Effects of Export Assistance and Distributor Support on the Performance of SMEs

The presumed effect of export assistance programmes and distributor support on the export performance of SMEs, though intuitively rational, has not been tested or validated in any systematic fashion in the export literature. To address this issue the authors develop a new model, which integrates these two constructs as critical variables affecting export performance. Confirmatory factor analysis and structural equation modeling were used to test hypotheses. The research findings, which are based on a survey of 287 senior managers responsible for international markets, suggest that export assistance programmes and distributor support are significant determinants of export performance. Implications of these findings along with the limitations of the study are discussed. Conséquences de l’aide à l’exportation et du soutien accordé aux distributeurs sur la performance des PME L’exemple des entreprises exportatrices portugaises Carlos M. P. Sousa et Frank Bradley University College Dublin, Irlande Les conséquences présumées qu’ont les programmes d’aide à l’exportation et de soutien accordé aux distributeurs sur les résultats des exportations des PME — bien que intuitivement rationnelles — n’ont été ni éprouvées ni validées de façon systématique dans les documentations portant sur les exportations. Pour résoudre ce problème, les auteurs mettent au point un nouveau modèle, qui intègre ces deux concepts comme variables critiques affectant les résultats des exportations. Pour vérifier les hypothèses avancées, on a eu recours à une analyse factorielle confirmatoire et à une modélisation par équation structurelle. Les résultats de la recherche, s’appuyant sur une enquête réalisée auprès de 287 de cadres supérieurs responsables des marchés internationaux, indiquent que les programmes d’aide aux exportations et de soutien aux distributeurs sont des facteurs déterminants des résultats des importations. On procède à une analyse des implications de ces constatations ainsi que des limites de l’étude. Los efectos de la ayuda a la exportación y apoyo a los distribuidores sobre la actuación de las PYME El caso de las empresas exportadoras portuguesas Carlos M. P. Sousa y Frank Bradley University College Dublin, Irlanda El supuesto efecto de los programas de ayuda a la exportación y apoyo a los distribuidores en los resultados de las exportaciones de las PYME, aunque racional por intuición, no ha sido probado ni validado en forma sistemática en la documentación sobre exportaciones. Para solventar este problema, los autores desarrollan un nuevo modelo el cual integra estos dos constructos. como variables críticas que afectan los resultados de las exportaciones. Para comprobar las hipótesis se utilizó un análisis de factores confirmatorios y una modelización de ecuaciones estructurales. Las conclusiones de la investigación, basadas en una encuesta de 287 altos funcionarios responsables de los mercados internacionales, indican que los programas de ayuda a la exportación y apoyo a los distribuidores son importantes factores determinantes de los resultados de las importaciones. Se analizan las consecuencias de estos resultados junto con las limitaciones del estudio. Auswirkungen von Exporthilfe und Vertriebsunterstützung auf den Erfolg von KMUs Im Fall von portugiesischen Exportunternehmen Carlos M. P. Sousa and Frank Bradley Universitätskolleg Dublin, Irland Die mutmaßlichen Auswirkungen von Exporthilfeprogrammen und Vertriebsunterstützung auf die Exportleistung von KMUs, obwohl augenscheinlich vernünftig, wurde bisher noch nicht in der Exportliteratur systematisch geprüft oder bestätigt. Um sich dieses Themas anzunehmen entwickelten die Autoren ein neues Modell, das diese zwei Konstrukte als kritische Variable mit Auswirkungen auf die Exportleistung vereint. Konfirmatorische Faktorenanalyse und Strukturangleichungsmodelle wurden verwendet um Hypothesen zu testen. Es wurde eine Umfrage unter 287 für internationale Märkte verantwortlichen Führungskräften durchgeführt. Die Umfrageergebnisse weisen darauf hin, dass Exporthilfeprogramme und Vertriebsunterstützung wichtige Bestimmungsfaktoren der Exportleistung sind. Die Implikationen dieser Ergebnisse sowie die Grenzen dieser Studie werden diskutiert.

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