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Title: A strategic view of export performance : a New Zealand perspective
Author: Lindsay, Valerie Jean
ISNI:       0000 0001 3610 597X
Awarding Body: University of Warwick
Current Institution: University of Warwick
Date of Award: 1999
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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.
Supervisor: Not available Sponsor: Not available
Qualification Name: Thesis (Ph.D.) Qualification Level: Doctoral
EThOS ID:  DOI: Not available
Keywords: HF Commerce