Export is a commercial activity, which involves exchange of domestically produced or value added imported goods or services for valuable consideration across national borders. Export is one of the most determinant factor for economic growth, It also helps companies for sales expansion, resources acquisition, minimize competitive risk and diversification. Export in current scenario is prospective business with critical business environment; Social, Technological, Economic, Political, International, Natural, Transport and Organizational (STEP IN-TO) are few of the critical factors influencing export business, Knowledge on export business environment will lead firm to attain competitive edge in international market. This conceptual paper is designed to intimate the significant influence of STEP IN-TO factors, which plays momentous role in export and suggest solution to attain competitiveness with the same.

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Dr. M. Ayisha Millath and Mr. S. Thowseaf, “Factors Influencing Export - A Conceptual Analysis” –
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A STUDY
FACTORS INFLUENCING EXPORT - A CONCEPTUAL ANALYSIS
Dr. M. Ayisha Millath
Assistant Professor and Research Supervisor,
Alagappa Institute of Management, Alagappa University, Karaikudi – 630003
Mr. S. Thowseaf
Ph.D. Research Scholar
Alagappa Institute of management, Alagappa University, Karaikudi – 630003
ABSTRACT
Export is a commercial activity, which involves exchange of domestically produced or
value added imported goods or services for valuable consideration across national borders.
Export is one of the most determinant factor for economic growth, It also helps companies for
sales expansion, resources acquisition, minimize competitive risk and diversification. Export
in current scenario is prospective business with critical business environment; Social,
Technological, Economic, Political, International, Natural, Transport and Organizational
(STEP IN-TO) are few of the critical factors influencing export business, Knowledge on
export business environment will lead firm to attain competitive edge in international market.
This conceptual paper is designed to intimate the significant influence of STEP IN-TO factors,
which plays momentous role in export and suggest solution to attain competitiveness with the
same. The paper is done with the review of literature and statistical report pertaining to past
years of Indian export. STEP IN-TO factors was found to be important ingredient among the
many factors in export business environment especially, during entry also, STEP IN-TO
factors in export was found to be more opportunity oriented rather than criticism on insight,
this is because it helps in; widening the market, reduce the risk, economic growth of world at
large, reduced effect of business cycle and optimum utilization of resources, provided proper
knowledge, exposure and experience is in need for the export firm.
Key words: Export Business Environment, STEP IN-TO Factors, Indian Export Statistics,
Opportunity oriented review.
Cite this Article: Dr. M. Ayisha Millath and Mr. S. Thowseaf. Factors Influencing Export - A
Conceptual Analysis. International Journal of Management, 7(2), 2016, pp. 150-158.
http://www.iaeme.com/IJM/index.asp
1. INTRODUCTION TO EXPORT BUSINESS ENVIRONMENT
Business environment involves all those external and internal factors that influence business operation.
Business environment includes broad category and varies with industry, among which export is a
segment, Export business environment is a combination of Social, Technological, Economical, Political,
International, Natural, Transportation and Organizational (STEP IN-TO) (Stern, 2002). Social factor in
export environment is misinterpreted that, it is confined to a country or region, people view point thereby
are restricted to clothing, ceremony, historical landmarks, art, food and unique natural wealth of the
country or region, the answer lies much more complex (Schien, 1984). Social literally defines a group of
people, consequently social factor are learned through experience and not inherited. Every people faces
and respond to the life challenges arising out of environmental changes, Humans a intellectual social
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living being get adapted to change creatively and transfer the knowledge seamlessly to next generation
(Kluckhohn, 1952), at this point Social culture emerges which are adaptive rather than inherited. On other
hand the survival and success every individual export unit depends on the capability to cope with efficient
production process, which are the result from technology (Adeoti, 2005). Theoretical underpinning
between investment in technology and export performance was well discovered by (Lall, 2001). Though
there have been two extreme viewpoints in relation to export performance and economic growth, many
empirical studies have concluded positive relation (Chemeda, 2001). Typically political risk of the region
is an important function to be determined prior before setting an export unit (Mustafaoglu D. W., 1978).
