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Determinants of LDC Exporters′ Performance: A Cross-National Study*

Author

Listed:
  • Luis V Dominguez

    (University of Miami)

  • Carlos G Sequeira

    (Central American Institute of Business Administration (INCAE))

Abstract

The success of export-led development initiatives in LDCs depends heavily on export diversification. This paper identifies three patterns of performance among Central American firms engaged in non-traditional exports. Each pattern is associated with a distinct strategy: low involvement-low volume-low content, price-cost-volume, and product-service quality oriented. The discussion emphasizes keys to exporter success and priority areas for public policy.© 1993 JIBS. Journal of International Business Studies (1993) 24, 19–40

Suggested Citation

  • Luis V Dominguez & Carlos G Sequeira, 1993. "Determinants of LDC Exporters′ Performance: A Cross-National Study*," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 24(1), pages 19-40, March.
    • Handle: RePEc:pal:jintbs:v:24:y:1993:i:1:p:19-40
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    Cited by:

    1. Wright, Mike & Filatotchev, Igor & Buck, Trevor & Bishop, Kate, 2002. "Foreign partners in the Former Soviet Union," Journal of World Business, Elsevier, vol. 37(3), pages 165-179, October.
    2. Cuervo-Cazurra, Alvaro, 2008. "The multinationalization of developing country MNEs: The case of multilatinas," Journal of International Management, Elsevier, vol. 14(2), pages 138-154, June.
    3. Sharma, Piyush & Cheng, Louis T.W. & Leung, T.Y., 2020. "Impact of political connections on Chinese export firms' performance – Lessons for other emerging markets," Journal of Business Research, Elsevier, vol. 106(C), pages 24-34.
    4. Ahmed, Zafar U. & Mohamed, Osman & Johnson, James P. & Meng, Leong Yee, 2002. "Export promotion programs of Malaysian firms: an international marketing perspective," Journal of Business Research, Elsevier, vol. 55(10), pages 831-843, October.
    5. Omar R. Malik & Masaaki Kotabe, 2009. "Dynamic Capabilities, Government Policies, and Performance in Firms from Emerging Economies: Evidence from India and Pakistan," Journal of Management Studies, Wiley Blackwell, vol. 46(3), pages 421-450, May.
    6. BOEHE, Dirk Michael, 2009. "Corporate Social Responsibility, Product Differentiation Strategy and Export Performance," Insper Working Papers wpe_186, Insper Working Paper, Insper Instituto de Ensino e Pesquisa.
    7. Dirk Boehe & Luciano Barin Cruz, 2010. "Corporate Social Responsibility, Product Differentiation Strategy and Export Performance," Journal of Business Ethics, Springer, vol. 91(2), pages 325-346, February.
    8. Gripsrud, Geir & Benito, Gabriel R. G., 1995. "Promoting imports from developing countries: A marketing perspective," Journal of Business Research, Elsevier, vol. 32(2), pages 141-148, February.
    9. Dominguez, Luis V. & Brenes, Esteban R., 1997. "The internationalization of Latin American enterprises and market liberalization in the Americas: A vital linkage," Journal of Business Research, Elsevier, vol. 38(1), pages 3-16, January.
    10. Predrag D. Radojevic & Darko Marjanovic & Tatjana Radovanov, 2014. "The Impact of Firms' Characteristics on Export Barriers' Perception: A Case of Serbian Exporters," Prague Economic Papers, Prague University of Economics and Business, vol. 2014(4), pages 426-445.
    11. Voerman, J.A. & Wedel, M. & Zwart, P.S., 1998. "Export market information behaviour of SME's : the influence of firm characteristics," Research Report 98B27, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
    12. Cuervo-Cazurra, Alvaro, 2016. "Multilatinas as sources of new research insights: The learning and escape drivers of international expansion," Journal of Business Research, Elsevier, vol. 69(6), pages 1963-1972.
    13. Valenzuela, Ana, 2001. "Explaining export regional involvement through marketing strategy : the case of Spanish companies exporting to Latin America," DEE - Working Papers. Business Economics. WB wb012609, Universidad Carlos III de Madrid. Departamento de Economía de la Empresa.
    14. Seyoum, Belay, 2006. "US trade preferences and export performance of developing countries: Evidence from the generalized system of preferences," International Business Review, Elsevier, vol. 15(1), pages 68-83, February.
    15. Leung, T.Y. & Sharma, Piyush, 2021. "Differences in the impact of R&D intensity and R&D internationalization on firm performance – Mediating role of innovation performance," Journal of Business Research, Elsevier, vol. 131(C), pages 81-91.
    16. Leonidou, Leonidas C., 2000. "Barriers to export management: an organizational and internationalization analysis," Journal of International Management, Elsevier, vol. 6(2), pages 121-148.
    17. repec:dgr:rugsom:98b27 is not listed on IDEAS
    18. Leonidou, Leonidas C. & Katsikeas, Constantine S. & Samiee, Saeed, 2002. "Marketing strategy determinants of export performance: a meta-analysis," Journal of Business Research, Elsevier, vol. 55(1), pages 51-67, January.
    19. Dimitratos, Pavlos & Lioukas, Spyros & Carter, Sara, 2004. "The relationship between entrepreneurship and international performance: the importance of domestic environment," International Business Review, Elsevier, vol. 13(1), pages 19-41, February.
    20. Jie Wu & Hongxin Zhao, 2015. "The Dual Effects of State Ownership on Export Activities of Emerging Market Firms: An Inducement–Constraint Perspective," Management International Review, Springer, vol. 55(3), pages 421-451, June.
    21. Lu, Jane W., 2003. "The evolving contributions in international strategic management research," Journal of International Management, Elsevier, vol. 9(2), pages 193-213.
    22. Theingi, & Purchase, Sharon, 2011. "How exporters’ and intermediaries’ resources influence export performance," Australasian marketing journal, Elsevier, vol. 19(2), pages 100-107.
    23. Javalgi, Rajshekhar G. & Lawson, Diana & Gross, Andrew C. & White, D. Steven, 1998. "Firm characteristics and export propensity: a comparison of manufacturers and manufacturing-based service providers," International Business Review, Elsevier, vol. 7(5), pages 521-534, October.
    24. Lance Eliot Brouthers & Edward O'Donnell & John Hadjimarcou, 2005. "Generic Product Strategies for Emerging Market Exports into Triad Nation Markets: A Mimetic Isomorphism Approach," Journal of Management Studies, Wiley Blackwell, vol. 42(1), pages 225-245, January.
    25. Javalgi, Rajshekhar G. & White, D. Steven & Lee, Oscar, 2000. "Firm Characteristics Influencing Export Propensity: An Empirical Investigation by Industry Type," Journal of Business Research, Elsevier, vol. 47(3), pages 217-228, March.

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