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Open Access research with a European policy impact...

The Strathprints institutional repository is a digital archive of University of Strathclyde's Open Access research outputs. Strathprints provides access to thousands of Open Access research papers by Strathclyde researchers, including by researchers from the European Policies Research Centre (EPRC).

EPRC is a leading institute in Europe for comparative research on public policy, with a particular focus on regional development policies. Spanning 30 European countries, EPRC research programmes have a strong emphasis on applied research and knowledge exchange, including the provision of policy advice to EU institutions and national and sub-national government authorities throughout Europe.

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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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Abstract

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.