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

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 relati...

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Detalles Bibliográficos
Autores: Lengler, Jorge, Sousa, Carlos M.P., Gattermann Perin, Marcelo, Hoffmann Sampaio, Cláudio, Martínez López, Francisco José
Tipo de recurso: artículo
Estado:Versión enviada para evaluación y publicación
Fecha de publicación:2016
País:España
Institución:Universitat Oberta de Catalunya (UOC)
Repositorio:O2, repositorio institucional de la UOC
OAI Identifier:oai:openaccess.uoc.edu:10609/92924
Acceso en línea:https://hdl.handle.net/10609/92924
Access Level:acceso abierto
Palabra clave:competitive intensity
customer orientation
export performance
non-linear relationship
technology intensity
intensidad competitiva
orientación al cliente
rendimiento de exportación
relación no lineal
intensidad tecnológica
intensitat competitiva
orientació al client
rendiment d'exportació
relació no lineal
intensitat tecnològica
Exports
Exportacions
Exportaciones
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spelling The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientationLengler, JorgeSousa, Carlos M.P.Gattermann Perin, MarceloHoffmann Sampaio, CláudioMartínez López, Francisco Josécompetitive intensitycustomer orientationexport performancenon-linear relationshiptechnology intensityintensidad competitivaorientación al clienterendimiento de exportaciónrelación no linealintensidad tecnológicaintensitat competitivaorientació al clientrendiment d'exportaciórelació no linealintensitat tecnològicaExportsExportacionsExportacionesThis 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.International Small Business Journal: Researching EntrepreneurshipUniversitat Oberta de Catalunya (UOC)Instituto Universitario de LisboaDurham UniversityPontifícia Universidade Católica do Rio Grande do Sul201920192016info:eu-repo/semantics/articleinfo:eu-repo/semantics/submittedVersionapplication/pdfhttps://hdl.handle.net/10609/92924reponame:O2, repositorio institucional de la UOCinstname:Universitat Oberta de Catalunya (UOC)InglésInternational Small Business Journal: Researching Entrepreneurship, 2016, 34(5)https://doi.org/10.1177/0266242615588837CC BY-NC-NDhttp://creativecommons.org/licenses/by-nc-nd/3.0/es/info:eu-repo/semantics/openAccessoai:openaccess.uoc.edu:10609/929242026-05-28T12:42:01Z
dc.title.none.fl_str_mv The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientation
title The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientation
spellingShingle The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientation
Lengler, Jorge
competitive intensity
customer orientation
export performance
non-linear relationship
technology intensity
intensidad competitiva
orientación al cliente
rendimiento de exportación
relación no lineal
intensidad tecnológica
intensitat competitiva
orientació al client
rendiment d'exportació
relació no lineal
intensitat tecnològica
Exports
Exportacions
Exportaciones
title_short The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientation
title_full The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientation
title_fullStr The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientation
title_full_unstemmed The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientation
title_sort The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): the non-linear effects of customer orientation
dc.creator.none.fl_str_mv Lengler, Jorge
Sousa, Carlos M.P.
Gattermann Perin, Marcelo
Hoffmann Sampaio, Cláudio
Martínez López, Francisco José
author Lengler, Jorge
author_facet Lengler, Jorge
Sousa, Carlos M.P.
Gattermann Perin, Marcelo
Hoffmann Sampaio, Cláudio
Martínez López, Francisco José
author_role author
author2 Sousa, Carlos M.P.
Gattermann Perin, Marcelo
Hoffmann Sampaio, Cláudio
Martínez López, Francisco José
author2_role author
author
author
author
dc.contributor.none.fl_str_mv Universitat Oberta de Catalunya (UOC)
Instituto Universitario de Lisboa
Durham University
Pontifícia Universidade Católica do Rio Grande do Sul
dc.subject.none.fl_str_mv competitive intensity
customer orientation
export performance
non-linear relationship
technology intensity
intensidad competitiva
orientación al cliente
rendimiento de exportación
relación no lineal
intensidad tecnológica
intensitat competitiva
orientació al client
rendiment d'exportació
relació no lineal
intensitat tecnològica
Exports
Exportacions
Exportaciones
topic competitive intensity
customer orientation
export performance
non-linear relationship
technology intensity
intensidad competitiva
orientación al cliente
rendimiento de exportación
relación no lineal
intensidad tecnológica
intensitat competitiva
orientació al client
rendiment d'exportació
relació no lineal
intensitat tecnològica
Exports
Exportacions
Exportaciones
description 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.
publishDate 2016
dc.date.none.fl_str_mv 2016
2019
2019
dc.type.none.fl_str_mv info:eu-repo/semantics/article
info:eu-repo/semantics/submittedVersion
format article
status_str submittedVersion
dc.identifier.none.fl_str_mv https://hdl.handle.net/10609/92924
url https://hdl.handle.net/10609/92924
dc.language.none.fl_str_mv Inglés
language_invalid_str_mv Inglés
dc.relation.none.fl_str_mv International Small Business Journal: Researching Entrepreneurship, 2016, 34(5)
https://doi.org/10.1177/0266242615588837
dc.rights.none.fl_str_mv CC BY-NC-ND
http://creativecommons.org/licenses/by-nc-nd/3.0/es/
info:eu-repo/semantics/openAccess
rights_invalid_str_mv CC BY-NC-ND
http://creativecommons.org/licenses/by-nc-nd/3.0/es/
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv International Small Business Journal: Researching Entrepreneurship
publisher.none.fl_str_mv International Small Business Journal: Researching Entrepreneurship
dc.source.none.fl_str_mv reponame:O2, repositorio institucional de la UOC
instname:Universitat Oberta de Catalunya (UOC)
instname_str Universitat Oberta de Catalunya (UOC)
reponame_str O2, repositorio institucional de la UOC
collection O2, repositorio institucional de la UOC
repository.name.fl_str_mv
repository.mail.fl_str_mv
_version_ 1869402711577853952
score 15,301603

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