Export performance and market orientation: Establishing an empirical link

Gregory M. Rose, Aviv Shoham

Research output: Contribution to journalArticlepeer-review

Abstract

This study examines the export performance consequences of a market orientation and the potential moderating impact of the competitive, technological, and market environment. Market orientation was positively related to three dimensions of export performance: change in export sales, export profits, and change in export profits. The impact of market orientation on export profits and change in export profits was stronger in a technologically turbulent environment. Overall, this study synthesizes two important streams of research, assesses the moderating impact of the environment, and empirically establishes a relation between market orientation and export performance.

Original languageEnglish
Pages (from-to)217-225
Number of pages9
JournalJournal of Business Research
Volume55
Issue number3
DOIs
StatePublished - Mar 2002
Externally publishedYes

Bibliographical note

Funding Information:
The authors thank the associate editor and two anonymous reviewers for their helpful comments on earlier drafts. This research was supported, in part, by the Hearin Foundation.

Keywords

  • Empirical link
  • Export performance
  • Market orientation

ASJC Scopus subject areas

  • Marketing

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