When does export customer responsiveness strategy contribute to export market competitive advantage?

Purpose The purpose of this study is to explore the nature relationship between export customer responsiveness and growth. Design/methodology/approach uses primary data obtained by questioning over 200 exporting firms. model constructed predicts growth those firms with data, together a variety moderator control variables. assessed using multiple regression. Findings Exporters higher levels often have sales rates than lower responsiveness, but not always. For some firms, opposite true, such that outperform levels. Originality/value first provide decision-makers empirically grounded recommendations regarding (1) when it advisable high (2) situations may benefit from having