Abstract

The main purpose of this study is to investigate the effect of distribution capability, service differentiation, business knowledge and experience of businesses on export performance. Accordingly, meetings based on research were arranged, models were developed and which business behaviours of manufacturing companies doing international sales have positive impacts on business performance of those companies was examined. To support the hypothesis, a questionnaire was conducted to the senior executives of businesses in Turkey that are doing international sales. To determine the factors that can contribute to the export performance, research-based view (RBV) was applied and the results obtained were analyzed. The findings of the study revealed that increasing the distribution capacity, service differentiation and knowledge and experience of a business impacted the export performance positively. Other findings and arguments were included as well.

Key words: Distribution capability, service differentiation, business knowledge, experience, business, export performance.