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INTERNATIONAL JOURNAL OF CURRENT LIFE SCIENCES
RESEARCH ARTICLE
ISSN: 2249- 1465
International Journal of Current Life Sciences - Vol. 5, Issue, 3, pp, 464-470,March, 2015
STUDYING THE EFFECTIVE FACTORS ON EXPORT FUNCTION IN AUTOMOBILE
COMPANIES CASE-STUDY IN IRAN KHODRO DISEL COMPANY
1Mahmood
1Islamic
Nooraie, 2*Hamidreza Mohammadbeigi and 3Solmaz Seyyedi Abhari
Azad University Abhar Branch
Management
2,3Business
AR TIC L E
I NF O
Article History:
th
Received 5 , February, 2015
Received in revised form 17th, February, 2015
Accepted 7th, March, 2015
Published online 28th, March, 2015
Key words:
Export performance, export commitment,
competitive advantage, export marketing
strategic capibilites, barriers to export.
ABS TR AC T
Nowadays, export marketing connoisseurs believe that one of the most important
and critical matters for companies in competitive market is "identification of
export function's determinative factors" in order to increase this action and
getting the desirable level. Also, as the universal business and selling activity in
international markets develops, people's attention to the effective factors on
companies' export operation increases, too. (Moghaddam et al, 2011). The
present research focuses on identification and evaluation of export function's
determinative factors in automobile industry. The accomplished studies in this
research about export function and some skills of its models were analyzed. The
model used for identifying the determinative factors is combined with
"Haghighi" and his colleagues' research model in 2008. This integrated model
states that export's stimuli and problems, its competitive advantages and
commitment and strategic characteristics of export marketing and government's
support are the determinative parameters for export function. Iran khodro diesel
company's employees form the statistic group of this research. The hypotheses
were tested and analyzed by spss18 software and using one-sample T-test's
illative statistics after data were collected by questionnaire. Then, the binomial
test was applied for confirming the results. Finally, the priority of each variable
was assessed by using the "Friedman" ranking test. The results and findings of
this research show that the above-mentioned parameters are effective in export
operation of automobile industry and they are known as determinative
parameters.
© Copy Right, IJCLS, 2015, Academic Journals. All rights reserved.
INTRODUCTION
Export has always been concentrated in oil since a long
time ago because of profuse petroleum products and its
resulted income. Existence of this petroleum income
causes to be neglected or underplayed other categories.
(Kamali, Bahrami, 2010). On the other hand, the proper
policy-making must be performed about increasing the
non-oil export in future by the complete attention to
energy and natural resources. More simply, as nonpetroleum export increases, the country's dependence on
one-production economy decreases. Our experiences show
the vulnerability of some countries to economical and
political international conflicts because of their
dependence on one-production economy. Therefore, they
often have numerous problems. Concentration in export
not only acts as a foreign exchange source of income for
country, but also increases the productivity of production's
parameters, the level of occupation and transferring the
technology. Also, automobile industry has mostly invested
in last decades in our country that more than 10
*Corresponding author: Hamidreza Mohammadbeigi
Business Management
percentage of the country's active population are indirectly
or directly working in this industry because of its
development. Since the automobile industry has
communicated with more than sixty industries, it's known
as "industries manufacture" or "industries' locomotive".
Thus, automobile can be exported into other countries, if
the production perpetuates and automobile industry
develops, whether qualitatively or quantitatively. As a
result, as more people are employed in this industry, the
rate of unemployment will be reduced in the society.
Moreover, according to this industry's development
strategy, automakers must attempt to export one-million
automobiles in every kind to universal markets annually
until 2024.
Research aims are as follows
1) Identifying and determining the affective factors on
export development and improvement of automobile
industry's function.
2) This research helps to develop the available
knowledge in automobile industry's improvement.
International Journal of Current Life Sciences - Vol. 5, Issue, 3, pp, 464-470,March, 2015
the export chances. (pressed parameters). (Haghighi et al,
Research hypotheses
2008).
1) Export commitment influence on company's export
performance.
