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• W265934919 abstract "This study examined the impact of relational variables (adaptation, cooperation, communication, trust and commitment) on the performance of Malaysian firms that have tried to export to Arab-speaking nations. The sample consisted of 106 companies exporting to at least one Arab-speaking country at the time of the study. The data was collected via a postal survey using a specially-developed questionnaire completed by a senior manager at each of these companies. After controlling the influence of the organization variables (firm size, export experience, export mode and export destination) the findings show that trust and commitment have significant impact on export performance. The results indicate that advancement in penetrating a particular export market must be based on harmonious working relationship between exporter and importer. Introduction For years, Malaysia's main export destinations have always centered on major markets like the United States of America (USA), ASEAN, Japan, China, Hong Kong and the European Union (EU). However, due to the slow-down in the US economy and the corresponding spillover effects on the Malaysian economy, it became imperative in official circles to diversify the market destinations. In order to increase bilateral trade and as a part of the new strategy and to push its products in the regions, Malaysia currently operates two trade centers in the speaking countries, one located in Dubai the capital of United Arab Emirates (U. A.E) and the other in Jeddah the most important sea port of Saudi Arabia. Table 1 shows the Malaysian exports to Speaking nations from 1995 to 2002. Background The term Arabic denotes all the Middle Eastern and North African language speaking nations. speaking nations have approximately 250 million people (living in eighteen countries including Palestine) and all share a dominant religion-Islam. These two features of a common language and religion, distinguish these countries from others in the region. There are different ways to classify the speaking countries. The countries differ in terms of their infrastructure, natural resources, growth rate, population density, etc. Economically, the region can be simply classified into oil and non-oil based economies, as suggested by Elbashier and Nichollas (1983). These countries can also be classified into Gulf and Non-gulf countries based on the similarities of infrastructure, natural resources, growth rate, and population density. speaking nations collectively form an important growing market, with average per capita income of more than US $3,000 (Stanat, 1998). In spite of the political, economic and socio cultural difficulties, market potential attracts foreign firms to the Arab countries. Product characteristics have been highlighted as the major successful factor in exporting to Arab nations. The study by Yavas and Tuncalp (1983) identified some product characteristics that contributed to Japanese success in Saudi Arabia, these being (1) The inclusion of a financial expert in Japanese teams; (2) the perception of the Japanese as direct suppliers; and (3) the willingness of the Japanese to adapt their products to the needs of local market. The study concluded that a successful marketing strategy in Saudi Arabia requires careful research with regard to its demographic, economic, socio-cultural, political-legal, and physical-technological environment as well as the adaptation or innovation of aspects of the marketing mix. Similarly, Yavas, Cavusgil and Tuncalp (1987) found that Japanese products rank first in ease of placing order, advertising support, attractive styles and appearance, repair and maintaining services, timely delivery, payment method, and reliability for long-term supply among Arab consumers. In addition, the study also revealed that Saudi consumers perceived Japanese products to be more suitable to consumers needs and that there is little financial risk with Japanese products. …" @default.
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• W265934919 date "2009-12-01" @default.
• W265934919 modified "2023-09-23" @default.
• W265934919 title "Exports to Arab-Speaking Countries: Determinants of the Performance of Malaysian Companies" @default.
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