Entrepreneurial orientation, business network, total quality management, export market orientation and SMEs' export performance

Studies on the export performance of small and medium enterprises (SMEs) have gained a lot of attention due to its contribution towards the economy of developing countries. Pakistan is one of the developing countries which have reported a decrease in export performance that may affect firm profitability and the country's economic growth. Thus, it is pertinent to study the factors that may enhance the export performance of SMEs, particularly in Pakistan. The objective of this study was to examine the relationships between entrepreneurial orientation (EO), business network (BN) and total quality management (TQM) on SMEs' export performance with the mediating role of export market orientation (EMO). The data was collected through questionnaires from owners/managers of exporting SMEs in Pakistan. 364 questionnaires were analysed using the Squares Structural Equation Modeling version smartPLS-3.2.7 and the Statistical Package for the Social Sciences version 25. The research findings showed significant relationships between EO, TQM, EMO and SMEs' export performance. However, the study found that the relationship between BN and SMEs' export performance is not significant. Furthermore, the findings revealed that EO and BN have direct and significant effects on EMO. Nevertheless, this study found that the relationship between TQM and EMO is not significant. With regards to the mediation effect, EMO plays significant mediating roles between EO, BN and SMEs' export performance. In contrast, the results showed no mediating role for EMO between TQM and SMEs' export performance. Generally, these findings support the view that EO, BN, TQM and EMO could effectively foster SMEs' export performance. Based on the findings, it is suggested that the owners/managers of the SMEs should effectively implement EO, BN, TQM and EMO in order to increase the SMEs' export performance. Finally, theoretical, practical and methodological implications as well as limitations and future recommendations are discussed in this study.