the determinant factors of export performance exists, only a few studies on the wine sector have been conducted. The present study examines the export performance determinants of Greek wine firms. Primary data were collected from Greek wine exporters through a mail survey. A combination of exploratory, confirmatory, and path analyses were employed. Factors that were either similar or dissimilar to existing knowledge appear to be important for success in the wine sector. The main success dimensions, in ascending order of importance, include (a) aspects of export competitive advantage (e.g., firm export competence, export channel knowledge, product adaptation, competitive price, and distributor support), (b) environmental factors (e.g., hostility and price competition), and channel relationship antecedents (e.g., information exchange and cooperation). Implications of the findings are discussed

Strategic Management of Agribusiness: Determinants and Trends

“…Another participant said, 'Customer selection of imported products largely depends on national image' (M8). This result agreed with those of previous studies (e.g., Karelakis et al, 2008) indicating that a customer-oriented (rather than product-oriented) approach should be considered in international agricultural trading to establish a market position and develop product features.…”

“…First, the participants in this study seldom mentioned export competence or product adaptation, which were proposed by Karelakis et al (2008) as key strategies. This may have been because production-oriented agribusinesses may not require export competence and because foreign customers may prefer natural rather than adaptive agricultural products.…”

“…In addition to the domestic market, international agricultural policies critically influence agribusiness performance (Kennedy, Harrison & Piedra, 1998). Determinants of agricultural export performance may include environmental factors (e.g., hostility and price competition), aspects of export competitive advantage (e.g., firm export competence, export channel knowledge, product adaptation, competitive price, and distributor support), and channel relationship antecedents (e.g., information exchange and cooperation) (Karelakis, Mattas & Chryssochoidis, 2008).…”

El comportamiento de las exportaciones españolas de vino en los mercados internacionales

“…Este contexto de profunda transformación del negocio vitivinícola ha provocado un aumento de los trabajos de investigación sobre los mercados internacionales y los modelos comerciales de los distintos países (Silverman et al, 2004;Karelakis et al, 2008). Sin una comprensión de la situación y el comportamiento de estos mercados, los actores del sistema -empresarios, gerentes y administraciones públicas-tienen dificultades para diseñar adecuadamente estrategias de exportación y políticas de apoyo a las mismas (Maurel, 2009;Galati et al, 2017).…”

“…Metodológicamente coexisten múltiples indicadores, modelos y estrategias de investigación (Katsikeas et al, 1996;Zou y Stan, 1998;Shoham, 1998;Dhanaraj y Beamish, 2003;Sousa et al, 2008). Así, mientras que en algunos trabajos sobre el sector se recurre a encuestas (Silverman et al, 2004;Karelakis et al, 2008), en este se adopta un enfoque basado en el análisis de algunos de los factores que influyen en el éxito de las exportaciones de un país (Cooper y Kleinschmidt, 1985) a partir de fuentes secundarias.…”