The influence of distributor support and price adaptation on the export performance of small and medium-sized enterprises

Sousa, Carlos M.P.; Novello, S.

doi:10.1177/0266242612466876

The influence of distributor support and price adaptation on the export performance of small and medium-sized enterprises

Sousa, Carlos M.P.; Novello, S.

Authors

Carlos M.P. Sousa

S. Novello

Abstract

Although a number of studies have examined the antecedents of export performance, little empirical attention has been given to the influence of distribution support and price adaptation on this issue. To address this gap in the literature, this article develops a new model which integrates these two constructs as key variables affecting export performance. The results suggest that support given to the distributor has a strong and positive impact on export performance. In addition, the findings indicate that distribution support plays a mediating role in the model. Contrary to expectations, the results show that price adaptation has no significant impact on export performance. Although in the literature price adaptation and export performance is assumed to have a linear relationship, further analysis shows a non-linear (U-shaped) relationship between these two constructs. The implications of these findings along with the limitations of the study are discussed.

Citation

Sousa, C. M., & Novello, S. (2014). The influence of distributor support and price adaptation on the export performance of small and medium-sized enterprises. International Small Business Journal, 32(4), 359-385. https://doi.org/10.1177/0266242612466876

Journal Article Type	Article
Publication Date	Jun 1, 2014
Deposit Date	May 13, 2014
Publicly Available Date	May 15, 2014
Journal	International Small Business Journal
Print ISSN	0266-2426
Electronic ISSN	1741-2870
Publisher	SAGE Publications
Peer Reviewed	Peer Reviewed
Volume	32
Issue	4
Pages	359-385
DOI	https://doi.org/10.1177/0266242612466876
Keywords	Distribution support, Export performance, Non-linear relationship, Price adaptation.
Public URL	https://durham-repository.worktribe.com/output/1432963

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Copyright Statement
The final definitive version of this article has been published in the International Small Business Journal, 32/4, 2014 © 2014 SAGE Publications Ltd at the International Small Business Journal page: http://isb.sagepub.com/ on SAGE Journals Online: http://online.sagepub.com/