Studying sales in terms of export performance: A quantitative research for the border gate of Sarp Satışların ihracat performansı açısından araştırılması: Sarp sınır kapısında nicel bir çalışma

Sales made to foreigners by SMEs in Sarp border region are an important commercial activity. A large number of entrepreneurs continue to increase their activities in order to benefit from the advantages of the border region. The purpose of this research is to examine the effects of marketing strategy, entrepreneurship, market attractiveness and foreign trade barriers on sales in terms of export performance. The research data were collected from SMEs operating around Sarp border gate in Hopa/Artvin at Turkey-Georgian border by using convenience sampling method with face to face interview. SPSS and PLS structural equation modelling were used in analyzing the data. According to the findings of the study; marketing strategy, entrepreneurship and market attractiveness were found positively significant on sales performance. But, the effect of the defined barriers on sales performance was not found significant. This study examines the sales at the border region and offers valuable information to the parties interested in the topic. Ozet Sarp sinir bolgesindeki KOBI’lerin yabancilara yaptigi satislar onemli bir ticari faaliyettir. Cok sayida girisimci bolgenin avantajindan yararlanabilmek icin bu sinir bolgesinde faaliyetlerini arttirarak devam ettirmektedir. Bu calismanin amaci pazarlama stratejisi, girisimcilik, pazar cekiciligi ve dis ticaret engellerinin satislara ihracat performansi acisindan etkilerini incelemektedir. Arastirma icin olusturulan modelinin verileri kolayda ornekleme yontemiyle Turkiye-Gurcistan sinirindaki Hopa/Artvin Sarp bolgesindeki isletmelerle yuz yuze yapilan anketlerden elde edilmistir. Verilerin analiz edilmesinde SPSS ve PLS yapisal esitlik modellemesi kullanilmistir. Arastirmadan elde edilen bulgulara gore; pazarlama stratejisi, girisimcilik ve pazar cekiciligin satis performansini olumlu yonde etkiledigi bulunmustur. Ancak, tanimlanan engellerin satis performansi uzerindeki etkisi anlamli bulunmamistir. Bu calisma sinir bolgesindeki satislari incelemekte ve konuyla ilgilenen taraflara degerli bilgiler sunmaktadir.