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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.; Sousa, C.M.P.; Perin, M.G.; Sampaio, C.H.; Martínez-López, F.J.

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


Authors

C.M.P. Sousa

M.G. Perin

C.H. Sampaio

F.J. Martínez-López



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.

Citation

Lengler, J., Sousa, C., Perin, M., Sampaio, C., & Martínez-López, F. (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), 701-727. https://doi.org/10.1177/0266242615588837

Journal Article Type Article
Acceptance Date Apr 13, 2015
Online Publication Date Jun 19, 2015
Publication Date Aug 1, 2016
Deposit Date Apr 15, 2015
Publicly Available Date Apr 20, 2015
Journal International Small Business Journal
Print ISSN 0266-2426
Electronic ISSN 1741-2870
Publisher SAGE Publications
Peer Reviewed Peer Reviewed
Volume 34
Issue 5
Pages 701-727
DOI https://doi.org/10.1177/0266242615588837
Keywords Competitive intensity, Customer orientation, Export performance, Non-linear relationship, Technology intensity.
Public URL https://durham-repository.worktribe.com/output/1440283

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Accepted Journal Article (426 Kb)
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Copyright 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.





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