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.

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