{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,1,31]],"date-time":"2026-01-31T17:38:29Z","timestamp":1769881109578,"version":"3.49.0"},"reference-count":131,"publisher":"SAGE Publications","issue":"5","license":[{"start":{"date-parts":[[2016,7,28]],"date-time":"2016-07-28T00:00:00Z","timestamp":1469664000000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/journals.sagepub.com\/page\/policies\/text-and-data-mining-license"}],"content-domain":{"domain":["journals.sagepub.com"],"crossmark-restriction":true},"short-container-title":["International Small Business Journal: Researching Entrepreneurship"],"published-print":{"date-parts":[[2016,8]]},"abstract":"<jats:p>This article examines the determinants of customer orientation and the quadratic effects of customer orientation on export performance. The relationship between customer orientation and export performance has been assumed to have a linear relationship, neglecting the possibility of non-linear relationships. While most studies have been conducted in developed countries, we test our model in Brazil, an emerging market economy. The findings suggest that technology intensity and competitive intensity are key determinants in explaining success in an export market. Our findings also indicate that the relationship between customer orientation and export performance is quadratic (U-shaped) rather than linear. The implications of these findings are discussed.<\/jats:p>","DOI":"10.1177\/0266242615588837","type":"journal-article","created":{"date-parts":[[2015,6,20]],"date-time":"2015-06-20T01:36:27Z","timestamp":1434764187000},"page":"701-727","update-policy":"https:\/\/doi.org\/10.1177\/sage-journals-update-policy","source":"Crossref","is-referenced-by-count":23,"title":["The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): The non-linear effects of customer orientation"],"prefix":"10.1177","volume":"34","author":[{"given":"Jorge FB","family":"Lengler","sequence":"first","affiliation":[{"name":"ISCTE-IUL, Portugal"}]},{"given":"Carlos MP","family":"Sousa","sequence":"additional","affiliation":[{"name":"Durham University, UK"}]},{"given":"Marcelo Gattermann","family":"Perin","sequence":"additional","affiliation":[{"name":"Pontif\u00edcia Universidade Cat\u00f3lica do Rio Grande do Sul, Brazil"}]},{"given":"Cl\u00e1udio Hoffmann","family":"Sampaio","sequence":"additional","affiliation":[{"name":"Pontif\u00edcia Universidade Cat\u00f3lica do Rio Grande do Sul, Brazil"}]},{"given":"Francisco J","family":"Mart\u00ednez-L\u00f3pez","sequence":"additional","affiliation":[{"name":"University of Granada, Spain; Open University of Catalonia, Spain"}]}],"member":"179","published-online":{"date-parts":[[2016,7,28]]},"reference":[{"key":"bibr1-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/S0167-8116(98)00011-1"},{"key":"bibr2-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1002\/smj.4250140105"},{"key":"bibr3-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1037\/0033-2909.103.3.411"},{"key":"bibr4-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1111\/j.1540-627X.2008.00253.x"},{"key":"bibr5-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224377701400320"},{"key":"bibr6-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1111\/j.1540-5885.2005.00144.x"},{"key":"bibr7-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1080\/15470620801946702"},{"key":"bibr8-0266242615588837","volume-title":"Causal Models in Marketing","author":"Bagozzi RP","year":"1980"},{"key":"bibr9-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/014920639101700108"},{"key":"bibr10-0266242615588837","doi-asserted-by":"publisher","DOI":"10.5465\/amr.2001.4011938"},{"key":"bibr11-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1002\/(SICI)1099-050X(199821)37:1<31::AID-HRM4>3.0.CO;2-W"},{"key":"bibr12-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.51.6.1173"},{"key":"bibr13-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/S0048-7333(00)00141-4"},{"key":"bibr14-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/S0148-2963(01)00215-6"},{"key":"bibr15-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/009207038501300202"},{"key":"bibr16-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1002\/9781118619179"},{"key":"bibr17-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.ibusrev.2011.07.009"},{"key":"bibr18-0266242615588837","volume-title":"International Marketing Strategy","author":"Bradley F","year":"2002","edition":"4"},{"key":"bibr19-0266242615588837","first-page":"276","volume-title":"Export Management: An International Context","author":"Brooks MR","year":"1982"},{"key":"bibr20-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1111\/j.1540-627X.2005.00142.x"},{"key":"bibr21-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1007\/978-1-349-21204-0"},{"issue":"2","key":"bibr22-0266242615588837","first-page":"21","volume":"3","author":"Cadogan JW","year":"2004","journal-title":"Journal of Asia Pacific Marketing"},{"key":"bibr23-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/02651330310498753"},{"key":"bibr24-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1057\/palgrave.jibs.8491036"},{"key":"bibr25-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1509\/jimk.17.4.71"},{"key":"bibr26-0266242615588837","volume-title":"Technological Innovation and Multinational Corporations","author":"Cantwell