The role of psychic distance and export competences on export performance in international marketing process: Research on SMEs operating in Konya

Export is the shortest way to reach foreign markets. On the other hand, export is not only the marketing of the manufactured product abroad. In order to achieve success in a market to be exported, it is extremely important to determine the plans and strategies specific to the target market and to act in harmony with these markets. At this point, perception of psychological distance and export competencies emerge as two important factors that have the potential to have an impact on export performance. In the current study, the effect of export competencies and psychological distance perception on export performance was examined on 170 SMEs operating in Konya. When the export competency dimensions of the enterprises and the results of the multiple linear regression analysis of the export performance are evaluated; It has been determined that the export competency sub-dimensions of the enterprises, the export experience of the employees, the export commitment of the enterprises and the marketing planning ability of the enterprises have a significant effect on the export performance of the enterprise. On the other hand, it was determined that other export competence sub-dimensions (export experience of the firm and export knowledge of the firm) did not have a significant effect on export performance. When the psychological distance perception dimensions of the enterprises and the results of the multiple linear regression analysis of export performance are evaluated; It has been determined that the sub-dimensions of psychological distance perception in enterprises, cooperation and institutionalization, and the variables of international market experience of enterprises have a significant effect on the export performance of the enterprise. However, it was determined that other psychological distance perception sub-dimensions (manager's foreign market experience, manager's knowledge of cultural differences, personnel expertise and business competence) did not have a significant effect on export performance. Another result of the study is that both the main dimension of psychological distance perception and the main dimension of export competencies have a significant effect on export performance. The study has shown that it is important to strengthen both the psychological distance perception and export competencies for SMEs who want to increase their export performance.