Export behavior and decision model of companies: A research on Ankara construction and construction machinery industry

In this thesis, it is aimed to examine export behaviour and reveal the performance determinants that affect export behaviour of the companies that produce in the construction and construction machinery sector in Ankara and to propose a new decision-making model based on Pak's Export Decision Model (1991). The study aims to empirically define the factors involved in firms' successful export decision making process. The literature on the export behaviour of the firms has been reviewed and it has been seen that the international orientation of the decision maker, the distinctive advantages of the companies, the internal and external environment are possible factors of the export performance of the firm. When the decision-making models in the literature are examined, export decisions are only dependent on the internal and external environmental factors of the firm. The effects of globalization is also involved in this study. By using the structured questionnaire technique, questionnaires were sent to the company's manufacturing in the Construction and Construction machinery sector in Ankara and it was analysed whether the export performance internal and external criteria and global risks and opportunities were effective in the export decision. The companies participating in the survey stated that they are faced with many opportunities and risks brought by globalization, and in this case, they turn to different decisions. The data collected in this study were subjected to statistical analysis using multivariate statistical techniques. SPSS and AMOS package programs were used to analyse the obtained data and test the hypotheses. As a result of the research, it has been seen that global opportunities and risks affect the export behaviour and decisions of companies and play a very important role in this process. Keywords: Export, Export decision, Globalization, Global risks, Global opportunities.