Lindsay, Valerie J. (1999) A strategic view of export performance : a New Zealand perspective. PhD thesis, University of Warwick.

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Abstract

Investigations into export performance have generated considerable knowledge about the construct, but they continue to identify research issues. These include the identification, and interaction, of the antecedents of export performance; understanding of the process and dynamics involved in export performance; the need for explanatory models; and the need for consistent and relevant research approaches.

In an investigation of New Zealand export firms, the study addresses these concerns by utlising a two-stage, case study based research approach that results in the development of a conceptual model of export sales performance. The model is tested qualitatively and quantitatively, in a longitudinal study spanning six years. The conceptual model differs from existing models of export performance in a number of important respects, and thus contributes to theory relating to export performance in the following ways.

The model highlights the central role of strategy process, extending current views of the role of strategy in export performance. This is reflected by two key predictor variables, export strategy implementation and competency management, not prominent in existing export performance models. Firm-level strategy determined firms’ relative emphasis on domestic versus export sales, suggesting a contingency dimension, associated mainly with changing external environments. Complex multivariate relationships were identified, through the use of the qualitative research software programmes, Nudist and Decision Explorer, not previously used together in export performance research. Implications for management, policy-makers and further research were identified from the results of the study.

Item Type:	Thesis or Dissertation (PhD)
Subjects:	H Social Sciences > HF Commerce
Library of Congress Subject Headings (LCSH):	Exports, Exports -- New Zealand, Export sales contracts, Export marketing
Official Date:	June 1999
Dates:	Date Event June 1999 Submitted
Institution:	University of Warwick
Theses Department:	Warwick Business School
Thesis Type:	PhD
Publication Status:	Unpublished
Supervisor(s)/Advisor:	Doyle, Peter, 1943-2003
Format of File:	pdf
Extent:	2 volumes (x, 482 leaves) : illustrations, charts
Language:	eng

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