Export problems experienced by high‐ and low‐performing manufacturing companies : A comparative study

Purpose – The purpose of this paper is to examine the perception of export problems differentiating high‐performing export manufacturing companies from low‐performing ones in the context of two developing countries: Turkey and Lebanon. Design/methodology/approach – The paper focuses on the above objectives and aims at shedding light on them by testing some hypotheses. A structured questionnaire was applied to 144 Turkish companies and 71 Lebanese companies through the mail. The response rate was 20 percent for the Turkish sample and 23 percent for the Lebanese. Findings – Some differences were identified between high‐ and low‐performing Turkish and Lebanese manufacturing companies regarding the perception of export problems. The differences were grouped and discussed under internal and external export problems. Highlighted effects of such internal export problems were insufficient production capacity, packaging, and exporting being difficult and costly; and external problems were the imposition of high‐tariff/non‐tariff barriers by foreign countries. Originality/value – Whilst some of the literature has focused on company export barriers, there is a lack of studies investigating the effects of those problems on export performance, especially in developing countries. It is hoped that the paper's findings will help managers and policy makers to improve company and, thereby, country performance.