The impact of barriers to export on export marketing performance

Document Type

Conference publication

Publication details

Ahmed, ZU & Julian, CC 2004, 'The impact of barriers to export on export marketing performance', in N Boyacigiller & T Kiyak (eds), Bridging with the other: the importance of dialogue in international business: Proceedings of the 46th Annual Meeting of the Academy of International Business (AIB), Stockholm, Sweden, 10-13 July, Academy of International Business, East Lansing, Michigan, USA.


This study examines the impact that various barriers to export have on the export marketing performance of Queensland export market ventures. This study considers a comprehensive set of potential barriers to export identified from the literature. The unit of analysis was firms engaged in exporting to foreign markets. Data were gathered via a self-administered mail survey directed to the Managing Director of 689 Queensland firms identified by a Queensland State Government department as being involved in exporting. The firms comprising the sample were manufacturing firms. The findings indicate that export venture management characteristics and adapting to foreign market needs as barriers to export were the significant predictors of export marketing performance.