The Impact Of Service Differentiation, Informational Capacities And Commitment To Exporting On Export Costs And Growth Performance

Öz

This study examines the effects of overseas service differentiation, informational capabilities and committment to exporting on the costs and sales revenues of companies. The study is based on the opinion that these behaviors will positively impact the cost advantage and thus the increase of sales revenue in export markets and through that, it will improve the export performance of exporters. Service differentiation, informational capabilities, and commitment to exporting are discussed as the factors that affect the cost advantage and revenue growth of supplier companies. A resource-based view (RBV) approach was used to test the relationship between these factors; a model was developed to measure the impacts of company factors in the export market, costs and export performance. The study comprised a questionnaire administered to senior executives of export companies in Turkey to investigate the hypothesis. The results of the study revealed that service differentiation impacts cost reduction, while further use of informational capabilities and commitment to exporting behaviours has a positive direct impact on  sales revenue. Other results and discussions are also included in the study. 

Anahtar Kelimeler

• Service Differentiation, Informational Capabilities, Commitment To Exporting, Firm Cost, Firm Growth

Servis Farklılaştırma, Bilgi Kapasitesi ve İhracat Taahhüdünün İhracatçının Maliyet ve Büyüme Performansı Üzerine Etkisi

Öz

Bu çalışmanın temel amacı; ihracatçı işletme faktörlerinin işletme maliyet avantajı ve ihracat performansına olan etkisini araştırmaktır. Çalışma, firmanın pazar bilgi kullanımı kapasitesindeki kabiliyetinin, tecrübe yeterliliği, dağıtım kapasitesi faktörlerinin ihracat piyasalarında firmanın kendi maliyetlerinin düşüşünü pozitif yönde etkilediğini ve maliyet avantajını elde ettiği ve bu yolla da ihracatçının finansal performansının arttığı fikrine dayanmaktadır. Maliyet avantajına ve ihracat performansına etki eden faktörler olarak; firmanın pazar bilgi kullanımı kapasitesindeki kabiliyetinin, tecrübe yeterliliği, dağıtım kapasitesi ele alınmıştır. Bu faktörler arasındaki ilişkiyi test etmek amacıyla araştırmaya dayalı görüşmeler  (RBV) yapılmış; ihracat pazarında firma faktörleri ile maliyetler ve ihracat performansı etkisini ölçmeye yönelik model geliştirilmiştir. Araştırma sırasında Türkiye’de ihracat yapan firmaların üst düzey yöneticileri ile anket uygulaması yapılarak hipotezlerin desteklenmesi sağlanmıştır. Araştırmanın sonucunda; işletme dağıtım kapasitesinin artırılmasının maliyet avantajı sağlamazken ihracat performansını artırdığı, tecrübeye dayalı bilginin hem maliyet avantajı sağladığı hem de firma ihracat performansını artırdığı görülmüştür. Çalışmada ayrıca elde edilen diğer sonuçlar ve tartışmalara da yer verilmiştir. 

Anahtar Kelimeler

• Maliyet avantajı, bilgi kullanım kapasitesi, ihracat performansı, tecrübeye dayalı bilgi, dağıtım kapasitesi, firma büyümesi

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