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Article
Publication date: 5 March 2018

Dafnis N. Coudounaris

This paper aims to shed light on how small- and medium-sized enterprises can use export promotion programmes (EPPs) to improve their performance. The proposed conceptual…

Abstract

Purpose

This paper aims to shed light on how small- and medium-sized enterprises can use export promotion programmes (EPPs) to improve their performance. The proposed conceptual model focuses on the need that the mechanism of awareness and use of EPPs should play a more active strategic role in shaping the firm’s export performance.

Design/methodology/approach

A meta-analysis of the pertinent literature reveals 16 studies on EPPs.

Findings

This study reveals that there are 16 relationships which are important based on the meta-analytic correlations. The analysis of these relationships shows that EPPs, export performance, strategy, knowledge, commitment, capabilities, competitive advantage and experience are the mostly used constructs.

Originality/value

This investigation supports the view that the moderating effects of the improvement of trust relationship between partners, i.e. importers to exporter and public policymakers to exporter, and the mechanism of awareness and use of EPPs accelerate the firm’s export performance. EPPs explain 31.3 per cent of the variance in export performance indicating their catalytic role in the exports’ growth.

Details

Review of International Business and Strategy, vol. 28 no. 1
Type: Research Article
ISSN: 2059-6014

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Article
Publication date: 9 March 2015

Gloria Sraha

Although there is great deal of research on export assistance programmes in developed countries, studies on developing countries in Africa has received scant attention in…

Abstract

Purpose

Although there is great deal of research on export assistance programmes in developed countries, studies on developing countries in Africa has received scant attention in the literature. Lack of detailed information in many developing African countries makes it difficult to assess the effect of export promotion programmes (EPPs) on the firm’s export performance in foreign markets. The purpose of this paper is to explore entrepreneurial development in the value-added export sector of Ghana and screen EPPs provided by public policy makers to examine the impact of these programmes on export performance of Ghanaian firms in foreign markets.

Design/methodology/approach

A conceptual/exploratory paper is developed with discussion.

Findings

The paper suggests that the ability of exporters to enhance their performance is driven by the usage of outside market access, export development/training and information related export assistance programmes offered by public policy makers. Utilisation of EPPs builds experiential knowledge which serves as a source of competitive advantage for exporters to implement effective marketing mix strategies to enhance performance.

Practical implications

The study underscores the specific EPPs export managers can utilise to enhance performance and improve their international marketing strategy in foreign markets. Public policy makers need to work together with exporters to incorporate and develop programmes to suit the idiosyncrasies of foreign markets and boost the growth of value-added exports.

Originality/value

The study explores past literature to screen and evaluate the effect of EPPs and entrepreneurial development to boost export growth in Ghana – Sub-Sahara Africa.

Details

African Journal of Economic and Management Studies, vol. 6 no. 1
Type: Research Article
ISSN: 2040-0705

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Article
Publication date: 7 February 2018

Mohamed Yacine Haddoud, Adah-Kole Onjewu, Paul Jones and Robert Newbery

Based on an institutional approach to explaining firms’ internationalisation, this paper aims to empirically investigate the role of Export Promotion Programmes (EPPs) in…

Abstract

Purpose

Based on an institutional approach to explaining firms’ internationalisation, this paper aims to empirically investigate the role of Export Promotion Programmes (EPPs) in moderating the influence of export barriers perceptions on small and medium enterprises’ (SMEs) propensity to export.

Design/methodology/approach

The study uses evidence from Algeria, the largest North-African country. The data were collected using an online questionnaire, targeting SMEs operating in the manufacturing sector. The study considers the influence of procedural, informational, environmental and functional barriers on export propensity, to uncover the moderating role of trade missions, trade shows and export seminars and workshops on such relationships. To examine these links, five main hypotheses are proposed and tested through a non-linear partial least squares structural equation modelling on a sample of 128 Algerian SMEs.

Findings

The results show that while internal barriers decrease firms’ export propensity, EPPs including trade fairs and shows may independently pose either a positive or negative influence on such relationships.

Research limitations/implications

The study confirms the applicability of the institutional perspective to explaining firms’ internationalisation. More importantly, the present study highlights the role of EPPs in moderating the influence of export barriers perceptions on SMEs’ international market entry, a role neglected by the extant empirical literature.

Practical implications

The current findings hold important implications to export promotion organisations operating in African countries. Notably, the results reveal that some programmes could have a negative influence if they are not delivered appropriately.

Originality/value

This study offers a rare focus on the moderating role of EPPs in the relationship between export barriers and export propensity, within the setting of a North-African country.

