Determinants of Fish Export Performance in Oman

Abstract

The objective of this study was to identify the key variables affecting export performance at the firm level and draw the policy implications necessary to enhance Oman fish exports. The methodology adopted is inspired from the international marketing literature, which postulates that export performance is determined by both internal factors, under the control of the firm, and external factors. Empirically, the study used an econometric model and a firm survey data to investigate the link between export intensity, defined as the proportion of export sale to total sale and 4 sets of firm-level specific factors: (1) firm size and competencies, (2) management characteristics, (3) management perceptions and attitude, and (4) marketing strategy. Results show that both the age and firm size, measured by the number of years in business and the number of employees, had no significant effect on export performance. Managers' education level, previous work experience, commitment to exporting activities, diversification, and availability of information on foreign markets are all significant variables, positively affecting export performance. These results underscore a role of the private sector in upgrading their human and physical capital and the role of a government as a public good provider in securing information and providing financial incentives to reduce risk associated with diversifying export

Key Words:

• Internationalization
• export performance
• Oman
• management characteristics
• marketing strategy