The influence of distributor support and price adaptation on performance of small and medium-sized enterprise Sousa, Carlos M P.
By: Sousa, Carlos M P
Material type:
ArticlePublisher: 2014Description: 359-385Subject(s): Smes | Small And Medium-Sized Enterprises | Price Adptation | Non-Linear Relationship | Export Performance | Distribution Support
In:
International Small Business JournalSummary: Although a number of studies have examined the antecedents of export performance, little empirical attention has been given to the influence of distribution support and price adaptation on this issue. To address this gap in the literature, this article develops a new model which integrates these two constructs as key variables affecting export performance. The results suggest that support given to the distributor has a strong and positive impact on export performance. In addition, the findings indicate that distribution support plays a mediating role in the model. Contrary to expectations, the results show that price adaptation has no significant impact on export performance. Although in the literature price adaptation and export performance is assumed to have a linear relationship, further analysis shows a non-linear (U-shaped) relationship between these two constructs. The implications of these findings along with the limitations of the study are discussed.
| Item type | Current location | Call number | Vol info | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
Articles
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Ahmedabad (HO) | (Browse shelf) | Vol. 32, Issue. 4 | Available | 017940 |
Although a number of studies have examined the antecedents of export performance, little empirical attention has been given to the influence of distribution support and price adaptation on this issue. To address this gap in the literature, this article develops a new model which integrates these two constructs as key variables affecting export performance. The results suggest that support given to the distributor has a strong and positive impact on export performance. In addition, the findings indicate that distribution support plays a mediating role in the model. Contrary to expectations, the results show that price adaptation has no significant impact on export performance. Although in the literature price adaptation and export performance is assumed to have a linear relationship, further analysis shows a non-linear (U-shaped) relationship between these two constructs. The implications of these findings along with the limitations of the study are discussed.
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