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Title: The use of information in an export setting : the construct, its antecedents, and its impact on export performance
Author: Souchon, A. L.
Awarding Body: University of Wales Swansea
Current Institution: Swansea University
Date of Award: 1997
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The study of export information use is in its infancy stage since the export information literature has tended to focus on acquisition rather than use issues. The objectives were thus the development of reliable and valid measures of export information use, and the assessment or antecedents and impact on export performance. After reviewing the literature, an exploratory study of export decision-makers was undertaken. The results suggested the existence of two types of export information use: instrumental/conceptual and symbolic. A mail questionnaire was developed on the basis of both the literature review (Chapter Two) and the exploratory study (Chapter Three). The research instrument was pretested. For the main mail survey, a sample of 198 cases was achieved. Established measure development procedures were employed for producing scales of use of information acquired via different types of sources. In addition, measures of export information acquisition, intra-organisational use (reflecting extent of use) and export performance were developed to enhance the analysis. Finally, an overall model of export information use was tested via a series of multiple regression and moderated regression approaches. The antecedents to export information use examined in this study encompassed company size, export experience, export structure, export dependence, and export complexity, acquisition from different types of sources, awareness of export information sources, information intensity, over-acquisition, overload and environmental turbulence. Some of these variables were found to be directly related to export information use while others were linked to use through acquisition. Intra-organisational use of export information was found to have a positive link with export performance, as did instrumental/conceptual use of export market intelligence information. Instrumental/conceptual use of both export marketing research and export assistance information were found to be negatively related to export performance.
Supervisor: Not available Sponsor: Not available
Qualification Name: Thesis (Ph.D.) Qualification Level: Doctoral
EThOS ID:  DOI: Not available