J","year":"1989"},{"key":"bibr27-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.ibusrev.2004.10.003"},{"key":"bibr28-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224299405800101"},{"key":"bibr29-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224379603300207"},{"key":"bibr30-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1057\/jibs.2009.88"},{"key":"bibr31-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/S1090-9516(99)00014-0"},{"key":"bibr32-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/1094428107300343"},{"key":"bibr33-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224377901600110"},{"key":"bibr34-0266242615588837","doi-asserted-by":"publisher","DOI":"10.2307\/2393553"},{"key":"bibr35-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1287\/orsc.7.5.477"},{"issue":"3","key":"bibr36-0266242615588837","first-page":"83","volume":"45","author":"Contractor FJ","year":"2005","journal-title":"Management International Review"},{"key":"bibr37-0266242615588837","volume-title":"International Marketing Research","author":"Craig CS","year":"2005","edition":"3"},{"key":"bibr38-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1007\/BF02310555"},{"key":"bibr39-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/1069031X9400200106"},{"key":"bibr40-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/03090569410074237"},{"key":"bibr41-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1002\/tie.10088"},{"key":"bibr42-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1023\/A:1009719615327"},{"key":"bibr43-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224299305700102"},{"key":"bibr44-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1111\/1540-627X.00080"},{"issue":"3","key":"bibr45-0266242615588837","first-page":"3","volume":"6","author":"Diamantopoulos A","year":"1998","journal-title":"Journal of International Marketing"},{"key":"bibr46-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/03090560510590746"},{"key":"bibr47-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.ibusrev.2003.07.001"},{"key":"bibr48-0266242615588837","doi-asserted-by":"publisher","DOI":"10.2307\/3069419"},{"key":"bibr49-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1057\/jibs.2008.105"},{"key":"bibr50-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224378101800104"},{"key":"bibr51-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1509\/jmkr.43.4.693"},{"key":"bibr52-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.jbusres.2007.06.009"},{"key":"bibr53-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224379703400107"},{"key":"bibr54-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.jwb.2013.04.002"},{"key":"bibr55-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.ibusrev.2010.10.003"},{"key":"bibr56-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/0266242610369742"},{"key":"bibr57-0266242615588837","doi-asserted-by":"publisher","DOI":"10.2307\/3069334"},{"key":"bibr58-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1509\/jmkg.66.4.86.18511"},{"key":"bibr59-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1509\/jimk.19.3.36"},{"key":"bibr60-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1002\/smj.4250060206"},{"key":"bibr61-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1002\/smj.197"},{"key":"bibr62-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1509\/jim.11.0022"},{"key":"bibr63-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1111\/1468-2370.00029"},{"key":"bibr64-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224299505900201"},{"key":"bibr65-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224299305700304"},{"key":"bibr66-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.indmarman.2005.06.010"},{"key":"bibr67-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/0266242610369743"},{"key":"bibr68-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/S0019-8501(02)00249-3"},{"key":"bibr69-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1057\/palgrave.jibs.8400397"},{"key":"bibr70-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224299005400201"},{"key":"bibr71-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/03090560110363364"},{"key":"bibr72-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/03090560510601752"},{"key":"bibr73-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1057\/palgrave.jibs.8490846"},{"key":"bibr74-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1037\/0021-9010.86.1.114"},{"key":"bibr75-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1207\/s15328007sem1304_1"},{"key":"bibr76-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1057\/palgrave.jibs.8490070"},{"key":"bibr77-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/009207038701500301"},{"key":"bibr78-0266242615588837","volume-title":"Algebra: Form and Function","author":"McCallum W","year":"2010"},{"key":"bibr79-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1002\/(SICI)1097-0266(199707)18:1+<15::AID-SMJ916>3.0.CO;2-1"},{"key":"bibr80-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224298104500211"},{"key":"bibr81-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1287\/mnsc.1060.0597"},{"key":"bibr82-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.ibusrev.2008.12.004"},{"key":"bibr83-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.jbusres.2005.06.002"},{"key":"bibr84-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224299906300202"},{"key":"bibr85-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1509\/jmkg.68.1.90.24028"},{"key":"bibr86-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1057\/palgrave.jibs.8400264"},{"key":"bibr87-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1111\/1540-8520.271003"},{"key":"bibr88-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224299005400403"},{"key":"bibr89-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/03090560310459005"},{"key":"bibr90-0266242615588837","doi-asserted-by":"crossref","first-page":"61","DOI":"10.1080\/08853134.1991.10753859","volume":"11","author":"O\u2019Hara