The EXPERF Scale: A Cross-National Generalized Export Performance Measure

TLDR

Many studies have examined factors linked to export success, yet disagreement remains over key determinants and their relative importance, largely because no unified export performance metric exists. The study aims to develop a generalized export performance measure, the EXPERF scale, that can be applied across multiple countries. The authors construct the EXPERF scale by surveying top executives of U.S. and Japanese exporters.

Abstract

A large number of studies have attempted to identify factors that are correlated with exporting success. However, much controversy exists about the key determinants of export performance and their relative importance. A major reason for this lack of consensus is the absence of a unified measure for capturing export performance. In this study, an attempt is made to develop a generalized export performance measure, the EXPERF scale, that can be applied to multiple countries. Results from a survey of top executives of U.S. and Japanese exporters support a three-dimensional scale for measuring export performance. The three dimensions of the export performance (EXPERF) scale are financial export performance, strategic export performance, and satisfaction with export venture. Implications of the study for further research and managerial practice are also discussed.