Details

critical perspectives on international business, vol. 14 no. 2/3
Type: Research Article
ISSN: 1742-2043

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Article
Publication date: 29 May 2018

Revti Raman Sharma, Gloria Sraha and Dave Crick

The purpose of this paper is to examine the mediating role of foreign market attractiveness on the association between export promotion programmes (EPPs) and export

Abstract

Purpose

The purpose of this paper is to examine the mediating role of foreign market attractiveness on the association between export promotion programmes (EPPs) and export performance in the context of Ghanaian firms. In addition to understanding how EPPs help enhance the attractiveness of the foreign markets and thus export performance, the study contributes to the under-developed export performance literature regarding Sub-Saharan African (SSA) firms.

Design/methodology/approach

A mixed method approach is utilised. In the first instance quantitative analysis is undertaken on 116 Ghanaian firms via data collected using the drop and pick method. Qualitative data involving interviews with 18 managers of exporting firms are then reported upon.

Findings

The study finds full mediation effects for foreign market attractiveness. This suggests that EPPs can enhance export performance via the intervening variable of foreign market attractiveness. Specifically, EPPs should be considered as a resource in managers’ ability to develop capabilities in exporting, but need to be considered in the context of other intervening factors such as perceived foreign market attractiveness.

Originality/value

The literature regarding EPPs and export performance mostly overlook any link between EPPs and other determinants of export performance towards establishing an indirect relationship between the constructs. The study fills this important gap; in particular, in respect of SSA firms and specifically in the context of Ghana.

Details

International Marketing Review, vol. 35 no. 4
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 April 2006

A.K. Shamsuddoha and M. Yunus Ali

The impact of export promotion programs (EPPs) on firm export performance (FEP) has received little attention in the export literature. This paper attempts to investigate…

Abstract

Purpose

The impact of export promotion programs (EPPs) on firm export performance (FEP) has received little attention in the export literature. This paper attempts to investigate the direct and indirect impact of EPPs on FEP in a comprehensive model. The indirect effects of EPPs on FEP have been conceptualized through a set of firm‐ and management‐related antecedents for empirical testing.

Design/methodology/approach

Primary data were collected through mail survey from a sample of 203 exporting firms in three export‐oriented industries in a developing country. Data were analyzed using structural equation modeling (SEM) techniques to test the hypothesized relationships.

Findings

Results suggest that in addition to its direct impact on the FEP, the usage of EPPs has direct impact on firm's export knowledge, and managers’ perception that in turn influence commitment to export, export strategy and FEP.

Research limitations/implications

Findings provide empirical support to theorize indirect effect of the usage of EPPs on FEP. Findings also provide guidelines for managers how to benefit from EPPs to gain export knowledge toward increasing commitment for successful exporting. Policy makers can also benefit from the study finding in designing policy programs. Readers should use caution in generalizing the findings unless verified in other developed and developing country contexts.

Originality value

The theoretical framework developed for the study is original and drawn on the extant literature. The empirical testing of the theoretical model in a developing country context is a significant contribution to fill the much needed gap in the literature toward generalizing similar findings.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 18 no. 2
Type: Research Article
ISSN: 1355-5855

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Article
Publication date: 20 August 2019

Gitte Ohrt Rosenbaum

While the role of government-funded export promotion programs (EPPs) on the international activities of small ventures has been previously documented, they do not appear…

Abstract

Purpose

While the role of government-funded export promotion programs (EPPs) on the international activities of small ventures has been previously documented, they do not appear to have been hitherto studied in a gendered context. This is unfortunate given the evidence suggesting growing numbers of female entrepreneurs with strong international orientation. Thus, this study aims to provide a better understanding of the experiences and practices of women entrepreneurs with regard to EPPs.

Design/methodology/approach

This study is based on personal interviews with eight female-owned international entrepreneurial ventures in the fashion design industry in Denmark. A qualitative research design was used to explore the experiences of the women entrepreneurs regarding different types of EPPs and their various providers, and the data were analysed and interpreted using the NVivo software program.

Findings

The results show that while the level of awareness of EPPs was generally high, the programs were overwhelmingly perceived to be overly expensive, excessively time-consuming, insufficiently specific and largely irrelevant. When the women business owners had availed themselves of their services, the usefulness of the EPPs was deemed to be largely imperceptible. Plausible explanations for these results may be found in the gendered entrepreneurial literature. The study’s findings provide important gendered insights to government support agencies charged with promoting the internationalisation of female-owned small businesses.

Originality/value

This study presents novel gendered findings of the experiences of female entrepreneurs regarding the role played by EPPs in the growth of their firms on international markets. It contributes to the literature on the growing phenomenon of female international entrepreneurs.

