Export performance: multiple predictors and multiple measures approach

Purpose – The purpose of this paper is to examine the antecedents of export performance within the parameters of the structure-conduct-and-performance (SCP) paradigm, resource-based view (RBV), rational choice (RC) and perceptual view (PV), theoretical templates. Design/methodology/approach – The study surveyed continuing manufacturing exporters from New Zealand ( n =118) using an electronic method. Linear regression analysis was used to determine the relationships among the groups of predictors and three types of measures. Findings – The results found that strategic factors (encapsulating RC) were strong predictors of both export intensity (EI) and export intensity growth, followed by export barriers (representing PV). Conversely, firm factors (representing an amalgamation of SCP and RBV variables) generated lower explanatory power in predicting export performance. Regarding measures of export performance, EI carried the highest efficacy. Practical implications – This research suggests export performance depends primarily on deliberate strategic initiatives (RC) (regarding, products, markets and approaches to order generation), and implicitly challenges the resource and natural selection based advantages inherent in firm factors. Originality/value – This is one of the few studies on export performance to test the explanatory power of competing theoretical views using a multiple measures approach. Insights from this research extend to the very definition of an internationalizing SME with significant implications for export researchers.