The Export Information System: An Empirical Investigation of Its Antecedents and Performance Outcomes

Abstract

Marketing literature has widely acknowledged the significant contribution of information-processing activities to export organizations’ success. The export information system (EIS) comprises four key dimensions: information sources, information acquisition, information dissemination, and information utilization. The current research develops and empirically tests a comprehensive conceptual framework that assesses (1) the chain of effects linking the four key dimensions of the EIS, (2) the influence of organizational structure (i.e., formalization and centralization) on the efficiency of export information dissemination, and (3) the relationship between the EIS and export performance. The authors also investigate the moderating effects of certain environmental forces (i.e., market turbulence and intensity of competition). The findings support the critical role of information processing in the success of small and medium-sized exporters. The authors conclude by discussing the study's implications for academic researchers and practitioners as well as directions for further research in the field.