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Influences of managerial drivers on export sales units’ performance of SMEs
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences.
2011 (English)In: Journal of Global Marketing, ISSN 0891-1762, E-ISSN 1528-6975, Vol. 24, no 4, p. 324-344Article in journal (Refereed) Published
Abstract [en]

This report offers a contribution to the theories related to firms’ export performance. Job satisfaction and behavioral and outcome performance of export managers have received attention in export literature. However, the relationships between export managers’ rewards system and the level of export managers’ morale with export managers’ job satisfaction, behavioral and outcome performance, and export sales units’ performance of small and medium-size enterprises have not thoroughly been examined, tested, or validated. A new model is developed based on export managerial psychology theory, which integrates two constructs, the export managers’ rewards and level of morale, as critical variables affecting export performance. The research findings suggest that four connected relationships in a PLS model are positive, significant, and substantial. Particularly, managers’ financial and nonfinancial rewards influence managers’ level of morale, which in turn affects managers’ behavioral performance, and managers’ behavioral performance influences managers’ outcome performance, which, finally, affects firms’ export performance.

Place, publisher, year, edition, pages
2011. Vol. 24, no 4, p. 324-344
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
URN: urn:nbn:se:ltu:diva-4320DOI: 10.1080/08911762.2011.602322Local ID: 23ff4d24-2840-4d64-a51e-07d2f94b6c93OAI: oai:DiVA.org:ltu-4320DiVA: diva2:977184
Note
Validerad; 2011; 20110704 (andbra)Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2017-11-24Bibliographically approved

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  • apa
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