Knowledge, Performance, and Exporter Satisfaction: An Exploratory Study

Guangping Wang, Janeen E. Olsen

Research output: Contribution to journalArticlepeer-review

33 Scopus citations


Managers' satisfaction with their exporting activities may significantly affect firms' future exporting behavior, yet it has been examined in few studies. Built on the theory of disconfirmation of expectation and the resource-based view of competitive advantage, we propose and test a model of exporter satisfaction that identifies three groups of antecedents to satisfaction. Background knowledge lays the foundation for developing export marketing expertise, which is directly responsible for export performance in terms of profitability and disconfirmation of prior expectations. Exporter satisfaction is proposed to be a function of performance. Empirical support was found for ten of the eleven hypothesized relationships.

Original languageEnglish (US)
Pages (from-to)39-64
Number of pages26
JournalJournal of Global Marketing
Issue number3-4
StatePublished - 2002

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Marketing


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