Barrier to export: The existing problems restrict our ability
2) Barrier to export influence on company's export
to seek, identify and profit the export market's
function.
opportunities and they result in low operation of export, in
3) Export commitment influence on company's export
turn. (Haghighi et al, 2008). Most of the structural,
performance.
procedural, functional and behavioral parameters make
4) Competitive advantages influences on company's
producers unable to perform export actions, develop them
export performance.
and also, keep their own export power. Some of the
5) Eexport marketing strategic capability affect on
companies' export drawbacks have deeply established,
export performance.
whereas other barriers result from company's external
6) Government's support influences on company's
environment. On the other hand, we can subjectively
export performance.
divide these drawbacks. So, there will be four categories,
called objective internal barriers, subjective internal
Variables' theoretical definition
drawbacks, objective external obstacles and subjective
Export performance: Shoham (1996) has generally defined
external barriers. (Albaum, 2004, quoted from Nateq
export performance as the result of a firm's actions in
Niakan, 2009).
export markets. Although, growing body of literature has
Competitive advantages: Company's tendency and
addressed the issue but still there is no evenly accepted
capacity in which they do and continue the regular export
conceptual and operational framework (Cavusgil and Zou
actions, depends on company's competitive position in
(1994); Shoham (1998)). Sousa (2004) has identified
target markets. (Albaum, 2004 quoted from Nateq Niakan,
about 50 dimensions of export performance measure
2009). As "Porter" says, competitive privileges show the
which are classified as subjective and objective measures
features and traits that distinguish the exporter company's
of export performance. However, Leonidou et. al. (2002),
activities from opponent companies, such as distinction,
have identified that export proportion of sales or export
concentration and costs' leadership.
intensity, export sales growth, export profit level , export
sales volume, export, market share , and export profit
Government's support: Government usually supports the
contribution are mostly used measures of export
companies' export actions because of the importance of
performance.(suhil Nazar, et al ,2010).
export. Moreover, they use incentives and protection plans
that they are known as "promotion and encouragement
Export commitment: Management’s export commitment is
plans". The target of these services and efforts is that they
one of the key determinants of export performance (Aaby
can help active companies in an economical territory in
and Slater (1989); Zou and Stan, (1998)). Cavusgil and
order to initiate or continue the export's international
Zou (1994) found that high management commitment
activities. One of these groups provides the export and
allows to follow successful export marketing strategies
commercial information for companies. Some other
that help to enhance export performance which is
groups are represented for export in order to create or
confirmed by Julian (2003).
increase the companies' motivation. In addition, the
Export marketing strategic capability: According to
important part consists of functional and financial
Shamsuddoha and Ali (2006) it is ability of a firm to
supports such as export's fiscal provision, export
respond to marketing forces to achieve its objectives.
insurance, education, export's transportation, export
Cavusgil and Zou (1994)) pointed out that the exporting
marketing, performing the foreign commercial missions
firm’s performance can be measured by its marketing
and creating the commercial communications with foreign
strategies and her ability to apply them. Export marketing
merchants. (Farncis June 2004, et al, quoted from
strategy is usually considered as result of firms
Hasanqolipoor, et al, 2010).
characteristics (Aaby and Slater (1989); Cavusgil and Zou
Theoretical bases of research
(1994)) but here we take strategic capability as an
independent factor. Export marketing strategic capabilities
Export
include among others the capabilities to adapt marketing
Exports means to earn more currency for the country and
mix (e.g. Product, Price, Promotion and Placement) and
the most traditional way to enter international markets is
marketing channel strategies such as channel type and
product. Governments are usually favored development
channel relationship etc. Zou and Stan (1998).
strategy of export. Companies that give a positive
Export stimulli: These stimuli concentrate in companies'
response to received orders are called exporter of random.
efforts about identifying the foreign markets' opportunities
But active exporter is company that planning and tries for
and their profiteering. Marketing researchers have divided
ordering (Farhangi, Lotfi, 2009). Export is vital tool for
the export stimuli into two categories, known as effective
countries to achieve goals of economic growth and
and disconnected categories. The effective stimuli
prosperity. Since export help to improve balance of
represent the companies' useful behavior and their
payments, employment rates and living standards;
commitment to researching in order to recognize the
therefore, the number of governments seeking to expand
export opportunities (tensile factors). Reactive stimuli
exports encourage more exports (Doaei, Hassani Robat,
show the companies' reaction regarding the happened
2010).Export occasionally is passive method to entry the
changes and they reflex the inactive tendency for finding
foreign market. In this method, occasionally company or
according to his initiative or in response to unsolicited
465 | P a g e
International Journal of Current Life Sciences - Vol. 5, Issue, 3, pp, 464-470,March, 2015
orders from abroad, its products are exported abroad.
