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On the internal drivers of export performance among Nigerian firms: Empirical findings and implications

Ibeh, K.I.N. (2003) On the internal drivers of export performance among Nigerian firms: Empirical findings and implications. Management Decision, 41 (3). pp. 217-225.

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This paper discusses the export behaviour of firms from Nigeria against the backdrop of the aggregate findings from previous empirical studies, which originate mainly from the economically advanced countries. Based on the analysis of survey data from 78 Nigerian-based manufacturing firms (34 exporters and 44 non-exporters), a number of internal factors were identified as influential drivers of positive export performance. Among these are decision makers' previous experience, international contacts and orientation, and firm-specific competencies relating to planning orientation, adoption of innovative technologies, foreign market information search, and managing channel relationships. The remarkable consistency between these findings and previous evidence from studies undertaken in more developed economies is discussed. Also highlighted is the need to improve the overall effectiveness with which appropriate competence-enhancing support is targeted at firms, mainly SMEs, in less performing developing regions.