Towards a framework for controls as determinants of export performance

Abstract

If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. AbstractPurpose -The purpose of this paper is to review and synthesize empirical literature concerning the role of control mechanisms in export relationships, and to develop a model for controls as determinants of export performance. Design/methodology/approach -To identify relevant papers, a variety of keywords is used in a computerized, bibliographic search, accompanied by manual checking of references in previous research. A combination of content analysis and integrative assessment is adopted to synthesize the findings and develop the framework. Findings -To a great extent, the results provide support to the argument that the influence of control mechanisms on export performance is contingent upon firm strategy and characteristics, the governance structure and relationship atmosphere established in the exchange relationships, and foreign market characteristics.Research limitations/implications -The analysis points to a lack of consensus concerning how to define controls. Subsequently, the review and analysis rest on the definition of control mechanisms and export performance. The descriptions, synthesis, and proposed framework indicate a connection between implemented controls, internal, external, and relational dimensions, and consequently to the need of adjusting the control mechanisms to the environment. Hence, the analysis, synthesis, and proposed framework, give advice to managers involved in exporting, as well as providing guidance for future research. Originality/value -This study is the first to analyze and integrate empirical literature concerning controls as determinants of export performance. As such, the study may inspire further research.

Impact of marketing effectiveness and capabilities, and export market orientation on export performance

“…These studies emphasise that export performance is determined by both internal and external factors (Cavusgil andZou, 1994, Grandinetti andMason, 2012;Sousa, et al, 2008). In addition to these two factors, Mysen (2013) underlines the impact of control mechanisms on export performance. However, in terms of conceptualisation, researchers are of the agreement that export performance is multi-dimensional in nature (Sousa, 2004).…”

Managerial Characteristics and Export Performance – Empirical Evidence from Kosovo

“…Extensive critical reviews in the literature regarding the firm's export behaviour throughout different time periods agree that there is a lack of consistency concerning: (i) the theoretical approaches to modelling export performance, (ii) the theoretical rationales developed for the explanatory variables, (iii) the respective definitions of the variables that emerge, and (iv) the empirical results (Mysen, 2013;Wright, Westhead, and Ucbasaran, 2007;Sousa, Martínez-López, and Coelho 2008;and Chen, Sousa, and, He 2016). According to the literature review conducted for the purposes of this investigation, the same conclusions apply to research on transition economies.…”

A Conceptual Framework for Determinants of E-Exporting (Marketing Applications) Practices and the Business Performance: Empirical Study

“…Export performance can broadly be defined as the outcome of a firm's activities in export markets (Edwards, et al, 2018). Mysen (2013) define it as the firm's degree of economic achievement in its export markets. Whereas there is a growing body of literature regarding export performance, its conceptualization and subsequent operationalisation has remained a thorny issue in exporting literature (Mysen, 2013).…”

“…Mysen (2013) define it as the firm's degree of economic achievement in its export markets. Whereas there is a growing body of literature regarding export performance, its conceptualization and subsequent operationalisation has remained a thorny issue in exporting literature (Mysen, 2013). Consequently, several conceptual contributions have appeared seeking to come up with dimensions and measures of export performance.…”

“…Given the competitive advantage of the use of internet applications for exporting activities, it has been received great attention from several researchers over the world for several years. These studies have reported that when deployed by exporting companies, e-exporting can be beneficial by: improving customer service in foreign markets; easing the management of supply chain activities; enhancing inventory control; extending market coverage; and reducing both marketing and distribution expenses (Bianchi and Mathews;, 2013.…”