Details

International Journal of Gender and Entrepreneurship, vol. 11 no. 3
Type: Research Article
ISSN: 1756-6266

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Article
Publication date: 12 December 2017

Shivendra Pandey, OP Wali and Rajan Chandra

The current study aims to evaluate the utilization of export incentives of the Indian Government. A model conceptualizing the relationships between incentive’s awareness…

Abstract

Purpose

The current study aims to evaluate the utilization of export incentives of the Indian Government. A model conceptualizing the relationships between incentive’s awareness, utilization, perception of utilization on export increase and overall performance was tested.

Design/methodology/approach

In total, 107 Indian exporters from the ten major exporting sectors of the Indian economy were chosen. The exporters within the sectors were chosen on the basis of the quota sampling technique. The top-most executive of the exporting house was interviewed using both structured questionnaire and in-depth method.

Findings

Results indicated that awareness impacted availing of incentives which led to the perception of enhanced export sales. Enhanced export sales led to the perception of an enhanced overall performance of the firm. Smaller firms believed more as compared to larger firms in the effect of export incentives on export sales growth. Recommendations have been provided to remove lacunae in various incentive schemes and improve utilizations.

Research limitations/implications

The inability to extract firm-level financial data of the value of various schemes availed, exports sales increase, overall performance indicators is a limitation of the study.

Practical implications

The lack of awareness seemed to be the biggest roadblock for the Indian Government to make export incentive schemes successful. The Indian Government needs to customize the offerings of incentive schemes by incorporating the general perceptions of experts/users. Some less-used schemes can be done away with and some new schemes with less paperwork will be more useful.

Originality/value

There is scant literature in the Indian context on the study of export incentive schemes. There is even less empirical primary evidence available. This study is one of the first to provide a model for the utilization of export schemes and has great practical relevance for exporters and Indian Government alike.

Details

Journal of Asia Business Studies, vol. 11 no. 4
Type: Research Article
ISSN: 1558-7894

Keywords

Content available
Article
Publication date: 1 March 2021

Nida Gull, Muhammad Asghar, Qader Aleem Ahmed, Asim Rafique Muhammad, Ahmed Syed Jameel and Shan-e Ali

This study aims to extend the understanding of entrepreneurial orientation (EO) by investigating the international EO (IEO) from the perspective of the international…

Abstract

Purpose

This study aims to extend the understanding of entrepreneurial orientation (EO) by investigating the international EO (IEO) from the perspective of the international performance of born global firms. The born global firm's EOs toward global firms led to innovation and dynamic organizational capabilities and to improve the firms' international performance and development.

Design/methodology/approach

It is a hypothesis that IEO predicted that utilization of export promotion programs (EPPs) would be positively associated with international performance. The samples of 405 respondents were collected from born global firms to acquire higher international performance of firms in China. Structural equation modeling (SEM) and mediation analysis are processed to test the proposed hypotheses empirically.

Findings

The results from the SEM test revealed that the network relationships and utilization of EPPs fully mediate the effect of IEO on international performance. These results indicate that not only IEO is an important factor of network relationships but also the utilization of EPPs and international performance for born global firms. IEO can motivate managers to find the right network relationships and ultimately improve company performance. The IEO of the initiative has strong impact on the performance of international firms.

Originality/value

There is a comprehensive view among the relationships of IEO, entrepreneurial competencies and the network utilization of government EPPs, international performance in the context of born global firms. Theoretical and practical implications are discussed in detail.

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Book part
Publication date: 10 December 2018

Mohamed Yacine Haddoud, Paul Jones and Robert Newbery

Succeeding in export markets remains a challenging task for small and medium enterprises (SMEs) operating in developing countries. Empirical studies from these regions on…

Abstract

Succeeding in export markets remains a challenging task for small and medium enterprises (SMEs) operating in developing countries. Empirical studies from these regions on SMEs’ internationalisation remain scarce bringing contrasting evidence to those emerging from developed countries. To increase understanding on these issues, the present study adopts a novel fuzzy-set comparative analysis technique to investigate the combination(s) of different resource factors driving Algerian SMEs’ export performance. Using a sample of 103 exporters, the study identifies two distinct resource configurations likely to boost SMEs export performance. The present study holds important implications for the internationalisation literature and the export promotion organisations in developing countries.

Details

Creating Entrepreneurial Space: Talking Through Multi-Voices, Reflections on Emerging Debates
Type: Book
ISBN: 978-1-78756-372-8

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Book part
Publication date: 10 December 2018

Abstract

Details

Creating Entrepreneurial Space: Talking Through Multi-Voices, Reflections on Emerging Debates
Type: Book
ISBN: 978-1-78756-372-8

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