Purpose This study aims to examine an empirical evidence of the relationship between relational capital, network competence and market entry capabilities on marketing performance in small- and medium-sized enterprises’ (SMEs’) furniture export orientation in Central Java, Indonesia. Design/methodology/approach This study uses a quantitative research approach to investigate the relationship between relational capital, network competence, market entry capabilities and marketing performance. To achieve the research objectives, data were collected from managers or owners of furniture export orientation in Central Java, Indonesia. Using structural equation modeling, and after a series of exploratory and confirmatory factor analyzed, the authors tested an integrated model of the relationship between relational capital, network competence, market entry capabilities and marketing performance. Findings The result of this study indicates that relational capital has a positive significant effect on marketing performance. Relational capital has an insignificant effect on market entry capabilities. Network competence has a positive effect on market entry capabilities. Market entry capabilities have a positive effect on marketing performance. Other results also show that market entry capabilities can mediate the influence of network competence and marketing performance. Research limitations/implications The limitation of this research indicates that respondents in this research are very varied, if it is seen from their background into furniture business development, whereas many respondents do not have enough understanding of the questionnaire distributed. This research is only developed at the SMEs’ furniture area, so it cannot be generalized at the other organizational area. The influencing of relational capital result in market entry capability has not suitable with theory built. It is because inaccurate dimension market entry capability has been applied in this research. For future research, it is suggested to look for alternative dimension of market entry capability. Practical implications Based on the analysis results and discussion, it can be formulated that managerial implication explains the following steps: first, a company should focus on long-period relationship development. Focus on long-period relationship development will increase customer loyalty and company performance. Moreover, the customer has long-term relationship with organization, although instability condition because of the belief in long-period relationship and strong commitment to each other. The evidence from this study suggests that’s the organization needs to develop the long-term relationship with customer. Second, networking competency is important in market entry capability. Relationship can change anytime; therefore, the company has to have a strong competency of network developing. This competency helps company to enhance strong relationship. The strong network relationship helps company face easier ways in market entry capability. Originality/value The results of this research indicate that the role played by relational capital to increase market entry capability is not as good as the role played by network capability on market entry capability. In the international market context, the role of resource-based view is better than that of transaction cost economy in influencing market entry capability. Other results also show that market entry capabilities can mediate the influence of network competence and marketing performance.

中文翻译：

---

中小企业的营销绩效：市场准入能力的中介作用

目的本研究旨在检验关系资本，网络能力和市场进入能力与印尼中爪哇省中小型企业（SME）家具出口导向的营销绩效之间关系的经验证据。设计/方法/方法本研究使用定量研究方法来研究关系资本，网络能力，市场进入能力和营销绩效之间的关系。为了实现研究目标，从印度尼西亚中爪哇省家具出口导向经理或所有者那里收集了数据。使用结构方程模型，并分析了一系列探索性和确认性因素后，作者测试了关系资本，网络能力之间关系的综合模型，市场进入能力和营销绩效。结果研究的结果表明，关系资本对营销绩效具有积极的显着影响。关系资本对市场进入能力的影响很小。网络能力对市场进入能力具有积极影响。市场进入能力对营销绩效具有积极影响。其他结果也表明，市场进入能力可以调节网络能力和营销绩效的影响。研究的局限性/含义本研究的局限性表明，如果从他们从事家具业务发展的背景来看，本研究中的受访者差异很大，而许多受访者对所分发的调查表没有足够的了解。这项研究仅在中小型企业的家具领域开展，因此无法在其他组织领域推广。关系资本对市场进入能力的影响不适合建立的理论。这是因为在这项研究中应用了不正确的维度市场进入能力。为了将来的研究，建议寻找市场进入能力的替代维度。实际意义根据分析结果和讨论，可以提出管理意义可以解释以下步骤：首先，公司应专注于长期关系发展。专注于长期的关系发展将提高客户忠诚度和公司绩效。而且，客户与组织有着长期的关系，尽管由于对长期关系的信任和对彼此的坚定承诺而导致不稳定。这项研究的证据表明，组织需要与客户建立长期的关系。其次，网络能力对于进入市场的能力很重要。关系可以随时改变；因此，公司必须具备强大的网络开发能力。这种能力有助于公司加强牢固的关系。牢固的网络关系有助于公司在市场进入能力方面面对更轻松的方式。原创性/价值这项研究的结果表明，关系资本在增加市场进入能力方面所起的作用不如网络能力对市场进入能力所起的作用。在国际市场背景下，在影响市场进入能力方面，基于资源的观点比交易成本经济的作用要好。其他结果也表明，市场进入能力可以调节网络能力和营销绩效的影响。