Export's stimuli and stimulators:
Actively export occurs when company is committed to
We can follow two approaches about studies related to
export their goods to particular market. Either the
export stimulators that they influence on companies'
company will produce the goods in their country or
decision about initiating the export actions or keeping
produced goods may or may not be applicable to foreign
them and their continuity.
market. Export requires minimal changes in the
production line, the investment and company's
The first approach is related to the subject, i.e, if the
mission.(Gilaninia,et al ,2013).
decision is made by company's internal factors about
export or it has a foreign source. (Constantine S, 1996,
Two kinds of export
quoted from Nateq, Niakan, 2009).
1) Indirect export
Export's barriers theory
2) Direct export
Most of the structural, procedural, functional and
A) Indirect export: This kind of export is mostly
behavioral factors make the producers unable to do the
common among companies that they recently think
export, improve it and also, keep their own export power.
about export. Indirect export needs less capital and
Some of the companies' export barriers have internal
company doesn't need to employ the sellers and train
foundations, whereas the other obstacles result from
them or there isn't any obligation for performing the
company's external environment. Moreover, we can divide
various contracts in abroad. Above all, exporters face
these barriers, subjectively or objectively. In this case,
less risk for their own export.
there will be four categories such as objective internal
B) Direct export: This kind of export is used by sellers
barriers, subjective internal obstacles, objective internal
who have increased their export as much as they can
barriers and subjective external barriers. (Albaum, 2004,
undertake their own export organization's prices. In
quoted from Nateq , Niakan, 2009). The companies' most
this method, as the investment and risk increases, the
important deterrent factors in "Alzandriz" research about
possibility of profiteering increases, too.
initiating the export activities consist of the available
intense external competition, lack of adequate knowledge
Export from goods' exit point of view
and information about export, inadequate perception of the
Export is divided into three groups regarding the goods'
methods for export payment and the problems related to
exit from country. They are as follows:
finding the export markets that they have been recognized.
1) Certain export
(Nateq , Niakan, 2009).
2) Temporary export
Government’s support theory
3) Renewed export
These plans are divided into two groups regarding their
1) Certain export: This kind of export is transmitting
roles, in Singer's idea. The first group is related to the
the goods outside the country's customs area in order
plans that provide the information for companies and the
to sell or consume them in foreign countries.
second one provides the export's learning opportunity for
2) Temporary export: Temporary export is related to
them. (Singer, T.O, 1991, quoted from Hassanqolipour, et
goods that are transmitted to abroad in order to repair
al, 2009 ). "Harkar, kumcu" have divided the export's
or fulfill or participate in exhibitions. Then, they are
encouragement plans into three groups. The first one is
returned after this major performance.
known as financial encouragement plans such as fiscal
3) Renewed export: If foreign goods gotten through
exemptions, exportable loans, a justification for replacing
customs by doing the formalities related to certain
the imported raw materials and export insurance, technical
entrance is exported to third country, it will be
aids plans, marketing's promotion in target countries,
known as renewed export.
importable aid to exporters and export transportation
supports and other incentives. The second group is
International trade theory
Boroukrasi's reforming and the third is export rewards.
Mercantilism theory: Mercantilism is the first economical
(Kumcu, E. et al, 1995, quoted from Hassanqolipour , et
academy in which there are statements about foreign
al).
trade. It has focused on the policy of encouraging export,
reducing the imports and increasing the countries'
Export commitment theories
commercial level. (Haghighi, 2010).
Export commitment in a company is the grade allocated to
David Ricardo theory: Ricardo represented the relative
export activities by institutional and managerial resources.
superiority theory 40 years after "Adam Smith" had given
(Saberi, 2009). International marketing theoretical
his theory known as "absolute advantage". Ricardo's
literature suggests that export commitment is a function of
theory contains the important part of universal business. In
access rate to resources. As the export actions work well,
"absolute advantage", the reason of trade is low prices of
the public (inside or outside the company) will support the
producing goods in some countries rather than other ones.
export activity inside the company with more probability.