The parameter are considered to measure action led by political events and its effect on a given export
firm for various decision (Fitzpatrick, 1983), hence the political risk of the region greatly influence
feasibility study also the functioning of the export firm in particular region, political stability is mostly
considered by any industry especially in relation to international business. In global context, multiple
sources of external authority, global demand for the product and particular export industry are arising out
of international trade liberalization, strategic concern for the export industry are subjective to international
trade factors (Nancy, 1992) which determines the organizational behavior particularly in export industry.
Natural wealth is unequally distributed around the globe and demand for it is nevertheless decreasing
hereby, surplus wealth bestowed by the nature to particular nation when, traded with nation having scarce
of particular resources will pave a way for efficient utilization of resources around the globe (S.
Rajasekar, 2015). Transportation and organizational are internal factor deciding the business survival and
competitiveness of the export firm especially in India, major cost of the export product or service are
consumed by the organization and transportation, the measured estimate may range from (60-92)% of the
export goods or service, hence concentrating on more efficient process in every system within
organization and selecting cost effective transportation model and INCO (International Commercial)
terms will lead to better cost advantage within the industry (Daniels, 2013). This paper is designed with
an objective to unleash knowledge on STEP INTO factors which is considered as important influential
aspects for export business, according review of literature. Data considered in the paper are secondary;
Data had been collected from reliable government websites and more recent article papers. Apart
information disclosed out of review of literatures, industry experts having; experience and exposure in
relevant field were concerned through scheduled interview to produce the reliable paper work and few
conceptual diagrams in relation to the topic is enclosed herewith the paper, as per the information
conveyed by experts.
Figure 1 Export Business Environment and Its Influencing Factors
Business
Environm
ent
Firm
Level
Organizatio
nal Factor
Transportatio
nal Factor
National
Level
Social
Factor
Technolog
ical Factor
Economic
Factor
Political
Factor
Global
Level
Internatio
nal Factor
Natural
Factor
Export Business
Environment

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2. AN OVERVIEW ON SOCIAL FACTOR IN REFERENCES TO EXPORT BUSINESS
Export coexist with social factor, (i) Capacity to produce surplus (ii) Motive to undertake international
business, and (iii) Knowledge on particular market opportunity stimulates individual entrepreneur to go
for export (Pavord, 1975). Making a better look, it is the social environment that is stimulating an
individual to carry out export; socio-work environment, personal social environment and knowledge
circle are dominating factors. Investigating on the relationship between the awareness on foreign
market opportunities and export initiation, export is; Seller initiated, buyer initiated, broker initiated
and initiated as the result of trade fair, which comes as the result of socializing (Easton, 1994). Export
business stabilizes the consumption level, builds relationship between exporter and importer,
strengthens the bond between trading nation in-turn helps economic welfare of the people through
global peace, if every country involved in exporting its surplus around the globe. As discussed on how
seller are influenced by the social factor so does the buyer in other nation, socialization with respect to
specific region creates a culture, culture regulates a need for certain products or service, no matter it is
scarce or surplus in their environment, this when inherited to many generations creates demand,
ultimately deploying resources available and seeking for more and better quality resources through
international trade i.e. export from other nations having particular resources. Thus market need are
analyzed and successful exporting activity are carried out (Liang, 1995). Individual interacting with
various social environment impart ideas, need, wants and knowledge, Knowing this are the root export
success.
Figure 2 A Conceptual framework of Social Factor in Export Business
3. EFFECT OF TECHNOLOGY AND EXPORT PERFORMANCE
The significance of technology towards economic development is established long back. Investment in
technology was a major tool for achieving strategic objectives of the export oriented firms. Empirical
study on East Asian economies over last half century reveled that, tremendous benefit were received
out policies that actively promoted organizational level investment towards technology (Mathews,
2000). It s known from the conventional theory which, originated during the era when the international
trade was separated from the industrial production. Most goods traded were primary and semi-
manufactured goods. Ever increasing trade between many countries have created liberal policies
increasing competition, specialization, interdependencies, low cost goods for consumption and
economies of scale. Though several factors determine firm's export potential, technology investment is
the important contributor for building capacity of the export firms (Sanjaya, 2001). The study of export
performance of Small Medium Industries (SMIs) in India reported, adoption of e-business and cutting
edge technology is an critical factor determining the export performance, competitiveness, survival in
global competition and cost efficiency operation of the firm (Lal, 2002). In most export industry
technological investment are made to improve quality, reduce cost of production, product production
hardware, software supporting ease of use which are making operations better and easy, this in-fact
have created less wasted resources, produced quality product and services, increased firm
competitiveness, easy operations, profit maximization and better export performance (Soderbom,
2000).
