Export performance in developing countries

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What determines the success or failure of exporting enterprises in developing environments? This empirical study aims to answer this question by developing a theoretical model that explores the relationship between export performance and various explanatory variables. Data were collected through personal interviews with managers from fifty-one firms in Tanzania. The study contributes to our understanding of export causal relationships in four key ways. First, it reveals that only a few factors derived from advanced country literature are significantly linked to export performance. Second, while many factors lack statistical significance, some trends align with findings from advanced countries, suggesting that certain factors affecting export performance may be universal. Third, the study highlights that environmental factors have a more significant impact on export performance than managerial factors, contrasting with observations from advanced countries. Lastly, it recommends that future research in developing environments should prioritize the measurement of environmental variables' impact on performance over managerial control factors. This work is particularly beneficial for students of business, public policy-makers, business executives, and consultants navigating changing business landscapes, such as those in Eastern Europe.