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Developing new products for international markets offers great growth opportunities for companies by positively influencing company performance. Specifically, the research purpose is to determine the effects of new product success factors on the measures of company export performance, namely export sales, export growth and export profitability.

The study examines the new product success factors, discriminating successful new products from unsuccessful ones in international markets. A pre-tested structured questionnaire is employed for collecting data from the companies. The population frame consists of exporting manufacturing companies and was determined from the records of the Export Promotion Centre of Turkey (IGEME). Of the 250 questionnaires sent out, 116 were completed and returned yielding a response rate of 46.4 percent. The study analysed data from 202 new product projects.

The research determined that various new product success factors have different levels of effect on company performance in international markets, mainly measured in terms of sales, market share and profitability. Specifically, it identified that pre-development and development activities, a large and fast-growing foreign market with huge demand, order of entry and large and well-executed advertising activities differentiate successful new products from unsuccessful ones. Product characteristics are, on the other hand, not found to be a strong factor differentiating successful new products from unsuccessful ones in international markets.

The main objective of the study is to integrate knowledge from two disciplines and expand new product success factors for international markets. The paper aims to bring together all the factors leading to the success of new products in international markets, and to test the effects of those factors on company performance. It is hoped that the findings will help managers and policy makers.

The purpose of the paper is to explore gender variations in entrepreneurship and internationalisation from the perspective of the resource-based view (RBV) of the firm; in particular, the paper explores how differences in the personal idiosyncrasies of both males and females in part account for the variations in export internationalisation.

The study draws on extant literature on the critical success factors in entrepreneurship and internationalisation research (e.g. foreign market knowledge, firm-level technology and firm age) as the conceptual framework to explore the issue. The study is based on 21 male and 17 female export entrepreneurs from Ghana and uses a descriptive research design (i.e. frequencies and chi-square test) to analyse the results.

The results show that the perceptions of male and female exporters differ on key internationalisation success factors based on extant literature. Implicitly, whilst both groups shared a similar degree of basic knowledge on a few export success factors, across most of the other key export success factors, the male counterparts demonstrated a more expanded view compared to the females. The results support the assumption of the RBV theory applied in this study to argue that to account properly for the internationalisation outcomes of small and medium-sized enterprises (SMEs), the personality characteristics of the owner entrepreneurs are critical resources which cannot be ignored.

In terms of limitation, the study is exploratory study based on non-probability sampling methods using descriptive frequencies tables and analysis of chi-square test and so readers must bear this limitation in mind in interpreting the results to improve on future studies.

The paper contributes to the empirical literature by offering a unique perspective regarding how women and men perceive and interpret export success factors and how that impacts on the internationalisation outcomes of women and men. The paper responds to calls by researchers (e.g. Terjesen et al., 2011; Ratten and Tajeddini, 2018; Kuschel and Labra, 2018; Javadian and Richards, 2020) to populate studies on the topic to deepen the present understanding. By using data from Ghana, West Africa, the study sheds a fresh insight on the topic from an under-studied and under-researched geographical context.

The purpose of this paper is to examine the managerial determinants of the export success of Moroccan small and medium enterprises (SMEs) based on resource-based view (RBV) of a firm.

The quantitative design was employed involving a questionnaire completed by 100 managers of Moroccan SMEs. Multiple regression analyses were carried out to confirm or reject eight hypotheses.

It was found that management export commitment and management customer orientation are the main managerial factors in the export success of Moroccan SMEs.

The study was limited to one context, and it followed a cross-sectional approach. Export success was measured by only subjective method with Likert scale. The study suggests that further investigations can be made to incorporate other factors affecting export success.

The results offer insights into the practices of Moroccan exporting SMEs and recommendations for policy makers as well as an indication for further research. The research can also be used in teaching.

First, the tested model is one of few that consider developing country contexts. Second, this research can serve as a guide for future researchers who intend to study export success in other developing countries, particularly in Maghreb regions where there is a gross dearth of research. Therefore, the study is of significant value to practitioners and scholars alike.

