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Abstract
The empirical research on the determinants of export performance has produced fragmented and conflicting results. Differences in how export performance has been conceptualized and operationalized are believed to explain some of the discrepancies found in the literature. To investigate this hypothesis, based on a survey of Brazilian exporters of manufactured goods, a set of thirteen independent variables (firm and export market characteristics) was regressed against six different dependent variables (financial and non-financial measures of export performance), all widely cited in the literature. The results reveal that different combinations of a few of the independent variables can significantly explain substantial portions of the variance of particular measures of export performance. In addition, comparison of the several regression models obtained confirms that the use of different measures of export performance as dependent variables may account, at least in part, for the disagreements between previous research findings.
