Studying sales in terms of export performance: A quantitative research for the border gate of Sarp<p>Satışların ihracat performansı açısından araştırılması: Sarp sınır kapısında nicel bir çalışma
Keywords:
Sales at Border, Export Performance, Sarp Border, SME, Sınırda Satış, İhracat Performansı, Sarp Sınırı, KOBİAbstract
Sales made to foreigners by SMEs in Sarp border region are an important commercial activity. A large number of entrepreneurs continue to increase their activities in order to benefit from the advantages of the border region. The purpose of this research is to examine the effects of marketing strategy, entrepreneurship, market attractiveness and foreign trade barriers on sales in terms of export performance. The research data were collected from SMEs operating around Sarp border gate in Hopa/Artvin at Turkey-Georgian border by using convenience sampling method with face to face interview. SPSS and PLS structural equation modelling were used in analyzing the data. According to the findings of the study; marketing strategy, entrepreneurship and market attractiveness were found positively significant on sales performance. But, the effect of the defined barriers on sales performance was not found significant. This study examines the sales at the border region and offers valuable information to the parties interested in the topic.
Özet
Sarp sınır bölgesindeki KOBİ’lerin yabancılara yaptığı satışlar önemli bir ticari faaliyettir. Çok sayıda girişimci bölgenin avantajından yararlanabilmek için bu sınır bölgesinde faaliyetlerini arttırarak devam ettirmektedir. Bu çalışmanın amacı pazarlama stratejisi, girişimcilik, pazar çekiciliği ve dış ticaret engellerinin satışlara ihracat performansı açısından etkilerini incelemektedir. Araştırma için oluşturulan modelinin verileri kolayda örnekleme yöntemiyle Türkiye-Gürcistan sınırındaki Hopa/Artvin Sarp bölgesindeki işletmelerle yüz yüze yapılan anketlerden elde edilmiştir. Verilerin analiz edilmesinde SPSS ve PLS yapısal eşitlik modellemesi kullanılmıştır. Araştırmadan elde edilen bulgulara göre; pazarlama stratejisi, girişimcilik ve pazar çekiciliğin satış performansını olumlu yönde etkilediği bulunmuştur. Ancak, tanımlanan engellerin satış performansı üzerindeki etkisi anlamlı bulunmamıştır. Bu çalışma sınır bölgesindeki satışları incelemekte ve konuyla ilgilenen taraflara değerli bilgiler sunmaktadır.
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