Behind Intermediary Performance in Export Trade - The University of ...

INTERMEDIARY PERFORMANCE IN EXPORT TRADE
APPENDIX
KEY SURVEY QUESTIONS
Self-rated performance: Strongly disagree Strongly agree
When compared with your top-three competitors, your firm is
1 2 3 4 5
more successful overall.
Knowledge of foreign markets and export processes:
(a) Respondent’s export experience 1 2 3 4 5
[Year] 0 1-5 6-10 11-20 More than 20
(b) Top-3 managers’ average export experience 1 2 3 4 5
[Year] 0 1-5 6-10 11-20 More than 20
(c) Percentage of foreign-born personnel 1 2 3 4 5
[%] 0 1-25 26-50 51-75 75-100
(d) Top-3 managers’ foreign travel frequency 1 2 3 4 5
[Frequency] None in past 2 yr every 1-2 yr every 6 m every 3 m every month
(e) Percentage of multilingual personnel 1 2 3 4 5
[%] 0 1-25 26-50 51-75 75-100
[Relative to your top-3 competitors] Very little Very extensive
(f) The firm’s overseas connections 1 2 3 4 5
(g) The firm’s industry experience 1 2 3 4 5
(h) Top-3 managers’ industry experience 1 2 3 4 5
Negotiation ability: [Relative to your top-3 competitors] Strongly disagree Strongly agree
(a) Key people at your firm have better negotiation abilities 1 2 3 4 5
(b) Key people at your firm handle export negotiations more
1 2 3 4 5
frequently
Taking title: [Relative to your top-3 competitors] Strongly disagree Strongly agree
(a) Your firm is more willing to take title to goods 1 2 3 4 5
(b) Your firms has better financial abilities to take title to goods 1 2 3 4 5
Product specialization (reverse coded): For your typical products: Very little Very extensive
(a) The amount of training manufacturers provide to your sales
1 2 3 4 5
force
(b) The amount of training your sales force provides to foreign
1 2 3 4 5
customers
(c) The amount of required after-sales services 1 2 3 4 5
346 JOURNAL OF INTERNATIONAL BUSINESS STUDIES