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The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs) : the non-linear effects of customer orientation.

Lengler, J. F. B. and Sousa, C. M. P. and Perin, M. G. and Sampaio, C. H. and Martínez-López, F. J. (2016) 'The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs) : the non-linear effects of customer orientation.', International small business journal., 34 (5). pp. 701-727.

Abstract

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.

Item Type:Article
Keywords:Competitive intensity, Customer orientation, Export performance, Non-linear relationship, Technology intensity.
Full text:(AM) Accepted Manuscript
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Status:Peer-reviewed
Publisher Web site:http://dx.doi.org/10.1177/0266242615588837
Publisher statement:Lengler, J. F. B. and Sousa, C. M. P. and Perin, M. G. and Sampaio, C. H. and Martínez-López, F. J. (2016) 'The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs) : the non-linear effects of customer orientation.', International small business journal., 34 (5). pp. 701-727. Copyright © The Author(s) 2015. Reprinted by permission of SAGE Publications.
Date accepted:13 April 2015
Date deposited:20 April 2015
Date of first online publication:19 June 2015
Date first made open access:No date available

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