RELATIONSHIP BETWEEN INCOTERMS CHOICES, SELECTION

FACTORS AND EXPORT PERFORMANCE: A CASE OF

MANUFACTURING COMPANIES IN MALAYSIA

LEONG YING SZU

MASTER OF SCIENCE

UNIVERSITI UTARA MALAYSIA

2014
 RELATIONSHIP BETWEEN INCOTERMS CHOICES, SELECTION

FACTORS AND EXPORT PERFORMANCE: A CASE OF

MANUFACTURING COMPANIES IN MALAYSIA

By

LEONG YING SZU

A Research Paper Submitted to College of Law, Government and International

Studies, Universiti Utara Malaysia in partial fulfillment of the requirements for

the degree of Master of Science (International Business)

December 2014

i
 PERMISSION TO USE

In presenting this research paper in fulfillment of the requirements for a postgraduate

degree from Universiti Utara Malaysia, I agree that the University Library make a

freely available for inspection. I further agree that permission for copying of this

thesis in any manner either in whole or in part, for scholarly purpose may be granted

by my supervisor or in her absence, by the Dean, Ghazali Shafie Graduate School of

Government, College of Law, Government and International Studies (COLGIS). It is

understood that any copying or publication or use of this thesis or parts thereof for

financial gain shall not be allowed without my written permission. It is also

understood that due recognition shall be given to me and to Universiti Utara

Malaysia for any scholarly use which may be made of any material from this thesis.

Request for permission to copy or to make other use of materials in this thesis in

whole or in part should be addressed to:

Dean Ghazali Shafie Graduate School of Government

UUM College of Law, Government and International Studies
Universiti Utara Malaysia
06010 UUM Sintok
Kedah Darul Aman

ii
 ABSTRACT

The present study has three major objectives: (1) To determine the most frequently
used Incoterms 2010 among manufacturers in Malaysia. (2) To identify the factors
that influence the Incoterms selection by the manufacturers. (3) To examine the
relationship between the selection factors, Incoterms choice and export performance.
This study is a quantitative research and was conducted in Malaysia and the sample
was selected from the Federation of Malaysian Manufacturers (FMM). A total of 335
questionnaires were distributed and 60 questionnaires were returned with complete
answer. The valid response is 17.91%. The collected data was analyzed through
reliability analysis, which is Cronbach’s Alpha, descriptive analysis and correlation
analysis. EXPERF tools developed by Zou in 1998 uses three dimensions to evaluate
the export performance, which is through financial performance, strategic
performance and export performance which is a perceived performance. The results
showed that (1) FOB is the most frequently used Incoterms in Malaysia. (2) There
are factors influencing the Incoterms selection including new added factors. (3)
There are significant relationships between selection factors with Incoterms selection,
and selection factors with export performance. In conclusion, this study focuses on
factors influencing the choices of Incoterms and its impact on the export
performance. The possible neglected factors such as intangible units, employee
behaviours, conducted study overseas and et cetera.

Keywords: Incoterms 2010, International Trade Terms, Export Performance,

Incoterms Selection, Logistics, Supply Chain Management

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 ABSTRAK

Kajian ini mempunyai tiga objektif utama: (1) Untuk menentukan Incoterms 2010
yang paling kerap digunakan di kalangan pengeluar di Malaysia. (2) Untuk mengenal
pasti factor-faktor yang mempengaruhi pemilihan Incoterms oleh pengeluar. (3)
Untuk mengkaji hubungan antara faktor-faktor pemilihan, pilihan Incoterms dan
prestasi eksport. Kajian ini merupakan kajian kuantitatif dan telah dijalankan di
Malaysia dan sampel dipilih daripada Persekutuan Pekilang-Pekilang Malaysia
(FMM). Sebanyak 335 soal selidik telah diedarkan dan 60 soal selidik telah
dikembalikan dengan jawapan lengkap. Sah soal selidik yang didapati adalah
17.91%. Data yang diperolehi dianalisis melalui analisis kebolehpercayaan, iaitu
Alpha Cronbach ini, analisis deskriptif dan analsis korelasi. Alat EXPERF
dikemukakan oleh Zou pada tahun 1998 menggunakan tiga dimensi untuk menilai
prestasi eksport, iaitu melalui prestasi kewangan, prestasi strategik dan prestasi
eksport yang merupakan prestasi yang dilihat. Hasil kajian menunjukkan bahawa (1)
FOB adalah Incoterms paling kerap digunakan di Malaysia. (2) Terdapat faktor-
faktor yang mempengaruhi pemilihan Incoterms termasuk faktor baru ditambah. (3)
Terdapat hubungan yang signifikan antara faktor-faktor pemilihan dengan pilihan
Incoterms, dan faktor-faktor pemilihan dengan prestasi eksport. Kesimpulannya,
kajian ini memberi tumpuan kepada faktor-faktor yang mempengaruhi pilihan
Incoterms dan kesannya terhadap prestasi eksport. Faktor-faktor yang mungkin
diabaikan seperti unit tidak ketara, tingkah laku pekerja, menjalankan kajian di luar
negara dan lain-lain.

