Abstract

This research aims at identifying the determinants of the adoption of e-exporting marketing applications by Jordanian companies and their influence on their exporting performance. For this purpose, a conceptual framework based on the analysis of the literature review and the theoretical adoption models was developed. The required data was gathered through self-administrated questionnaire from 163 exporting industrial companies. The results showed that the extent of e-exporting applications being practiced is considered to be satisfactory (i.e. 62%) and they were varied among exporting companies in terms of their size and experience. The results of factor analysis (FA) indicated that 30 determinants variables could be grouped into three major factors: organizational, environmental and technological and they could explain 76% of the variation of e-exporting applications being implemented and 83% the variation on exporting performance. Furthermore, the results have shown that organizational factor was the most important one determining the extent e-exporting applications being implemented and the environmental factor was the most important one determining the exporting performance. These resultsprovide empirical evidence that the integration approach of the adoption model could produce better explanation of the variation on both the level of e-exporting applications being practised and the business performance. In the final section, research implications and future directions are presented.

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