Business Environment Factors, Incoterms Selection and Export Performance

Nicolas Hien
Groupe 4L2 Inc, Canada

Gilbert Laporte
HEC Montr?al, Canada

Jacques Roy
HEC Montr?al, Canada

The objective of this study is to identify the main factors taken into consideration when deciding which Incoterms to use and to analyze the impact of the choices of Incoterms on export performance. The results highlight the importance of considering both the internal and external business environments in the selection process for Incoterms and its contribution to improved export performance. In addition, this article shows the importance of training to increase the awareness of the strategic dimension of Incoterms and to promote the utilization of Incoterms which also enhance export performance.

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