A Descriptive Analysis of Exporting Enterprises in the Manufacturing Industry in Konya

Abstract

Purpose – Export performance is influenced not only by external environmental factors that create threats and opportunities but also by the existing resources of firms. For this reason, the study aims to investigate the effect of various characteristics related to the export markets of firms operating in the manufacturing industry in Konya on their annual export sales.
Design/methodology/approach – This study adopts quantitative research design and follows a fundamental research approach within the scope of survey research. Data collection was conducted through a questionnaire with 369 enterprises engaged in export activities in Konya. The data obtained were analyzed using the SPSS statistical program.
Results – The structure of the manufacturing industry indicates that various sectors have a high level of export activity. It was found that most of the firms are micro and small sized, possess a moderate level of exports, and that exports constitute a relatively low share compared to domestic sales; the number of countries they export to is limited, yet firms are generally satisfied with their export experience. The analysis revealed a significant relationship between firms’ annual export sales and the allocation of resources dedicated to exports, as well as the marketing infrastructure in export markets. However, no significant relationship was found between annual export sales and cultural proximity to export markets, the competitive structure of export markets, or the presence of substitute products in those markets.
Discussion – The limited diversity of export markets may indicate a dependency on certain markets. To mitigate this risk, increasing access to market research programs could be beneficial. In addition, resource allocation and marketing infrastructure in export markets were identified as two decisive factors for increasing export sales. As a result of globalization, the convergence of consumer behaviors may have reduced the impact of cultural proximity to export markets. Although a high level of competition in export markets was reported, the fact that competition does not affect sales is considered significant. Despite the high presence of substitute products in export markets, the lack of impact on export sales may be explained by certain advantages possessed by the firms.