European managers' perspective on export performance determinants

Luis Filipe Lages, Carmen Lages, Cristiana Raquel Lages

Research output: Contribution to journalArticlepeer-review

12 Citations (Scopus)


This study discusses main antecedents of export performance based on the perceptions of European export managers. Crossnational findings reveal that, according to managerial perceptions, the most important determinants of export performance are product quality, followed in importance by price competitiveness/value for money, service quality and relationship with importers/trust. While some of these determinants have been extensively researched in the literature (product and service quality), there are others in which there is limited empirical research (price competitiveness/value for money and relationship with importers/ trust). Surprisingly, key aspects that are typically mentioned in the business press as providing international competitive advantage (e.g., design, brand image, innovation, product differentiation, strategy adaptation to the foreign market, distribution network) are rarely mentioned by the export managers of two EU countries (Portugal and UK). Also of interest is the existence of specific issues that are not considered by managers as being top determinants, but are the focuses of extensive academic research. The authors present managerial implications and suggest several potentially fruitful streams of research.

Original languageEnglish
Pages (from-to)75-92
Number of pages18
JournalJournal of Euromarketing
Issue number2
Publication statusPublished - 28 Apr 2006


  • Cross-national
  • EU
  • Export marketing
  • Export performance
  • Qualitative study


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