Understanding How Export Stimuli, Export Knowledge, Product Standards, and Marketing Strategies Shape the Export Performance of Indonesian MSMEs
DOI:
https://doi.org/10.64243/JODIGBI.01.3.04Keywords:
Export Performance, MSMEs, Export Stimuli, Export Knowledge, Product Standards, Marketing StrategiesAbstract
This study examines how export stimuli, export knowledge, product standards, and marketing strategies shape the export performance of Indonesian MSMEs. Using a qualitative approach, semi-structured interviews with 12 MSME owners and managers were thematically analyzed. Findings reveal that unsolicited buyer inquiries and government-led trade missions often trigger market entry, while regulatory knowledge and cultural awareness sustain operations. The significance of this study lies in its dual contribution. Practically, it provides actionable insights for MSME owners, trade associations, and policymakers to design more effective export promotion policies that integrate market access with continuous capacity building. Academically, it advances business and economic studies by offering a qualitative, context-specific understanding of how internal capabilities and external factors interact to influence MSME export performance, a perspective often overlooked in quantitative research.
References
Chen, J., Sousa, C. M. P., & He, X. (2016). The determinants of export performance: a review of the literature 2006-2014. In International Marketing Review (Vol. 33, Issue 5, pp. 626–670). Emerald Group Publishing Ltd. https://doi.org/10.1108/IMR-10-2015-0212
Durmaz, A., & Eren, M. S. (2018). Export Performance: Is It Possible through Knowledge and Capabilities? Evidence from Turkish Manufacturing Firms. Journal of Global Marketing, 31(3), 180–196. https://doi.org/10.1080/08911762.2017.1350896
Fernandes, A. M., Ferro, E., & Wilson, J. S. (2019). Product Standards and Firms’ Export Decisions. World Bank Economic Review, 33(2), 353–374. https://doi.org/10.1093/wber/lhw071
Maurel, C. (2009a). Determinants of export performance in French wine SMEs. International Journal of Wine Business Research, 21(2), 118–142. https://doi.org/10.1108/17511060910967971
Morgan, N. A., Katsikeas, C. S., & Vorhies, D. W. (2012). Export marketing strategy implementation, export marketing capabilities, and export venture performance. Journal of the Academy of Marketing Science, 40(2), 271–289. https://doi.org/10.1007/s11747-011-0275-0
Negeri, A., & Ji, Q. (2023a). Export knowledge, export commitment and coffee export performance in Ethiopia. Heliyon, 9(6). https://doi.org/10.1016/j.heliyon.2023.e16403
Revindo, M. D., & Gan, C. (2016). Export Stimuli, Export Stages and Internationalization Pathways: The Case of Indonesian SMEs. Economics and Finance in Indonesia, 62(3), 191–205.
Ribau, C. P., Moreira, A. C., & Raposo, M. (2017). SMEs innovation capabilities and export performance: an entrepreneurial orientation view. In Journal of Business Economics and Management (Vol. 18, Issue 5, pp. 920–934). Taylor and Francis Inc. https://doi.org/10.3846/16111699.2017.1352534
Samiee, S., & Walters, P. G. P. (1999). Determinants of structured export knowledge acquisition. In International Business Review (Vol. 8). www.elsevier.com/locate/ibusrev
Toften, K. (2005). The influence of export information use on export knowledge and performance. Some empirical evidence. Marketing Intelligence and Planning, 23(2), 200–219. https://doi.org/10.1108/02634500510589949
Wang, G., & Olsen, J. E. (2002). Knowledge, Performance, and Exporter Satisfaction: An Exploratory Study. Journal of Global Marketing, 15(3–4), 39–64. https://doi.org/10.1300/J042v15n03_03
Downloads
Published
Issue
Section
License
Copyright (c) 2025 Sekar Tri Widati
This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.
This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.
