The Performance of an Importer in Mediating the Influence of Export Incentives on the Performance of an Exporter
Purpose: The purpose of this study is to ascertain the mediation effect of the performance of an importer on the impact of export incentives over the performance of an exporter. Design/Methodology/Approach: A postal survey of 400 export firms was conducted. Samples were accessed from the official database of the Department of Export Promotion, the Ministry of Commerce, Thailand. Findings: A full mediation of the role performance of an importer on the impact of export incentives on the performance of an exporter has been found. Also, export incentives in the types of non-monetary incentives of creditable channel policies and monetary incentives as price and financial issues have significantly and positively affected on the role performance of an importer. Practical Implications: Present and future exporters can benefit from the results of this study by utilizing proper export incentives to motivate importers in promoting and supporting sales of exporters internationally since the role of an importer is so vital for the success of exporters. Firm executives and policy makers also benefit from the findings of the study since an awareness of the determinants of the role performance of an overseas importer, especially the export incentives, could facilitate firms’ strategies. Originality/Value: The study provides the original insights in illustrating the mediation effect of the role performance of an importer on the impact of export incentives in the forms of monetary and price issues and non-monetary issues over the performance of an exporter.