Kata Kunci: Incoterms 2010, Terma Perdagangan Antarabangsa, Prestasi Syarikat,

Pemilihan Incoterms, Logistik, Pengurusan Rantaian Bekalan

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 ACKNOWLEDGEMENT

I would like to express my sincere gratitude and appreciation to my supervisor (Dr.

Sabariah Yaakub), for her guidance in conducting the research project and
completion of my MSc studies. Her resourcefulness and decisive character ensured
that my research was in the correct path. Furthermore, I would like to thank my
friends who provided their invaluable assistance during the course of the research
project. Finally, I feel grateful to my parents and my family for their love, support
and continuous encouragement throughout my studies.

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 TABLE OF CONTENTS

Page

TITLE PAGE i

PERMISSION TO USE ii

ABSTRACT iii

ABSTRAK iv

ACKNOWLEDGEMENT v

TABLE OF CONTENTS vi

LIST OF TABLES x

LIST OF ABBREVIATIONS xii

CHAPTER 1 – INTRODUCTION

1.1 Background of the Study 1

1.2 Problem Statement 3

1.3 Research Objectives 5

1.4 Research Questions 6

1.5 Significance of Study 6

1.6 Scope of Study 7

1.7 Organization of Study 7

CHAPTER 2 – LITERATURE REVIEW

2.0 Introduction 9

2.1 Incoterms 9

2.2 Incoterms selection factors 17

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 2.2.1 Incoterms Used Frequently 20

