The Effect of Export Promotion Programs on Firm Export Performance

Document Type : Research Article (Original Article)


1 Professor, Faculty of Management and Economics, Tarbiat Modares University, Tehran, Iran.

2 PhD in International Marketing, Faculty of Management and Economics, Tarbiat Modares University, Tehran, Iran.


This study investigates the direct and indirect effects of government export promotion programs internal and external environmental factors on firm export performance and proposes and tests a comprehensive model for firm export performance. For this purpose, after reviewing the related literature and models, the conceptual model was developed and then modified by experts. Both qualitative and quantitative approaches were used for testing the final conceptual model. In the first step by use of deep interview technique the conceptual model was validated and modified by the experts and secondly the model was finally tested by a researcher-made questionnaire. Statistical population of this study was all of the 152 best-selected exporting companies divided into 14 product groups within industries and mines and technical and engineering services which were chosen in the last 12 years by Iran's Trade Promotion Organization as top national exporters. 298 managers and senior experts of the mentioned companies were selected and questioned. The result showed that although the export promotion programs do not directly affect the firms export performance, but do have indirect effects on export performance through internal environmental factors. Other results indicate that internal and external environmental factors have a meaningful effect on export performance.