A Survey on Facilitator Factors and Barriers for Development of Export Market-Oriented (EMO) Behavior in Export Manufacturing Companies in East Azerbaijan (Iran)

Abstract

To improve their business performance and acquire competitive advantage in marketing field, trading enterprises have to inevitably take market-oriented behavior. As the most frequent technique for entering into international markets, success in exportation requires a comprehensive knowledge about predicator variables of Export Market-oriented (EMO) Behavior where the past studies have indicated that some variables differed from marketing domestic setting. Nevertheless, little attention was paid to identifying these factors at international arena. Thus, by adoption of EMO behavior antecedent model in this study, it has been tried for demonstration of such factors so they led to facilitation of using EMO behavior or in some cases, to create barriers against it. The used data for testing research hypotheses were collected from the questionnaire that was given to 68 export manufacturing companies in Eastern Azerbaijan Province (Iran). The results from the multiple regression showed that variables of exportation experience and export coordination had the greatest positive effect on taking EMO behavior while export formalization have negatively and significantly affected EMO behavior under some export unstable environmental conditions as well. Variables of EMO reward system and their focus on market orientation and environment turbulence played no predictive role in this model. Eventually, it is expected that due to cultural differences among nations’ businesses, the unprecedented results and outcome highly vary.