Individual
•Age
•Income level
•Education
•Gender
Relationship
•Family
•Society
•Work field
•Informal
Community
•Knowledge
•Awareness
•Habbit
•Attitude
Culture
•Belives
•Norms
•Need
•Values
Social Factor

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Figure 3 A Conceptual Framework on technology and Export Performance
4. ECONOMY AS DRIVING FACTOR FOR EXPORT GROWTH
Export is tightly related to GDP (Gross Domestic Product) and GDP is highly related to economy of
the country (Brue, 2008). Knowledge on economic environments of different nations will help a
managers to predict how, trends and events affects the future performance of the company. An
economic system determines the system of production, distribution and consumption level of goods
and services within an country. Economic system which are classified into three types i.e.; planned
economy, market based economy and mixed economic system decides the export performance and
economic growth intensity of the country (S. Rajasekar, 2015).
Figure 4 Continuum of Economic System
Source: (S. Rajasekar, 2015)(S. Rajasekar, 2015)
The deterministic part of economic development depends on capital formation, availability of
natural resources within nation, marketability of surplus, foreign trade policies and economic system
(Hill, 2009). Few non-economic factor such as human resources, general education, political freedom,
social organization, corruption and desire to develop determines the FDI (Foreign Direct Investment)
and export performance which ultimately reflects the economic development within the country
through enhanced export performance.
Figure 5 Economic development and International Trade, A Conceptual Framework
Technological Investment
Quality Management
Cost efficiency system
Technological Hardware
Software Application
Profit Maximization
Less Wastage of Resources
Quality product & services
Competitiveness
Better Export performance
Operations made easy
Market Based
Economy
Centrally
Planned
Economy
Economic
Development
Rise in
Income Level
GDP Growth
Export
Goods &
Services
Import FDI
US - Canada - UK - France - Brazil - India - China - Cuba

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5. POLITICAL PROBLEM AND PROSPECTS IN EXPORT BUSINESS
Every firms operates in political environment, thereby it has direct impact on operations. There is
greater need for exporting firm to understand the political climatic condition of domestic, foreign and
international to reduce the risk associated with it. Political system in importer country and exporter
country influence the buying and taxation pattern which are considered to be a barriers for exports
(Mustafaoglu D. W., 1978). Political ideology of government, political stability in the country, relation
of government with other countries, policies towards international business, treatment of foreign
investors, thinking of opposition parties within political system plays a deterministic role export
business. Mistaken assessment of political system may cost the export firm, Underestimating the
political risks of the country may lead to commit resources to that country which will ultimately cost
the firm, similarly overestimating the political risk of the importer and domestic country will make the
firm lose its opportunity and ultimately leading to reduced benefit, either case` there exists loss to the
exporting firm. Thereby it is mandatory for every firm to analyze their political system and try to tap
advantage with the same. Political risk and political instability are not same. Slightest increment in
instability of the political system may have a huge impact on certain firms and there is a possibility of
being the vice versa case too. Every firms should analyze the political system of the both domestic
country and the country to which it is planning to export with respect to firm level and particular
industry level (Simon, 1982).
Figure 6 Three step process of political risk analysis
Source: (black, 2013) (black, 2013)
6. INTERNATIONAL FACTOR: A SPARK DRIVING EXPORT ENGINE
International factor is an aggregate of every factors considered in export and import business
environment. International factor imposes different types of constraints and opportunities tied with
global and domestic agencies which, frames policies and terms in relation to international trade. WTO (
World Trade Organization), Multilateral Trade Negotiation And Agreement, ECGC (Export Credit
Guarantee Corporation) of India, Various export promotion Council, DGFT (Director General of
Foreign Trade), RBI (Reserve Bank of India), EXIM (Export Import) Bank of India are different
organization and agencies influencing operations of various export firms in India. Though the
mentioned organization have been built up for up-lifting export and economy, slight change in policy
terms or order that changing the mode operation currently existing may have devastating effect to some
particular export industry, this is because of the unanticipated change government regulation possess
severe threat to mode of operation of the export firm mostly and the firm may take time to make
required changes, As when comes to business it is not just the direct and indirect form of money does
matter, it is time, energy and space is also money, no matter it is in relation to living being or non-
living being. It is essential to perceive knowledge on organization imparting to export in domestic and
importer's countries, perceiving knowledge on organization functioning in cluster countries help export
organizations to avoid threats to tap opportunities.
