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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://journals.sagepub.com/doi/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
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