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İHRACAT PERFORMANSI DÜŞÜK OLAN KOBİ’LER İLE YÜKSEK OLAN KOBİ’LERİN FARKLILIKLARINI BELİRLEMEYE YÖNELİK BİR PİLOT ARASTIRMA

THE EMPIRICAL STUDY TO FIND OUT THE DIFFERENCES FOR THE SMEs HAVING LOW EXPORT PERFORMANCE AND HIGH EXPORT PERFORMANCE

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Abstract (2. Language): 
The study is to find out forecast ability of small and medium sized exporter companies’ export performance by applying distinctive factors. In other words, this paper aims to determine what differentiates between the SMEs with high export performance and SMEs with low export performance. Discriminant analysis was used in order to test our research hypotheses. As a result of analysis, the study determined that there is a difference among the SMEs with different levels of market orientation in term of export performance. Discriminant function determined in the analysis indicated high correct classification probability of 75.4%. As a result, the study did find out that the SMEs having high export performance focus on customer satisfaction and the service of sales and also, the companies are market oriented. Besides, the study shows that the SMEs having high export performance have coordinated business functions and because of that, rapidly they can reply the market changes that they meet in the markets.
Abstract (Original Language): 
Bu çalısmanın temel amacı, KOB’lerin ihracat performansının ayırıcı degiskenler vasıtasıyla tahminlenip tahminlenemeyecegini belirleyebilmektir. Bir baska deyisle, ihracat performansı düsük olan KOB’ler ile ihracat performansı yüksek olan KOB’leri farklılastıran belirleyicileri saptayabilmektir. Arastırma hipotezlerini test edebilmek amacıyla diskriminant analizi kullanılmıstır. Analiz sonucunda, ihracat performansı düsük olan KOB’ler ile yüksek olan KOB’lerin pazar yönlülük bakımından birbirinden farklı oldukları tespit edilmistir. Test grubu için diskriminant fonksiyonunun dogru sınıflandırma oranı %75,4’tir. Bu çalısma sonucunda, ihracat performansı yüksek olan küçük ve orta büyüklükteki isletmelerin satıs sonrası hizmetlere daha fazla özen gösterdikleri, müsteri memnuniyetini temel öncelikleri arasında degerlendirdikleri tespit edilmistir. Ayrıca bu arastırma sonucunda, ihracat performansı yüksek olan isletmelerin fonksiyonları arasındaki koordinasyon ve esgüdümün etkin oldugu ve piyasada meydana gelen rekabetçi faaliyetlere hızla cevap verdikleri tespit edilmistir.

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