The relationship between export market information and export performance: An application on export market orientation

Export market information, which is defined as any export related data regarding current and potential stakeholders of an exporting firm, is a critical determinant of export performance. However, it is hardly located in export performance models. In this thesis, based on a review of studies on the relationship between export market information and export performance, three approaches, namely export market information acquisition and use, organizational learning and export market orientation, seem to emerge in the field. Every study regarding the relationship between export market information and export performance adopts one of these approaches to a certain extent. Yet, there are no stringent walls among these approaches. Benefiting from this comprehensive perspective and using the tools these approaches offer, a field study is conducted to investigate the relationships among export market information types, export information sources, export market orientation and export performance in the Turkish textile and ready-to-wear sectors. The results indicate that export market orientation, especially export market intelligence generation is an important factor in increasing subjective export performance, export intensity and export sales. However, the link between export market orientation and export sales growth is rather weak. Other findings reveal that export market information types and export market information sources often differ according to respondents? managerial and organizational characteristics. Overall, the results of this study not only contributes to the export market information literature, but also helps export promotion organizations make better decisions in satisfying firms? informational needs.