However, if a country produces the cheaper goods, the
In other words, the liability of export actions and export
trade must not perform. (Takrousta et al, 2009). Ricardo
managers decreases by weak operation. As a result, they
has stated that even if a country lacks the absolute
enjoy the less available resources with high possibility.
advantage in both goods' production rather than other
This situation is more important and evident in small and
country, it can create the trade with the mutual interests
medium agencies with short-term strategic cycle. Yet, the
for both parties. (Salvatureh, 2010).
theoretical literature suggests that understanding the
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success on behalf of different interactional essences with
gathered by questionnaire and the second data such as
company will be generally improved by company's
books, magazines, articles and thesis have been used for
internal consistency. Thus, it will result in increasing the
expressing the research theoretical basis. Its population
managers' export motivation. (Saberi, 2009).
includes 5000 employees in Irankhodro Dizel company of
Iran in 2014, and sample size measurd with Cochran test
Export's strategic theories
equl 356 people. and we used simple Random samlling
Strategic points theory: Each of the management theorists
metod.
has enumerated the certain strategic points for
organization's success based on his own views. Some of
these strategic points are cost reduction (pourter, 1985),
quality (Imay, 1986), rate (Stak, Hook, 1990), innovation
(Foster, 1986), customers' needs (Ohmayeh, 1988, Piterz,
1987) and nominees (Handerson, 1990) that organization
will succeed according to the theorists' opinion who
represent them, if they emphasized on each of these
points. (Figenbaum, et al, 1996, quoted from Rahnavard,
et al, 2012).
Even if the organization's productions and services' export
is considered as a dynamic process, decision must be
made around three basic activities in this process. These
subsystems include selecting target market, entrance on
international market and mixed subsystem of international
market in services' and goods' export process. There are
four strategies about the subsystem known as "selecting
the export target market". They are as follows:
1)Concentration strategy in homogeneous markets; 2)
Concentration strategy in heterogeneous markets; 3)
Diversity strategy in homogeneous markets; and 4)
Diversity strategy in heterogeneous markets. (Kotler,
2003).
LITERATURE REVIEW
"Figure 1 Conceptual model of the research (Mixed model with
Haghighi et al, 2008)"
To achieve the aims of the research, 356 questionnaires
were distributed among employees of which 261
questionnaires were analyzed. Questionnaire including 38
items were filled my employees. at the beginning of the
questionnaire, items on demographic traits were raised.
The questions were on ordinal scale and likert five- rank
scale including very low, low, medium, high and very
high .they were deviced 6 variable. Since a standard
questionnaire is used in this research, used measurement
tool had proper validity and its validity was achieved by
content method.
"Table 1 Summary of research literature in Iran"
Number
Researcher
Date
The title of research
1
Haghighi, et al,
2008
Identification of determinative
factors about export action in food
industry
2
Imankhan ,et al
2009
Studying the effective internal
factors on export performance in
petrochemical company
4
Tavakkoli&
Dehghani
2010
6
Van dijk michie
2002
8
Abay, slater
2006
11
Kastsikeas, et al
1996
Finding
Ten factors include; export experience, export stimuli, export
problems, competitive advantage, export commitment,
production's conformity strategy, price conformity strategy,
channels for direct export and the price The research
hypotheses indicate that there is a significant relation between
the ten factors and the export performance.
The effect of three basic variables known as: 1) management
characteristics, 2) capabilities; and 3) export strategic
marketing evaluates the company's abilities and traits on
export operation. The results show the approval of three basic
hypotheses in this research on export performance in
petrochemical commercial company.
Studying the effective parameters
on development of textile export One of the most important effective factors on development of
and affective factors on
textile industry is the quality of production and companies'
improvement of export identified by
strategic attitude in order to attend in universal markets.
using the "AHP" technique.
There is a reverse relationship between dimension and
The Determants of Export
tendency towards export. In this research, the cause of
performace in developing
employees' skill was studied, too. The results show that as the
countries.
employees' skill increases, the tendency towards export's
improvement increases, too.
There is a positive and strong relationship between
Managerial influences on Export
competition and export action in both homogeneous and
performance
heterogeneous parts in Japan.
Determinants of export performance Management commitment in respect of export and exportable
in a European contex
stimuli has influenced on export performance.
RESEARCH’S METHODOLOGY
This research is a functional research base on its purpose
and it has been performed as a descriptive one and its type
is survey and first and second references in this research
are the method of data-gathering. The initial data are
For more confidence on its validity, some experts and
connoisseurs of the field were advised. To compute
reliability, internal adaptation and Chronbach's alpha were
used and by initial distribution of 30 questionnires, the
reliability of the questionnaire was computed as 0.7 which
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International Journal of Current Life Sciences - Vol. 5, Issue, 3, pp, 464-470,March, 2015
shows the plausible reliability of the questionnaire. The
(Hypotheses test): The first theorem test:
binomial test is applied for describing and testing the
First hypothesis: Export stimuli affect on company's
hypotheses, illative statistics (one-sample T) and for
export performance.
certifying the accuracy of results. In addition, the
Friedman test has been used for ranking the variables.