Step 1
•Determine critical economic & Business Issues relevant to firm.
•Assess the relative importance of these issues
Step 2
•Determine the relevant political events
•Determine their probability of occurring
•Determine the cause and effect relationship
•Determine the government ablity and willingness to respond
Step 3
•Determine the initial impact of probable Scenarios
•Determine possible responses to initial impacts
•Determine the initial and ultimate political risk

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Figure 7 Country cluster model
Source: (S. Rajasekar, 2015) (S. Rajasekar, 2015)
7. NATURE AS CRUCIAL RESOURCE FOR EXPORT SUCCESS
Nearly 1/5th of the world trade merchandise are natural resources (Allsopp C, 2011). It is estimated
that, in 21 countries more than 80% of the export are natural resources out of which 9 countries export
more than 50% of its GDP (Almoguera P, 2011). Natural resources especially in relation to basic
survival and commodities of everyday life have to be imported who have no local supply in-order to
meet the domestic demand and here export is critically evaluated in importer country. These uneven
distribution of natural wealth determines the economy of the country, most demanded natural resources
are traded at very high cost also its finished product, thus country processing abundant demanded
natural resources and efficient production system to further manipulate the natural resources will stand
out in international market (Blanchard OJ, 2007). The leading exporters of natural resources and its
contribution to GDP is depicted in Table 1. The report published IMF (International Monetary Fund)
stating top 10 GDP countries was mostly coinciding with top 10 exporting counties which, is a
sufficient evident that it is the natural wealth of the country determine the economic success and export
success, hence concentrating on manipulating natural resources available and through efficient
production process better export performance can be made through which GDP increases and country
prosperous.
Table 1 Percentage of GDP Export in top 10 Exporting countries
Country Level Units As Of 1Y Chg ~5Y Ago ~10Y Ago ~25Y Ago
USA 13.49% % of GDP 2013 -0.08% 11.01% 9.63% 8.91%
China 26.40% % of GDP 2013 -0.92% 26.72% 34.08% 10.60%
Japan 14.73% % of GDP 2012 -0.40% 17.71% 11.87% 9.76%
Germany 50.67% % of GDP 2013 -1.12% 42.46% 38.55% 24.22%
France 28.28% % of GDP 2013 0.20% 24.07% 25.91% 21.48%
Brazil 12.55% % of GDP 2013 -0.03% 10.98% 16.43% 8.93%
UK 29.84% % of GDP 2013 -0.41% 27.01% 24.36% 22.59%
Italy 28.56% % of GDP 2013 0.30% 22.47% 24.05% 18.57%
Russia 28.37% % of GDP 2013 -1.23% 27.94% 34.42% 21.90%
India 24.82% % of GDP 2013 0.82% 20.05% 17.55% 6.90%
Source: (https://www.quandl.com, 2014) (https://www.quandl.com, 2014)
8. TRANSPORTATION MODEL IN EXPORT DECIDES PROFIT OR LOSS
Arab
Saudi
Arabia
Kuwait
UAE
Abu-dhabi
Bahrain
Oman
Near Eastern
Greece
Iran
Turkey
Nordic
Sweden
Denmark
Norway
Finland
Germanic
Switzerland
Germany
Austria
Anglo
US
Canada
New
Zealand
UK
Ireland
South Africa
Latin
European
France
Belgium
Italy
Spain
Portugal
Latin
America
Argentina
Venezuela
Chile
Maxico
Peru
Colombia
Far Eastern
Malaysia
Honk Kong
Philippines
South
Vietnam
Taiwan
Thailand
Independent
Brazil
Japan
India
Israel

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Deciding right transportation model and INCO terms is the blood stream of export companies deciding
the profitability or even the loss value of the company. Decision on INCO terms are more complex
than transportation mode, the reason behind it is, it lays a total burden either on importer or exporter
hence, improper negotiation may cost. Transportation mode is broadly classified into airways,
roadways and shipways, Choosing best or multimodal according to the requirement is mostly based on
cost, environment, risk and attitudes (Limbourg, 2008). INCO terms of different types which are
depicted in figure 8, Delivery on time of quality product or services as prescribed by the importer and
proper INCO terms satisfying both the parties will give long term relation and business survival
(Kreutzberger, 2008).
