Achieving excellence in exporting firms

Abstract

This research investigates the extent to which Malta's larger exporting companies exhibit excellence in terms of Peters and Waterman's eight attributes of managerial excellence, and in terms of a number of strategy aspects which were found by Capon et al. to characterise America's best run companies. The study also investigates planning practice within Malta's larger exporting firms. The survey instrument developed and tested by Capon et al. based on the original research by Peters and Waterman, has been used and adapted accordingly to overcome limitations encountered locally. The instrument consisted of a structured questionnaire incorporating closed-ended questions. The target population consisted of a representative sample of 11 of the larger exporting firms operating within the high-technology and consumer goods industry categories in Malta. The study reveals the impressive magnitude with which respondents attain excellence in terms of most measures that capture the eight attributes of excellence and other key components of strategy characterising America's excellent companies. Contrary to Peters and Waterman's observation on many excellent American companies, the study shows that respondents also tend to be "long-term thinkers". However, the majority of respondents need to improve their marketing systems with an aim to attaining excellence in the face of international competition. As a result of the findings, recommendations for local practice are suggested.