The relationships among factors determining export performance and their effects on export achievement: Turkish example

Firms expand their operations to foreign markets to take advantage of opportunities provided by the global market . Firms must be aware of internal and external factors which determine export performance in order to survive in international markets.The aim of this thesis is to find out the relationships among factors, chosen from the literature, which determine the export performance and their effects on export achievement. The study is not directed to only one industry. Therefore, sample has been composed of members of nine different Export Unions around the country to represent the Turkey as a whole.The findings show the determinants of export performance of the firms established in Turkey. Internal determinants (factors) are firm?s technological intensity, proactive export motivation, and perceived export advantages while external determinants are composed of industry?s technological intensity, price competition in the industry, demand potential in major export market, cultural similarity of export market to home market, competitive intensity in major export market, degree of product familiarity of export customer, extent of legal and regulatory barriers in major export market, demand potential and competitive intensity in home market. Degree of export marketing strategy adaptation consists of degree of product, price, promotion, and place adaptation. The tested model argues that degree of export marketing strategy adaptation is determined by internal and external determinants; then the degree of export marketing strategy adaptation determines the firm?s export performance.As a conclusion, this thesis which aims to determine factors affecting export performance also helps foreign trade policy makers and executives, managers, and researchers.