TOBIT ESTIMATION OF THE INTENSITY OF EXPORT SUCCESS OF HORTICULTURAL ENTERPRISES IN GHANA
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Purpose- The issue of export success and the ability to sustain oneself in international
horticultural markets have become more critical in the recent global and economic downturn
because of its significance to the economy and to actors in the horticultural export chain. The
extent of success is even much critical for enterprises. Therefore this study establishes the factors
which influence the intensity of export success which measures the extent of export success.
Design- Primary data were collected from 52 managers and representatives of horticultural
exporting firms through a semi-structured questionnaire. The tobit model was used to estimate the
intensity of export success by horticultural enterprises in Ghana.
Findings- The result indicates that, manager’s educational level, managers past experience,
manager trained in export management, manager’s entrepreneurial orientation, presence of
export department, product diversification and government support directly influences the
intensity of export success. Export barriers and constraints in accessing working capital
negatively influences intensity of export success.
Practical implications- Personnel or personal development in terms of training in export
management and build up of experience is important in the quest to improve the intensity of
export success. Organizational reforms such as institution of export department and diversifying
horticultural export products improves the intensity of export success. To improve the intensity
of success, external factors such as working capital inaccessibility and trade barriers should be
addressed by various stake holders. In all government and institutional interventions has been
proved to be of the essence.
Originality/value- Although various determinants of export performance or success have been
established by researchers the factors that influence the intensity of export success is not known.
This study therefore bridges this gab.