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SCIENCE ARTICLE
The role of competitive intelligence and knowledge
management in international market selection
and export performance
1
International Trade and Business, Zonguldak Bülent Ecevit University, Turkey
These authors had equal contribution to this work
Submission date: 2025-12-15
Final revision date: 2026-04-02
Acceptance date: 2026-04-15
Online publication date: 2026-06-25
Publication date: 2026-06-23
Corresponding author
Mehmet Naci SONMEZ
International Trade and Business, Zonguldak Bülent Ecevit University, 67100, zonguldak, Turkey
International Trade and Business, Zonguldak Bülent Ecevit University, 67100, zonguldak, Turkey
Management 2026;(1):586-616
KEYWORDS
JEL CLASSIFICATION CODES
M15
D83
F23
F14
L25
TOPICS
ABSTRACT
Research background and purpose:
This study examines the effects of competitive intelligence (CI) and knowledge management (KM) on international market selection and export performance in the Turkish furniture sector. Using data collected from 464 exporting firms, the research investigates how CI and KM influence firms’ ability to identify appropriate foreign markets and achieve higher export performance. The findings highlight the mediating role of international market selection and emphasize the strategic importance of information-based capabilities in competitive international environments.
Design/methodology/approach:
A quantitative research design was employed to analyze the relationships among CI, KM, international market selection, and export performance. Data were gathered through a structured questionnaire administered to firms listed among Türkiye’s top 1,000 exporters. Validated scales were used, and the analyses were conducted with SPSS 26.0 and AMOS 25. Confirmatory factor analysis assessed construct validity, while structural equation modeling tested direct and mediating effects. Reliability indicators, AVE values, and model fit indices confirmed the robustness of the measurement and structural models.
Findings:
The results show that CI and KM significantly and positively influence both international market selection and export performance. International market selection also mediates these relationships. Strong SEM fit indices support the proposed theoretical framework. Overall, the findings indicate that firms utilizing intelligence-based insights and effective knowledge management processes are better positioned to select suitable foreign markets and enhance their export performance.
Value added and limitations:
This study contributes by integrating CI and KM into a unified framework explaining export performance, demonstrating how these capabilities jointly improve market interpretation, reduce uncertainty, and support strategic international decisions. The research also highlights the practical importance of data-driven decision-making, organizational learning, and advanced analytical technologies such as AI and data mining in strengthening firms’ long-term competitiveness. However, the study is limited to Turkish furniture exporters and relies on cross-sectional, self-reported data, which may affect generalizability. Future research should explore additional sectors, incorporate longitudinal designs, include objective performance indicators, and examine moderating variables such as firm size or international experience to deepen understanding of sustainable international competitiveness.
This study examines the effects of competitive intelligence (CI) and knowledge management (KM) on international market selection and export performance in the Turkish furniture sector. Using data collected from 464 exporting firms, the research investigates how CI and KM influence firms’ ability to identify appropriate foreign markets and achieve higher export performance. The findings highlight the mediating role of international market selection and emphasize the strategic importance of information-based capabilities in competitive international environments.
Design/methodology/approach:
A quantitative research design was employed to analyze the relationships among CI, KM, international market selection, and export performance. Data were gathered through a structured questionnaire administered to firms listed among Türkiye’s top 1,000 exporters. Validated scales were used, and the analyses were conducted with SPSS 26.0 and AMOS 25. Confirmatory factor analysis assessed construct validity, while structural equation modeling tested direct and mediating effects. Reliability indicators, AVE values, and model fit indices confirmed the robustness of the measurement and structural models.
Findings:
The results show that CI and KM significantly and positively influence both international market selection and export performance. International market selection also mediates these relationships. Strong SEM fit indices support the proposed theoretical framework. Overall, the findings indicate that firms utilizing intelligence-based insights and effective knowledge management processes are better positioned to select suitable foreign markets and enhance their export performance.
Value added and limitations:
This study contributes by integrating CI and KM into a unified framework explaining export performance, demonstrating how these capabilities jointly improve market interpretation, reduce uncertainty, and support strategic international decisions. The research also highlights the practical importance of data-driven decision-making, organizational learning, and advanced analytical technologies such as AI and data mining in strengthening firms’ long-term competitiveness. However, the study is limited to Turkish furniture exporters and relies on cross-sectional, self-reported data, which may affect generalizability. Future research should explore additional sectors, incorporate longitudinal designs, include objective performance indicators, and examine moderating variables such as firm size or international experience to deepen understanding of sustainable international competitiveness.
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| ISSN: | 1429-9321 (1997-2019) |
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