BS","year":"1991","journal-title":"Journal of Personal Selling and Sales Management"},{"key":"bibr91-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1509\/jmkg.69.3.49.66362"},{"key":"bibr92-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.ibusrev.2011.01.009"},{"key":"bibr93-0266242615588837","volume-title":"The Theory of the Growth of the Firm","author":"Penrose ET","year":"1959"},{"key":"bibr94-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1002\/smj.4250140303"},{"key":"bibr95-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1002\/mde.1126"},{"key":"bibr96-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224379503200308"},{"key":"bibr97-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1037\/0021-9010.88.5.879"},{"key":"bibr98-0266242615588837","doi-asserted-by":"publisher","DOI":"10.2469\/faj.v36.n4.30"},{"key":"bibr99-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/02651330710741794"},{"key":"bibr100-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.ibusrev.2005.07.002"},{"key":"bibr101-0266242615588837","volume-title":"Industrial Market Structure and Economic Performance","author":"Scherer FM","year":"1990","edition":"3"},{"key":"bibr102-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/02634500510612627"},{"key":"bibr103-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224299405800104"},{"key":"bibr104-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224299505900306"},{"key":"bibr105-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/03090560910947025"},{"key":"bibr106-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1509\/jimk.14.1.49"},{"key":"bibr107-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/j.jwb.2007.11.007"},{"key":"bibr108-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/0266242609344253"},{"key":"bibr109-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/0266242612466876"},{"key":"bibr110-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1111\/j.1468-2370.2008.00232.x"},{"key":"bibr111-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1509\/jimk.18.2.1"},{"key":"bibr112-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1300\/J042v08n03_09"},{"key":"bibr113-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1057\/jibs.2014.11"},{"key":"bibr114-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/eb008329"},{"key":"bibr115-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/S0737-6782(02)00144-3"},{"issue":"1","key":"bibr116-0266242615588837","first-page":"91","volume":"80","author":"Ulwick AW","year":"2002","journal-title":"Harvard Business Review"},{"key":"bibr117-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/109442810031002"},{"key":"bibr118-0266242615588837","first-page":"247","volume-title":"Handbook of Cross-Cultural Psychology","volume":"1","author":"Van de Vijver F","year":"1997","edition":"2"},{"key":"bibr119-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1111\/j.1467-8616.2009.00578.x"},{"issue":"4","key":"bibr120-0266242615588837","first-page":"44","volume":"29","author":"Weinrauch JD","year":"1991","journal-title":"Journal of Small Business Management"},{"key":"bibr121-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/002224379303000207"},{"key":"bibr122-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1002\/smj.4250050207"},{"key":"bibr123-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/0266242607086574"},{"issue":"4","key":"bibr124-0266242615588837","doi-asserted-by":"crossref","first-page":"33","DOI":"10.1080\/08853134.1996.10754072","volume":"16","author":"Williams MR","year":"1996","journal-title":"Journal of Personal Selling and Sales Management"},{"key":"bibr125-0266242615588837","volume-title":"World Development Indicators","author":"World Bank","year":"2014"},{"key":"bibr126-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1016\/S0019-8501(00)00120-6"},{"key":"bibr127-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1080\/09585199400000020"},{"key":"bibr128-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/104225879702200102"},{"key":"bibr129-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1057\/palgrave.jibs.8400259"},{"key":"bibr130-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1108\/02651339710170203"},{"key":"bibr131-0266242615588837","doi-asserted-by":"publisher","DOI":"10.1177\/1069031X9800600307"}],"container-title":["International Small Business Journal: Researching Entrepreneurship"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/journals.sagepub.com\/doi\/pdf\/10.1177\/0266242615588837","content-type":"application\/pdf","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/journals.sagepub.com\/doi\/full-xml\/10.1177\/0266242615588837","content-type":"application\/xml","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/journals.sagepub.com\/doi\/pdf\/10.1177\/0266242615588837","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2025,5,28]],"date-time":"2025-05-28T19:26:26Z","timestamp":1748460386000},"score":1,"resource":{"primary":{"URL":"https:\/\/journals.sagepub.com\/doi\/10.1177\/0266242615588837"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2016,7,28]]},"references-count":131,"journal-issue":{"issue":"5","published-print":{"date-parts":[[2016,8]]}},"alternative-id":["10.1177\/0266242615588837"],"URL":"https:\/\/doi.org\/10.1177\/0266242615588837","relation":{},"ISSN":["0266-2426","1741-2870"],"issn-type":[{"value":"0266-2426","type":"print"},{"value":"1741-2870","type":"electronic"}],"subject":[],"published":{"date-parts":[[2016,7,28]]}}}