Aims to update a previous study into the marketing practices of successful UK exporters. Finds that the majority of success factors identified over a decade ago are still valid today. In addition, finds some support for the emerging relational approach to export marketing. Concludes that exporters should place greater emphasis on relationship factors to improve their performance. Revises an earlier model of export performance as the basis for future research.

Past research has identified several organizational, managerial, relationship‐related and external variables as playing a role in determining the success or failure of a firm′s export marketing activities. However, most of this research has been conducted using samples from the developed world. Attempts to differentiate between successful and unsuccessful exporters from a developing country. Findings indicate that characteristics of the industry, nature of the product (industrial/consumer), destination of exports and managerial variables are significant discriminators of success in a developing‐country context.

The purpose of this paper is to identify the factors that could help differentiate between successful and unsuccessful small- and medium-sized exporter firms.

A causal model of the exporting process was developed from the literature, from which a set of hypotheses was posed and a questionnaire was made. A sample of 37 small and medium exporter firms in Chile was subject to the questionnaire. From the data collected, the critical aspects that could help differentiate between successful and unsuccessful exporting organizations were statistically identified.

The following aspects are the ones that could allow the statistical differentiation of successful and unsuccessful exporter firms: incentives at the firm level for increasing output, improved operations planning, international quality assurance certification, large percentage of sales devoted to innovation, highly frequent innovations, qualified and innovative workers, local alliances for innovation, and the possession of strategic allies at destination

The results of this research can be useful for intending small and medium exporter firms in Chile, as well as for firms in other developing countries. The results are based on a rather small sample of exporting firms in Chile; therefore, the generalizability of the results cannot be assured

A detailed model of the exporting process of small and medium firm (SMF) was developed that is a contribution of the theoretical framework related to SMFs’ exports. The findings could be used by government agencies to offer better guidance to SMF intending to become exporters

Export performance research has proliferated in the last decade. Significant progress has been made in developing better theory and knowledge of the export performance of firms. However, the field of inquiry is characterized by a diversity of conceptual, methodological, and empirical approaches that inhibit the development of clear conclusions regarding the determinants of export performance. In this article, an updated review and synthesis of the empirical literature on determinants of export performance between 1987 and 1997 is offered. Using a combination of the narrative and vote‐counting approaches, 50 studies were identified, reviewed, and synthesized. Major directions for future research are also discussed.

A large and representative sample of New Zealand manufacturing exporters is used to empirically test and validate the model of export performance proposed by Aaby and Slater. A 20‐item additive export performance scale, based on both objective and subjective measures, is formulated and found to be reliable and normally distributed. A set of independent variables proposed by Aaby and Slater is operationalised, along with an additional marketing orientation construct based on a ten item scale. A firm size control measure is also utilised. A factor analysis of the independent variable set identifies an interpretable sub‐set of independent measures. Using a multiple regression model, six of seven independent variables are found to have a significant effect on export performance as the dependent variable, and in the hypothesised direction. Implications of the findings for exporters are discussed.

Reports on a study based on research using a micro‐level or company‐based approach to exporting, this involved a standardized, pre‐tested questionnaire used for collecting data, along with a personal interview sample. Identifies factors associated with export success and classifies them into two types: empirical studies of exporting companies taken together as an industry; and on cross‐industry samples of exporting companies. Concludes that in this study, determining causality on the basis of cross‐sectional data, as been problematical which leads to the data's differing interpretations.

The purpose of this study is to develop a comprehensive model that explains the influence of different relational variables on export performance and the interaction between those relational variables.

This is a theoretical paper building upon the relational variables and export performance literatures.

A theoretical model was developed based on the existing studies and findings. In the proposed model, relational outcome variables mediate the effect of relational contextual variables on export performance.

The model developed in this study opens new avenues for future research because it provides a different perspective on how relational variables interact with each other in terms of their impact on export performance.

Relational variables have great importance for firms’ export performance. This study provides a framework about how these variables affect export performance, which should be taken into consideration in firms’ strategies and decisions with regard to the relations with partners.

Despite the consensus about the importance of relational variables, the evidence is mixed with regard to the way they affect export performance. With the proposed model, this study aims to fill this gap by providing a framework that explains how relational variables interact with each other and how they affect export performance.