According to the results to be drawn from above
computations represented in table 4 and because the test
Table 2 Chronbach's alpha for each aspect of the
statistic (24.083) is more than the statistics in this table
questionnaire and the number of questions
with the error level equal with 0.05 and release grade
equal with 260 (1.96) (1.96 ˂ 24.083), so we can surely
The quantity Chronbach's
Row
Variable
of questions
alpha
say that the calculated number is not set in critical range
1
Export stimuli
4
0.820
and the null hypothesis is rejected. Moreover, H1 is
2
Competitive Advantage
8
0.894
confirmed, i.e, export stimuli influence on company's
3
Export Commitment
6
0.795
export performance. Therefore, the findings of this
4
Export Marketing Strategy
7
0.744
5
Barrier to export
5
0.797
research conform with the research performed by
6
Government support
7
0.718
"Haghighi, et al, 2008".
Data analysis (hypotheses test)
The hypotheses 2-6 have been studied and tested based on
There are four basic stages for evaluating the research
hypotheses as follows:
1) codifying the statistic assumptions: As the Likert fivechoice spectrum has been applied for testing the hypotheses,
it can be noted that if the score's mean for given replies to
each question is more than three (3) in this research, so the
studied variable will influence on the question and vice versa.
As a result, we can formulate the statistics assumptions for all
of hypotheses as follows:
H0: μ≤ 3
H1: μ > 3
2) Calculation of test statistic: The group's standard deviation
in this research is indefinite. However, because the sample's
content is more than 30 based on the "central limit" theorem,
it can be noted that it has a normal estimation. (Azar,
Moemeni, 2004). The statistic formula is as follows:
t= x-μ / s/√n
3) Determining the critical amount: As the present research
has a test with one rightmost sequence, the critical amount
will be extractable by using the related tables.
4) Comparison and decision-making: Decision is made by
comparing the critical amount with the test's statistic. So, if
the statistic of test is set in H0 range, the "H0" hypothesis will
be confirmed. Likewise, the H1 hypothesis will be accepted if
this statistic is set in H1 range. The results to be drawn in
statistic test of the research hypotheses are represented in
table 3.
the first hypothesis as follows in order to avoid from
extending the material. The results have been represented
in Table 5.
"Table 5 The statistic output of SPSS software for
one-sample T-test in hypotheses 2-6"
x2
x3
x4
x5
x6
T
df
38.550
25.579
44.118
38.261
34.650
260
260
260
260
260
One-Sample Test
Test Value = 3
95% Confidence Interval
Sig.
Mean
of the Difference
(2-tailed) Difference
Lower
Upper
1.1583
.000
1.10201
1.0457
.9594
.000
.89080
.8222
1.2142
.000
1.16236
1.1105
1.2287
.000
1.16858
1.1084
1.1494
.000
1.08758
1.08758
Each of effective factors has been studied by using the
binomial test in order to certify and confirm the accuracy
of T-test results that the statistic hypothesis in binomial
test is as follows:
H0: p ≤ 0.6
H1: p > 0.6
The cause of comparison is its proportion with 0.6 that the
ratio of three-choice to five-choice equals 0.6 (3/5). As
this ratio increases and gets more than 0.6, the
effectiveness of the causes increases, too. (Javanmard ,
Soltanzadeh, 2009). The results obtained from binomial
test in each hypothesis will be described in Table 6.
Table 3 Statistic test of hypotheses
The result Critica
test's statistic
of test
l value
suported
1.96
th24.083
suported
1.96
38.550
suported
1.96
25.579
suported
1.96
44.118
Supported
1.96
38.261
suported
1.96
34.65
Sample
Research hypotheses
261
261
261
261
261
261
Export stimuli influence on company's export performance
Competitive advantage affects on company's export performance.
Export commitment influences on company's export performance.
Export's marketing strategy affect on company's export performance.
Barrier to Export influence on company's export operation.
Government's support affects on company's export performance.
