Determining the competencies necessary for exporting in furniture industry with decision tree models

Abstract

• In order to increase the competitiveness of companies, there are factors that need to be considered both in the domestic and foreign markets. In particular, companies that want to maintain their presence in the foreign market must differentiate from other companies in the industry and gain significant advantages over their competitors in order to maintain this continuity. If companies pay more attention to the factors that are effective in export, they can be predicted to be successful in competition and especially in export. The aim of this study was to determine the factors and issues affecting export performance in furniture industry and to determine the effect of these factors and issues on exports. In this context, the application data were obtained from the survey of 182 managers of companies operating in the furniture industry in Turkey. The scenarios produced in the study were made with J48 algorithm-decision trees modeling, which is one of the data mining methods. Thanks to these sce-narios, road maps were drawn to give ideas to the companies and managers planning to export. As a result of this study, the “staff status” factor, the “manager’s overseas experience” and “the legal form of the company” were identified as the main determinants of export.