Figure 8 List of INCO Term
Were
- CFR – Cost and Freight
- CIF – Cost, Insurance and Freight
- CIP – Carriage and Insurance Paid to...
- CPT – Carriage Paid to
- DAF – Delivered At
- DDP – Delivered Duty Paid
- DDU – Delivered Duty Unpaid
- DEQ – Delivered Ex
- DES – Delivered Ex
- EXW – Ex
- FAS – Free Along
- FCA – Free Carrier
- FOB – Free on Board
9. ORGANIZATIONAL BARRIERS
Competitive human resources, efficient production processes, skilled operation management team,
standard organizational structure and system helps break through organizational barrier. Accurate job
analysis, Recruitment, selection to training phase stringent rules have to be adopted to identify potential
employees and tap benefit out of them. On other hand right technological selection, process flow and
operation flow have to be adopted for standardization. On Insight, Export business are not standard but
making close to standardization requires years of exposure and experience. Appropriate organization
structure will give hand to control in every aspect. Planned Internal operation in organization reduces
rework, saves time, energy of man and machine also paves a way to organizational competitiveness.
Every individual behavior towards organization and work decides the successfulness of the
organization, hence it is important that top management should after selecting and training the potential
employees should not only concentrate on market capturing and profit maximization but also to satisfy
the requirement of every individuals behind the scene. It is ethical norms of every organization to look
every employees from every angle and frame suitable policies and compensation, making the skilled
employees attached to the company is way to move further towards vision. Best way to keep the
customer satisfied is keeping the employee interacting with the customer satisfied, Hence personal,
psychological, organizational, and environmental factors have to be considered to understand the
requirement of the individual and the organization should try to satisfy the same through properly
framed policies terms and compensations.
INCO Terms
CFR CIF CIP CPT DAF DDP DDU DEQ DES EXW FAS FCA FOB

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Figure 9 Conceptual Individual Behavior model
10. CONCLUSION
Exporting is natural step to market reach and profit. But, as with most things in business, theoretically
it is easier than practical. Exporting poses different set of barriers than other businesses. Exporting
from India without any contextual knowledge on STEP IN-TO factors and other relevant information
may lead to expensive errors. A comprehensive research on intended market before parting will always
saves cost and bring innovation to the product or service. Every exporting individuals or firm follows a
business strategies to capture export order which, are the basic entity for firm, deciding existence or
survival or success. With technological advancement discussed in STEP IN-TO factors one can simply
capture market in this digital world, contacting foreign buyers is herculean task and the possibility of
success is not deterministic. Best ways to reach and attract the customer is through creation of websites
stating clearly of business product, service and quality, secondly, is to perform SEO (Search engine
Optimization) on website, try getting linked with various social media website and promoting the
product and services. Posting articles in E-Magazines and websites will project the yourself and your
company caliber giving possibility for business orders. Effective communication is an important tool,
provided quality and cost of communication does also matters, every order initiate with asking for
samples. Samples have significant value, there is difference between asking nominal sample for quality
checking and also there exists possibility of fraud asking more than the required amount, being aware
will always do good to firm, it is always advisable to draw two set of samples and send one sample to
customer, this helps in matching the sample product retained later purpose. Once purchase order
confirmed it always a better option to build a professional relationship for further contact and business
order. Attending trade fair, getting registered with export promotion agencies, Government embassies
for extended services, personal meeting with clients and Appointment of agent in targeting countries
will help gain competitiveness to business. But, most important is STEP IN-TO knowledge, action
without knowledge in export field will always end up in cost. STEP IN-TO factor raises considerable
amount of questions to attain competitiveness through strategic planning in export business to achieve
success over the long run.
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