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http://hdl.handle.net/10609/92924
Title: | The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientation |
Author: | Lengler, Jorge Francisco Bertinett Sousa, Carlos M.P. Gattermann Perin, Marcelo Hoffmann Sampaio, Cláudio Martínez López, Francisco José |
Others: | Universitat Oberta de Catalunya (UOC) Instituto Universitario de Lisboa Durham University Pontifícia Universidade Católica do Rio Grande do Sul |
Keywords: | competitive intensity customer orientation export performance non-linear relationship technology intensity |
Issue Date: | 1-Aug-2016 |
Publisher: | International Small Business Journal: Researching Entrepreneurship |
Citation: | Lengler, J.F.B., Sousa, C.M.P., Gattermann Perin, M., Hoffmann Sampaio, C. & 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: Researching Entrepreneurship, 34(5), 701-727. doi: 10.1177/0266242615588837 |
Also see: | https://doi.org/10.1177/0266242615588837 |
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. |
Language: | English |
URI: | http://hdl.handle.net/10609/92924 |
ISSN: | 0266-2426MIAR 1741-2870MIAR |
Appears in Collections: | Articles Articles |


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