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22www.zenithresearch.org.inZENITH International Journal of Business Economics & Management ResearchVol.2 Issue 3, March 2012, ISSN 2249 8826Online available at http://zenithresearch.org.in/FIGURE 2; OVERVIEW OF THE RESULTSMarketing productlabelResponsiblefor designR & D.76 .78 .49Budgetfor productimprovementProfile of the leaderAge,Education, Interest inexportingInnovation.48 .70 .61 .72 .17.04 .12Developmentinproduct/marketGovernmentDevelopment inproduct/market,revenue,newspaper,magazine, etc.Development inproduct/marketInternetDevelopmentintechnologyGovernmentICT(Externalcommunicationnetwork).12.09 .13Collaboration.65 .59 .62 .59 .55Exports(% of sales).26.11R&D DesignteachingstandardsProductionsuppliersProductionteachingDistributionclientR& D DesignResearchcentreMarketing researchObjectives leader(importance prospecting client).53 .67Sales trainingmanagerFrequencyrealisationprospectingThe results confirm in part the analysis model that was presented earlier. Correlationanalysis between the use of ICT and the key factors of export shows that ICT promote innovationamong SMEs and intelligence activities, but marginally more research collaborations andmarketing information. These results are in the same direction as the existing literature withregard to linking ICT/Innovation and ICT/monitoring activities: the technology involved in thedevelopment of operational advantages to facilitate the innovation process. Also, I make
23www.zenithresearch.org.inZENITH International Journal of Business Economics & Management ResearchVol.2 Issue 3, March 2012, ISSN 2249 8826Online available at http://zenithresearch.org.in/information gathering easier, faster, cheaper, and thus improve the monitoring process of thecompany.However, the absence of a significant relationship between ICT and Marketing Research andICT Collaborations seem surprising. The lack of association with the factor „market research‟may be explained by the construction of my factor measures the degree of formalisation andprofessionalization of these activities. The use of indicators relating to prospecting may partiallyexplain an action-oriented behaviour and the very ground in foreign markets. In this period salesand prospecting, the emphasis is certainly placed on making contacts face to face and on theconclusion of contracts of sale. The measure does not, in my model, the use of ICT in theexchange of contract documents, supporting documents or even the negotiation of thecommercial offer.Moreover, it seems difficult to explain that ICT do not promote collaboration. Indeed, sincethe direct relationship between ICT and export is positive and significant, it is difficult to believethat companies do not use these technologies to support some relationships with partners. Twotypes of explanations are possible: it is possible both that these technologies are not implementedin order to further integrate business processes and internal and external to strengthen ties withits partners. It would be interesting to identify all participants in the network business and checkfor links through ICT between the company and some of its partners. It is possible that otherSMEs mobilise collaborations (which actually appears in the second part of my model), butwithout using ICT. The literature on the use of networks of SME supports this interpretation,showing a preference for informal relationships based on trust, and to gather information rich,non-aggregated, and much contextualised.In the second part of the model, the correlation analysis between the key factors in exportand export rate shows that the latter is positively influenced by the degree of innovation,collaboration and marketing research. However, the monitoring activities as I have measured,data collection technology to the government or commercial data collection from the samesources, the Internet and magazines, are related negatively to rate exporting SMEs. This result issurprising, both in terms of the literature that the intuition that can anticipate the benefits ofmonitoring activities. Two directions can be given to understanding this result. The first ismethodological: in-depth analysis of the data revealed that the factor „sleep‟ is highly correlatedwith a variable measuring the degree of concentration of customers of the company. Companieswith a Customer focused often the status of subcontractors and are dependent on the rate ofdevelopment of their clients. This is particularly true of companies working with a customerorders are imposed on certain ways of doing as well as investments in new technologies, inequipment as well as in processes production. Julien et al. (2003) noted that these companies„dependent‟ realise a lot of intelligence activities in order to find ways to make the most effectiveto meet the requirements of their contractors, especially in technology. In this regard,government agencies are often called upon for various forms of support I provide to SMEs, bothin informational or financial. The negative correlation between sleep and export may well be asampling effect.The second way of interpretation is on the steps of the export process. It is possible thatmonitoring activities are linked to phases of pre-export process or in its early stages, duringwhich the results (here measured by the rate of export) are generally low or non-existent. Once
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