Presenting a local model for improving Iranian companies’ export performance in construction material market of Iraq

Document Type : Research Paper

Authors

1 Instructor, Faculty of Management, University of Tehran, Tehran, Iran

2 Associate Professor, Faculty of Management, University of Tehran, Tehran, Iran

3 Assistant Professor, Faculty of Management, Shahid Beheshti University, Tehran, Iran

Abstract

Iraq market is a suitable and valuable market for the Iranian companies considering its high facilities for exporting products. But no local model was offered to evaluate and promote the export performance of the companies. This research is done with the objective to “present local model for promoting the export performance of Iranian companies”. Using exploratory factor analysis, forty five criteria were known and categorized in seven classes, then the conceptual model was presented based on the results. The gathered data was analyzed by one sample T test to understand the current situation. Afterwards, the model was presented by using correlation, ANOVA, LSD, and path analysis tests for promoting the export performance of Iranian companies in Iraq. In the final model, the effect of strategy factor was 0.302, governmental supports factor was 0.059, marketing mix factor was 0.189, companies characteristics was 0.047, the hosts market characteristics factor was 0.023, and finally the organizational resources factor was 0.079. The presented model can forecast the export performance up to 70 percent.

Keywords

Main Subjects

References

Aaby, N. E. & Slater, S. F. (1989). Management influences on export performance: A review of the empirical literature 1978- 1988, International Marketing Review, 6(4): 7- 26.
Cavusgil, S. T. & Zou, S. M. (1994). Marketing strategy-performance relationship: An investigation of the empirical link in export market ventures, Journal of Marketing, 58(1): 1- 21.
Christensen, C. H., Da Rocha, A. & Gertner, R. K. (1987). An empirical investigation of the factors influencing exporting success of Brazilian firms, Journal of International Business Studies, 18(3): 61-77.
Dean, D. L., Menguc, B. & Myers, C. P. (2000). Revisiting firm characteristics, strategy, and export performance relationship: A survey of the literature and an investigation of New Zealand small manufacturing firms, Industrial Marketing Management, 29(5): 461- 477.
Dominguez, L. V. & Sequeira, C. G. (1993). Determinants of LDC exporter¢s performance – a cross-national – study, Journal of International Business Studies, 24(1): 19- 40.
 
Katsikeas, C. S., Piercy, N. F. & Ioannidis, C. (1996). Determinants of export performance in a European context, European Journal of Marketing, 30(6): 6- 35.
Kotler, P., Armstrong, G., Saunders, J. & Wong, V. (1999). Principles of Marketing, Printice Hall Publications.
Haghighi, M. & Firoozian, M. S. (2008). Identifying critical factors in food companies export performance, Commercial management journal, 1(1): 3- 20.
Leonidou, L. C., Katsikeas, C. S. & Samiee, S. (2002). Marketing strategy determinants of export performance: A meta-analysis, Journal of Business Research, 55(1): 51- 67.
Mavrogiannis, M., Bourlakis, M. A., Dawson, P., Ness, R .(2009). Assessing export performance in the Greek food and beverage Industry; An integrated structural equation model approach, British Food Journal, 110(7): 638- 654
Parhizkar, O., Chad, R. M. & Smith, R. L. (2010). Private sector development implications of the export performance determinants of U.S. small–medium forest enterprises to Mexico, Europe, and Asia, Forest Policy and Economics, 12 (3): 387– 396
Robertson, C. & Chetty, S. K. (2000). A contingency-based approach to understanding export performance”, International Business Review, 9(2): 211- 235.
Solberg, C. A. & Olsson, Ulf. H. (2009). Management orientation and export performance: the case of Norwegian ICT companies, Baltic Journal of Management, 5(1): 28- 50.
Stoian, M. C., Rialp, A. & Rialp, J. (2010). Export performance under the microscope: A glance through Spanish lenses, International Business Review,7(2):237-261.
Zou, S. & Stan, S. (1998). The determinants of export performance: A review of the empirical literature between 1987 and 1997, International Marketing Review, 15(5): 333- 356.

Files

Share

How to cite

Statistics