"Table 4 The statistic output of SPSS software for one-sample T-test in first hypothesis"
One-sample test
T
x1 24.083
df
260
One-Sample Test
Test Value = 3
95% Confidence Interval of the Difference
Sig. (2-tailed) Mean Difference
Lower
Upper
.000
.96456
.8857
1.0434
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Priority and internal characteristics. As the Table 8 shows,
"Table 6 The statistic results of binomial test for
the standard of decision (Sig) is less than 0.05 error. Thus,
hypotheses 1-6 (x1- x6)"
H0 is rejected, i.e, the priorities isn't equal and H1 is
Observed Test Asymp. Sig.
approved. So, there is a difference between priorities. The
Category N
Prop. Prop. (1-tailed)
priority of each effective factor on export performance is
a,b
Group 1
<= 3
28
.1
.6
.000
determined in automobile industry regarding the ranking
x1 Group 2
>3
233
.9
of SPSS software's output in Table 8. Therefore, export's
Total
261
1.0
Group 1
<= 3
3
.0
.6
.000a,b
issues and problems and export commitment have the
x2 Group 2
>3
258
1.0
highest and lowest priority with 1 and 6 score,
Total
261
1.0
respectively among six variables.
a,b
Group 1
<= 3
19
.1
.6
.000
x3 Group 2
>3
242
.9
Total
261
1.0
Group 1
<= 3
5
.0
.6
.000a,b
x4 Group 2
>3
256
1.0
Total
261
1.0
Group 1
<= 3
8
.0
.6
.000a,b
x5 Group 2
>3
253
1.0
Total
261
1.0
Group 1
<= 3
3
.0
.6
.000a,b
x6 Group 2
>3
258
1.0
Total
261
1.0
a. Alternative hypothesis states that the proportion of cases in
the first group < .6.
b. Based on Z Approximation.
As we describe these results based on the above Table, we
find that the standard of decision equals Sig.(2-tailed)= 0.000
and it's less than α= 0.05 (Sig ˂α). Therefore, H0 is rejected in
all hypotheses and it indicates the effect of above-mentioned
causes on export performance.
Conclusion and suggestions
The presented suggestions in this section are as follows
regarding the results obtained from hypotheses test.
Section 1: export stimuli:
It's recommended that we can improve the export
performance regarding the export stimuli such as surplus
production, economic profit acquired by goods' export to
abroad and also by considering the export interesting
incentives and solving the limited barrier in the target
country.
Section 2: competitive advantage:
As the Table shows, the results obtained from "binomial test"
exactly confirm the results in "one-sample T-test".
The foreign marketing information system is planed and
performed in order to create the competitive advantage
and increase the needed information. Moreover, the
available technologies are updated in materials' production
and some methods are outlined for new production and
distinct goods by using raw materials with high quality.
Friedman ranking test
Section 3: Export commitment:
Variables' ranking
According to the results and findings, it's suggested that
we not only must create an independent export unit but
also we have to codify the appropriate marketing for
providing the target market's needs and planning its own
export activities. That way, company's export performance
will be improved towards increasing export and
establishing export commitment in all levels of
organization.
Friedman test has been applied for this research variables'
ranking.
H0 : the priority of effective causes on company's export
performance is equal.
H1 : At least, the relationship between two variables of
effective causes on export performance is different.
The output of SPSS software will be described in Tables 7
and 8 for Friedman test.
Table 7 "The output of SPSS software for Friedman
test"
Ranks
Export stimuli
Export stimuli
Competitive Advantage
Export Commitment
Export Marketing Strategy
Barrier to export
Mean Rank
3.24
3.66
2.71
3.82
4.02
3.55
Table 8 "The output of SPSS software for Friedman
test"
Test Statistics a
Test Statisticsa
N
261
Chi-square
83.483
Df
5
Asymp. Sig.
0.000
a. Friedman Test
At first, we study the null hypothesis (H0) test for giving
Section 4: Export Marketing Strategic capobilites:
This research shows that the high export performance can
be acquired by commitment to performing the adaptive
marketing strategies. Export marketing strategies'
adaptation is similar to the conformity of export
productions with foreign customers' preferences and it
allows the exporter not only to meet the foreign customers'
needs, but allows him to create the competitive situation in
the market.
Section 5: barrier to export:
According to the results in Friedman test, export issues
and problems have the highest effect on company's export
performance and because these problems can be official,
processing, communicational, legal or informative
problems, so it's necessary to solve them by studying and
assaying their basic identification.
Section 6: Government support:
This research highlights the government's vital role for
simplifying the companies' performance in export
markets. Thus, government can increase the power of this
469 | P a g e
International Journal of Current Life Sciences - Vol. 5, Issue, 3, pp, 464-470,March, 2015
industry's export performance by enjoying the long-term
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