Should SMEs diversify their global destinations? The role of market insights and digital transformation

Abstract

Purpose

This study aims to investigate the relationship between geographic diversification (GD) and export performance (EP) by analysing a sample of small exporters in an emerging market.

Design/methodology/approach

The study sample comprised 96 small and medium-sized exporting enterprises (SMEs) in Vietnam. The data is analysed using multiple regression analysis (MRA), Hayes' process model and fuzzy-set qualitative comparative analysis (fsQCA).

Findings

The results indicate that GD significantly negatively affects EP. In this dilemma, the export market orientation (EMO) and digital transformation positively moderated the relationship between GD and EP, such that the negative effect of GD on EP was weaker when EMO and digital were stronger.

Originality/value

This initial study contributes significantly to international business theories and practices, which reveal the role of GD via firm digital capacity and EMO in thriving SMEs’ EP. This study might grant new insight into international business and a critical approach to addressing the new insights small firms may face in a fragile but technologically advanced world.

Citation

Luu, T.D. (2024), "Should SMEs diversify their global destinations? The role of market insights and digital transformation", Marketing Intelligence & Planning, Vol. 42 No. 3, pp. 438-458. https://doi.org/10.1108/MIP-04-2023-0176