Turkish Manufacturing Firms’ Export Market Orientation, Marketing Capabilities, and Export Performance: An Abstract

2019 ◽  
pp. 747-748 ◽  
Author(s):  
Gaye Acikdilli ◽  
Ali Kara ◽  
Alma Mintu-Wimsatt ◽  
John Spillan
Keyword(s):  
Market Orientation ◽  
Export Performance ◽  
Manufacturing Firms ◽  
Export Market ◽  
Marketing Capabilities

Impact of marketing effectiveness and capabilities, and export market orientation on export performance

2016 ◽  
Vol 28 (5) ◽  
pp. 532-559 ◽  
Author(s):  
Aydin Kayabasi ◽  
Thandiwe Mtetwa
Keyword(s):  
Market Orientation ◽  
Structural Equation ◽  
Structural Model ◽  
Export Performance ◽  
Export Market ◽  
Marketing Capabilities ◽  
Content Type ◽  
Marketing Effectiveness ◽  
Confirmatory Factor

Purpose The purpose of this paper is to examine the relationships between marketing effectiveness, marketing capabilities, export market orientation and export performance. Design/methodology/approach The research analyses whether export market orientation, marketing effectiveness and marketing capabilities are antecedents of export performance with structural equation modelling. Data to test the model were obtained through a structured survey of 443 export companies operating in the Aegean region of Turkey. After explanatory and confirmatory factor analysis, the structural model was tested. Findings The findings suggest that export market orientation has a significant impact on marketing capabilities and marketing effectiveness, and that marketing effectiveness has a significant impact on export performance. This indicates that export market orientation is central to the development of marketing capabilities, while marketing effectiveness contributes to explaining export performance. Research limitations/implications There are several limitations of the research. The first significant limitation is that the variables had various sub-dimensions. The second limitation is about sampling of the research that it is not specific to a particular sector. Practical implications This paper provides useful insights to exporters on market orientation, focal dimensions of marketing effectiveness and marketing capabilities that would help them enhance their export performance. Originality/value Using the resource-based view, this paper contributes to the explanation for export performance by assessing the role of export market orientation behaviour on marketing capabilities and marketing effectiveness.

scholarly journals Investigating the path through which export market orientation influences export venture performance

2014 ◽  
Author(s):  
Αικατερίνη Μακρή
Keyword(s):  
Market Orientation ◽  
Export Performance ◽  
Sales Force ◽  
Export Market ◽  
Marketing Capabilities ◽  
Resource Based View ◽  
Sales Strategy ◽  
Venture Performance ◽  
Resources And Capabilities

In response to certain important gaps in the extant export marketing literature the present research inquiry strives to investigate the role of export sales strategy and marketing capabilities in the path through which export market orientation influences export venture performance. Previous research endeavors based on the Resource Based View theory support the existence of a joint, complimentary relationship of sales force resources and capabilities on performance. However it seems that the particular path through which export sales strategy, and its association with specific marketing capabilities and resources contribute to enhanced export performance, requires further research attention. The objective of the present research attempt is to investigate the role of export sales strategy in conjunction with certain marketing capabilities available to an export venture. Drawing on the Resource Based View theory, the present research effort considers and empirically tests the role of marketing capabilities and export sales strategy in the path through which export market orientation influences export performance. Based on a thorough review of empirical studies which consider market orientation as a firm resource, we focus on investigating a series of relationships leading from export market orientation values, norms and behavior to export venture performance. Through this attempt, we aim to address critical gaps in both market orientation and RBV literature, theoretically and empirically. The results of this empirical effort, and in concert with the existing conceptual evidence, suggest that export sales strategy should not be examined in isolation, but within a broader and more interactive context of resources and capabilities embedded within an exporting organisation. Particularly, export sales strategy is an important driver of export performance by effectively capitalizing on the resources and capabilities of the firm. Our empirical evidence reveals that effective implementation of export sale strategies contribute to enhanced export market and financial performance, and that export market orientation (firm resource) and marketing capabilities play an important role in enabling effective export sales strategy implementation in export venture markets within a competitive and turbulent environment that exists in foreign markets.

