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

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

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