İHRACATTA INCOTERMS KULLANIMI, FİRMA KARAKTERİSTİKLERİ VE PERFORMANS: TÜRKİYE ÖRNEĞİ
INCOTERMS USE IN EXPORT, CHARACTERISTICS OF THE COMPANY AND PERFORMANCE: THE CASE OF TURKEY

Summary/Abstract: Aim: In this study, the use of Incoterms delivery forms for export; (i) general rates, (ii) differentiation according to firm characteristics, and finally (iii) differentiation according to export performance and export policy were examined. Methods: A questionnaire was applied to 280 companies from different provinces and sectors in Turkey. Analyzes were carried out by using independent samples t test and anova test with SPSS for Windows 27.00 program. Findings: It was seen that EXW, CIF, FOB and CFR delivery forms were used more. It was determined that the positive change in the number of personnel, export department status, export year, rate and number of countries, which are among the characteristics of the company, generally cause more use in other frequently used delivery types except EXW. In addition, it was observed that companies with low export rates mostly use EXW delivery method. Finally, it was determined that companies with higher export performance and companies that have priority over the domestic market in export policy, use FOB, CIF and CFR sea delivery methods more. Results: Considering that export is a set of activities that require technical knowledge and skills at every stage and one of these activities is the management of delivery methods; as large companies with a high number of personnel are strong in terms of their information and financial resources and they can take more risks, it is an expected result that they will be used more in other delivery methods other than EXW. In addition, companies with a high rate of export, having an export department, with a high number of countries to which they export, having a priority export policy and high export performance; use more risky, information-requiring delivery methods such as FOB, CIF and CFR than EXW delivery method is another expected result in terms of ensuring customer satisfaction in a highly competitive environment. According to the research findings, considering that the use of Incoterms terms such as CIF, FOB and CFR delivery forms positively reflected on export performance, it is important for companies to increase their Incoterms knowledge, and the government should support the issue in order to ensure widespread use of Incoterms terms both at the point of ensuring customer satisfaction and in the context of operation and risk management.

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