Research Article
An Empirical Analysis of the Relationship between Export Marketing Policies and Export Performance
Published: January 1992 · Vol. 22, No. 1 · pp. 243-266
Full Text
Abstract
The purpose of this study is to analyze the relationship between export performance and export marketing policies, to identify the export marketing policies that determine export performance, and specifically to analyze which export marketing policies in terms of product, price, distribution channels, and promotion are more effective in enhancing export performance—namely export growth and profitability—thereby assisting Korean export firms in developing more successful export marketing policies. With this objective, Korean electronics exporting firms were selected as the sample, and the following research findings regarding the relationship between export performance and export marketing policies were obtained. To enhance export growth, overseas markets should be diversified, export products should be developed considering overseas consumer preferences, and export prices should be differentiated according to overseas market demand and customer responses. However, export profitability increases as the proportion of direct exports grows and as export products are differentiated in consideration of overseas consumer preferences, while conversely, profitability decreases as export prices are determined based on overseas market demand or customer responses.
