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한국 중소기업의 수출성과 결정요인에 관한 실증적 연구: -광주, 전남 제조기업을 중심으로-

An Empirical Study on the Determinants of Export Performance: A Study of Small and Medium -sized Kwangju-Chonnam Manufacturing Firms in Korea

강태구
한국국제경영학회 (Korean Academy of International Business)|2004.03|국제경영연구 (International Business Journal)|제15권 제1호|pp. 1-27

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참고문헌

키워드

수출성과Export Performance수출마케팅지방중소수출기업Export MarketingSmall and Medium-Sized Exporting Firms.
주제분류경영학

초록

본 연구는 우리나라 광주전남에 소재하고 있는 84개 중소수출제조기업을 활용하여 수출성과 결정요인을 실증분석 하였다. 본 연구는 다음과 같은 점에서 기존의 연구와 크게 다르다. 첫째는, 본 연구는 기존 연구와 달리 수출마케팅전략 변수, 최고경영자의 태도 및 인식 변수, 그리고 수출기업의 특성 변수와 같은 여러 가지 변수를 포괄적으로 활용하여 연구모형을 구축하였고, 둘째는 종속변수를 수출판매액증가율과 시장점유율을 동시에 활용하여 다차원적으로 측정하였으며, 셋째는 연구가 별로 이루어지지 않는 우리나라 중소기업, 특히 그 중에서도 광주전남에 소재하고 있는 지방기업을 대상으로 하고 있다는 점이 그것이다. 본 연구에서는 무엇보다도 먼저 중소기업의 수출성과에는 최고경영자의 태도 및 인식 변수가 가장 중요한 영향을 미치는 것으로 나타나고 있고, 그 다음으로는 수출기업의 특성 변수가 중요한 영향을 미치는 것으로 분석되고 있다. 하지만 수출마케팅관련 변수는 별다른 영향을 미치지 않는 것으로 나타나고 있다. 이러한 현상은 중소수출기업의 경우 최고경영자의 의사결정과 수출기업의 특성은 중소기업의 수출에 결정적인 영향을 미치는 데 반해, 수출마케팅관련 변수는 중소기업이 일반적으로 가지고 있는 수출마케팅 능력 부족 등으로 인해서 그 영향이 미흡하기 때문에 나타나게 된 결과로 해석된다. 그리고 다중회귀분석 결과 수출마케팅조사, 해외지향성, 해외시장에서의 경쟁력, 수출경험, 기술집약도 등이 선행연구에서와 같이 수출성과에 정의 영향을 미치는 것으로 분석되었다.하지만, 수출마케팅계획과 수출마케팅부서는 수출성과에 아무런 영향을 미치지 않는 것으로 나타났다. 수출마케팅계획이 수출성과에 아무런 영향을 미치지 않는 것으로 나타난 것은 한국 중소수출기업, 특히 광주전남에 소재하고 있는 중소기업의 경우 수출마케팅계획을 담당하는 전문인력이 부족하기 때문에 그것이 반영되어 나타난 결과로 해석되며, 수출마케팅조직이 아무런 영향을 미치지 않은 것은 중소기업들이 직접수출보다는 간접수출에 주로 의존하고 있기 때문에 이것이 반영되어 나타난 결과로 해석된다.

Abstract

This paper investigates the determinants of export performance of small and medium-sized Kwangju-Chonnam manufacturing firms in Korea. The determinants were developed and tested using the experience of 84 manufacturing firms exporting regularly. The present paper differs from previous empirical studies in several ways in that it used broader model specification than earlier ones, developed a robust multi-dimensional, composite measure of export performance, and analysed the exporting operations of small and medium- sized Kwangju-Chonnam manufacturing firms in Korea. First of all, the impact of the three variable groups on export performance shows a quite different explanatory power. Their relative explanatory power, in their order of importance, is: management's attitudes and perceptions(most important) the exporting firm characteristics(quite important), and export marketing strategy(not important). Multiple regression results show that export performance is positively affected by export marketing research, international orientation, management‘s perception of competitive advantage, export experience, and technology intensity as obtained in earlier researches. However, export marketing planning and export marketing organization do not affect export performance in Kwangju-Chonnam firms in Korea, contrary to typically perceived expectations. In the former case, no significant relationship could be explained by the lack of specialized personnel in the planning function of exporting firms operating in Kwangju-Chonnam area. And in the latter case, no relationship might be the result of a reliance on indirect exporting rather than on direct exporting as indirect exporting firms comprise 42.9 % of the total.

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