Determinants of Turkish Firms’ Sales Revenue: An Empirical Analysis

Yıl 2025, Sayı: 25, 47 - 59, 30.06.2025

İbrahim Erem Şahin , Saeed Hassan Mohamed

https://doi.org/10.63673/SosyoTeknik.1730762

Öz

This study investigates the key determinants of firm-level sales performance in Türkiye, based on data from the 2024 World Bank Enterprise Survey. Employing an ordinary least squares (OLS) regression model on a cross-sectional dataset comprising 1,000 firms, the analysis demonstrates how firm-specific, institutional, and managerial characteristics influence sales outcomes. The empirical findings indicate that firm age and size, as well as the educational attainment of managers and managerial experience, are positively and significantly associated with sales performance. Conversely, the presence of a female top manager is found to be negatively associated with firm sales, highlighting potential structural and institutional barriers that may hinder women in executive leadership positions. Moreover, research and development (R&D) spending, new product innovation, the use of foreign technology, and international certification exert negative or statistically weaker effects on sales performance. These findings underline the prominent role of human capital and organizational attributes in shaping firm productivity and competitiveness, offering meaningful implications for policymakers and business strategists within emerging market contexts.

Anahtar Kelimeler

Sales Performance , Firm Characteristics , Research and Development (R&D) Activities , Innovation , World Bank Enterprise Survey (WBES) , Türkiye

Türk Firmalarının Satış Gelirlerinin Belirleyicileri: Ampirik Bir Analiz

Öz

Bu çalışma, Türkiye'deki firmaların satış performansının belirleyicilerini incelemekte; analizlerde 2024 Dünya Bankası İşletme Anketi verileri kullanılmaktadır. 1.000 firmadan kesitsel bir veri grubu üzerinde (OLS) regresyon modeli uygulanarak, firma özelliklerinin vee yönetsel faktörlerin satış sonuçları üzerindeki etkileri araştırılmıştır. Ampirik bulgular, firma büyüklüğü, yöneticilerin eğitim düzeyi, yöneticilik deneyimi ve firma yaşı gibi faktörlerin satış performansıyla pozitif ve anlamlı bir ilişkiye sahip olduğunu ortaya koymaktadır. Buna karşılık, üst düzey yöneticinin kadın olması, firma satışlarıyla negatif yönde ilişkilendirilmiş olup, bu durum kadınların liderlik pozisyonlarında karşılaştığı yapısal ve kurumsal engellere işaret etmektedir. Ayrıca, Ar-Ge faaliyetleri, ürün inovasyonu, yabancı teknoloji kullanımı ve sertifikasyon gibi değişkenlerin satış performansı üzerinde negatif veya istatistiksel olarak daha zayıf etkiler gösterdiği gözlemlenmiştir. Bu bulgular, beşeri sermaye ve örgütsel özelliklerin firma verimliliği ve rekabet gücü üzerindeki belirleyici rolünü vurgulamakta olup gelişmekte olan piyasa bağlamlarında politika yapıcılar ve iş stratejistleri için önemli çıkarımlar sunmaktadır.

Anahtar Kelimeler

Satış Performans , Firma Özellikleri , Ar-Ge Faaliyetleri , İnovasyon , Dünya Bankası İşletme Anketi (WBES) , Türkiye

Kaynakça

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