Bagozzi RP

Bradley F

Brooks MR

Cadogan JW

Cantwell J

Carlos MP Sousa

Cláudio Hoffmann Sampaio

Contractor FJ

Craig CS

Diamantopoulos A

Francisco J Martínez-López

Jorge FB Lengler

Marcelo Gattermann Perin

McCallum W

O’Hara BS

Penrose ET

Scherer FM

Ulwick AW

Van de Vijver F

Weinrauch JD

Williams MR

World Bank

English

 This article examines the determinants of customer orientation and the quadratic effects of customer orientation on export performance. The relationship between customer orientation and export performance has been assumed to have a linear relationship, neglecting the possibility of non-linear relationships. While most studies have been conducted in developed countries, we test our model in Brazil, an emerging market economy. The findings suggest that technology intensity and competitive intensity are key determinants in explaining success in an export market. Our findings also indicate that the relationship between customer orientation and export performance is quadratic (U-shaped) rather than linear. The implications of these findings are discussed. </jats:p

Crossref

International Small Business Journal Researching Entrepreneurship

The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): The non-linear effects of customer orientation

The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): The non-linear effects of customer orientation

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