Perceived export performance: A contingent measurement approach


Despite considerable research on export performance, relatively little scholarly attention has been devoted to incorporating managers’ perspectives into operationalizing this concept. This study proposes a new approach for measuring SMEs’ export performance in the presence of multiple goals that are potentially conflicting, while accounting for different approaches to assessing export performance. Adopting a contingency approach, we develop two customized measures of perceived export performance: the individualized perceived export performance (IPEP) framework and the simplified model. We demonstrate the application of both measures based on a sample of 78 exporting SMEs in New Zealand, and compare the outcomes. The proposed frameworks are intended to measure export performance considering the specific priorities of managers, through explicit incorporation of manager- and firm-specific differences in the types and importance of goals, indicators, and benchmarks. This paper extends our understanding of export performance by proposing a more nuanced and holistic measurement approach that is tailored to individual firms and reflects firm-specific idiosyncrasies.

Publication DOI:
Divisions: College of Business and Social Sciences > Aston Business School > Centre for Personal Financial Wellbeing
College of Business and Social Sciences > Aston Business School > Economics, Finance & Entrepreneurship
College of Business and Social Sciences > Aston Business School
Additional Information: This article is distributed under the terms of the Creative Commons Attribution 4.0 License ( which permits any use, reproduction and distribution of the work without further permission provided the original work is attributed as specified on the SAGE and Open Access pages (
Publication ISSN: 1547-7215
Last Modified: 18 Jun 2024 07:31
Date Deposited: 10 Nov 2020 11:14
Full Text Link:
Related URLs: https://journal ... 069031X20973663 (Publisher URL)
PURE Output Type: Article
Published Date: 2020-11-02
Published Online Date: 2020-11-02
Accepted Date: 2020-10-23
Authors: Sadeghi, Arash (ORCID Profile 0000-0002-5022-0883)
Rose, Elizabeth
Madsen, Tage



Version: Accepted Version

| Preview


Version: Published Version

License: Creative Commons Attribution

| Preview

Export / Share Citation


Additional statistics for this record