2.2.2 Knowledge of Incoterms 20

2.2.3 Importance Accorded to Incoterms 20

2.2.4 Selection of Incoterms by the Manufacturers 20

2.2.5 International Experience 21

2.2.6 Shipment Values 21

2.2.7 Practices of the Organization 22

2.2.8 Financial Resources of the Organization 22

2.2.9 Negotiation Power of the Client 22

2.2.10 Mode of Transportation 22

2.2.11 Client’s Characteristics 23

2.2.12 Country Risk 23

2.2.13 Competitive Intensity 24

2.2.14 Regulations of Destination Country 24

2.2.15 Environmental Factors 24

2.2.16 Process to claim Insurance 25

2.2.17 Complexity of Documentation 25

2.2.18 Time Constraint 26

2.2.19 Regulations of Exporting Country 26

2.3 Export Perfomance 27

2.4 The Research Framework 28

2.5 Development of Hypothesis 29

CHAPTER 3 – RESEARCH DESIGN AND METHODOLOGY

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3.0 Introduction 32

3.1 Research Design 32

3.2 Population and sample 33

3.2.1 Population 33

3.2.2 Sample 33

3.3 Research Instrument 35

3.4 Reliability and Validity 37

3.5 Data Collection 37

3.6 Data Analysis 38

3.7 Summary 39

CHAPTER 4 – RESULTS AND FINDINGS

4.0 Introduction 40

4.1 Reliability 40

4.2 Background of Respondent 42

4.3 Correlation Analysis 48

4.4 Hypothesis Testing Results 58

4.5 Summary 62

CHAPTER 5 – CONCLUSION AND RECOMMENDATIONS

5.0 Introduction 66

5.1 Conclusions 66

5.2 Limitations and Future Research Direction 68

REFERENCES 70

viii
APPENDICES

Appendix A: Research Questionnaire 73

Appendix B: Industries Group of Respondents 81

Appendix C: Background of Respondents 82

Appendix D: Incoterms Choice Among Manufacturers 91

Appendix E: Factors that Influence Respondents in Choosing the Incoterms

2010 92

Appendix F: Impacts of Incoterms 2010 on Export Performance 94

Appendix G: Correlation Analysis for General Factors and Company

Performances 97

Appendix H: Correlation Analysis for Factors and Company Performances 98

Appendix I: Correlation Analysis for all Factors and Performances 101

Appendix J: Correlation Analysis for Incoterms Choice and Company

Performances 101

Appendix K: Correlation Analysis for all Performances and Incoterms 103

Appendix L: Correlation Analysis for General Factors and Incoterms Choice 103

Appendix M: Correlation Analysis for the Factors and Incoterms Choice 105

Appendix N: Correlation Analysis for all Factors and Incoterms 107

FIGURE

Figure 1 Theoretical Framework 29

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 LIST OF TABLES

Table Page

Table 2.0 Overview of Incoterms 12

Table 2.1 Grouping of obligations under 10 headings 17

Table 2.2 Formal Statement of the Hypotheses 18

Table 2.3 The EXPERF tool for evaluating export performance 27

Table 3.0 Sample Size for a Given Population Size 34

Table 3.1 Questionnaire Description 36

Table 4.0 Reliability Statistics for Incoterms, Factors and Export

Performance 41

Table 4.1 Reliability Statistics for New Variables 41

Table 4.2 Reliability Statistics for Domestics Performance 41

Table 4.3 Current Working Position of Respondents 43

Table 4.4 Role of Repondents 44

Table 4.5 Main Activity in Company of Repondents 45

Table 4.6 Experience of Repondents 45

Table 4.7 Mode of Transportation 46

Table 4.8 Type of Industry for the Respondents 47

Table 4.9 Correlation Coefficient of General Factors and Company

Performance 48

Table 4.10 Correlation Coefficient of Factors and Company Performance 49

Table 4.11 Correlation Coefficient of all Factors and Performances 51

Table 4.12 Correlation Coefficient of Incoterms Choice and Company

Performance 52

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Table 4.13 Correlation Coefficient of all Performances and Incoterms 53

Table 4.14 Correlation Coefficient of General Factors and Incoterms

Choice 53

Table 4.15 Correlation Coefficient of Factors and Incoterms Choice 55

Table 4.16 Correlation Coefficient of all Factors and Incoterms 58

Table 4.17 Sub-Hypothesis Testing Results 58

Table 4.18 Main Hypothesis Results 61

Table 4.19 Incoterms Choice among Manufacturers 63

Table 4.20 General Factors that Influence Respondents in Choosing the

Incoterms 2010 63

Table 4.21 Factors that Influence Respondents in Choosing the Incoterms

2010 64

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 LIST OF ABBREVIATIONS

3PL Third Party Logistics

CFR Cost and Freight

CIF Cost, Insurance and Freight

CIP Carriage and Insurance Paid To

CPT Carriage Paid To

CSCMP Council of Supply Chain Management Professionals

DAP Delivered at Place

DAT Delivered at Terminals

DDP Delivered Duty Paid

EXW Ex Works

FAS Free Alongside

FCA Free Carrier

FMM Federation of Malaysian Manufacturers

FOB Free On Board

ICC International Chamber of Commerce

Incoterms International Commercial Terms

SPSS Social Packages for Social Science

THC Terminal Handling Charge

xii
 CHAPTER ONE

INTRODUCTION

1.1 Background of the Study

The role of global logistics as a common key terms of international and domestic

trade has become prominent in the modern era of globalisation. Manufacturers are

concerned about the effectiveness of supply chain, and main players within the

supply chain are applying a certain code of conduct in their daily business practices.

Regardless of domestic or international trade, supply chain is the procurement of

goods or provides services in businesses that go through a series of processes to

reach the buyer from the seller.

The Incoterms rules are standard trade terms used in international and

domestics sales contracts to allocate certain costs and risks between the seller and the

buyer (ICC, 2013, p. 4). On a wider concept, global supply chain, which is a further

step that crosses the border, in every part of the world to conduct their international

businesses. International business literally means that businesses that across

countries where the businessman uses every conceivable means to gain the core

target which are profiting through the international transaction.

To conduct the business, especially cross-border business, it is impossible for

the manufacturers to perform their business activities without a set of standard

operating procedure. International Chamber of Commerce (ICC) stated that by

choosing an Incoterms rule, the parties allocate transport costs and risks as well as

1
The contents of
the thesis is for
internal user
only
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