scholarly journals Architectural marketing capabilities of exporting ventures

2019 ◽  
Vol 36 (6) ◽  
pp. 1026-1041 ◽  
Author(s):  
Vasilis Theoharakis ◽  
Yannis Angelis ◽  
Georgios Batsakis
Keyword(s):  
Financial Performance ◽  
Market Orientation ◽  
Export Performance ◽  
Likelihood Estimation ◽  
Estimation Procedure ◽  
Marketing Capabilities ◽  
Content Type ◽  
Foreign Distributor ◽  
The Impact

Purpose The importance of architectural marketing capabilities (i.e. marketing planning and implementation) in exporting ventures has been recognised. However, extant literature has not taken into account the explicit roles and required synergy between the exporter and their foreign distributor in delivering these capabilities. Drawing from the resource-based theory, the purpose of this paper is to examine the complementarity of distributor implementation capability and market orientation with exporter planning capability. Design/methodology/approach The study was carried out using a survey. Data were collected from 147 Greek exporters who replied to our questionnaire and the hypotheses were tested using the full information maximum likelihood estimation procedure. Findings The results support the hypotheses about the importance of exporter planning capability on financial performance and the complementary role of distributor market orientation. Further, the authors find that the distributor’s implementation capability partially mediates the impact of the exporter’s planning capability on financial performance. Originality/value This study contributes to a better understanding about the complementarity of exporter and distributor capabilities. It demonstrates the crucial role of the distributor in the deployment of architectural capabilities for the export venture: the distributor’s market orientation and implementation capability have the final say in achieving higher levels of export performance.

Strategic orientations and export market success of manufacturing firms

2012 ◽  
Vol 29 (4) ◽  
pp. 424-441 ◽  
Author(s):  
Hans Eibe Sørensen ◽  
Tage Koed Madsen
Keyword(s):  
Market Orientation ◽  
Foreign Market ◽  
Manufacturing Firms ◽  
Export Market ◽  
Content Type ◽  
Joint Effects ◽  
International Orientation ◽  
Market Portfolio ◽  
Strategic Orientations ◽  
Market Success

PurposeThe purpose of this study is to investigate the association of international orientation and market orientation and their joint effects on export market success. Additionally, it aims to examine how firms’ foreign market portfolio diversity moderates this association.Design/methodology/approachOn the basis of a review of the literature on market orientation and international orientation in relation to manufacturers’ performance on export markets, the paper proposes a set of hypotheses. The hypotheses are empirically tested using 249 questionnaire responses from CEOs supplemented with census data.FindingsThe results indicate that international orientation is positively related to export market success and that this relationship is independent of market portfolio diversity. The paper provides insights to the limitations of the dominant position that holds market orientation as an undisputed valuable strategic capability since market orientation has different non‐linear associations with export market success depending on market portfolio diversity. Finally, the results indicate that the joint effects of international orientation and market orientation on export market success only are present for firms with a focused market portfolio.Research limitations/implicationsThe authors argue that the performance implications of different strategic orientations on export market success are context‐dependent and that firms’ market portfolio diversity assists in providing this nuanced insight. The study's empirical cross‐sectional setting limits inference about causality among the constructs.Practical implicationsWhile all exporting manufacturing firms may benefit from an international orientation, business practitioners are advised to pay particular attention to the diversity of their foreign market portfolio prior to allocating resources to market‐oriented activities.Originality/valueIn this empirical contribution, the authors show how international orientation explains performance differentials among manufacturing exporters as well as how market orientation positively moderates this relationship. Furthermore, the paper shows the context dependency of the value of firms’ market orientation on the basis of export market portfolio diversity.

Export Market Orientation Strategy, External Environment, and Export Performance of SMEs in Malaysia

2017 ◽  
Vol 10 (12) ◽  
pp. 32 ◽  
Author(s):  
Harcharanjit Singh ◽  
Roselina Ahmad Saufi ◽  
Asan Ali Golam Hassan
Keyword(s):  
Market Orientation ◽  
Export Performance ◽  
External Environment ◽  
Export Market
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