scholarly journals The interplay between market intelligence activities and sales strategy as drivers of performance in foreign markets

2019 ◽  
Vol 53 (10) ◽  
pp. 2080-2108 ◽  
Author(s):  
Evangelia Katsikea ◽  
Marios Theodosiou ◽  
Katerina Makri
Keyword(s):  
Export Performance ◽  
Performance Outcomes ◽  
Strategic Decision ◽  
Export Market ◽  
Equation Modeling ◽  
Content Type ◽  
Exporting Firms ◽  
Market Intelligence ◽  
Positive Effects ◽  
Sales Strategy

Purpose Exporting is a popular foreign market entry mode, especially among small- and medium-sized enterprises (SMEs). The success of SME exporters depends on their ability to establish and maintain profitable long-term relationships with foreign customers. This study aims to propose that the development of an effective export sales strategy can contribute greatly toward this aim. The study also demonstrates that export market intelligence generation and export market intelligence dissemination activities are important drivers of export sales strategy. Export sales strategy comprises three dimensions, which are expected to have a positive influence on export performance. Design/methodology/approach The study uses survey data obtained from 168 exporting firms based in Greece, to test a set of research hypotheses. Structural equation modeling procedures are used. Findings Findings indicate that export market intelligence generation and dissemination activities support and facilitate the development of effective export sales strategies, tailored to serve individual foreign accounts. Furthermore, all strategic dimensions of export sales strategy demonstrate significant positive effects on export performance. Research limitations/implications The research underlines the importance of incorporating export sales strategy in studies that aim to investigate the drivers of export performance. Practical implications The findings also indicate that exporting firms must actively engage in market intelligence activities to reinforce their strategic decision-making process. Originality/value The study emphasizes the crucial importance of export sales strategy in achieving superior export performance. The study provides a theory-driven conceptualization and operationalization of export sales strategy and offers an empirical assessment of a comprehensive model that includes the key antecedents and performance outcomes of export sales strategy.

scholarly journals Spontaneity and international marketing performance

2016 ◽  
Vol 33 (5) ◽  
pp. 671-690 ◽  
Author(s):  
Anne L. Souchon ◽  
Paul Hughes ◽  
Andrew M. Farrell ◽  
Ekaterina Nemkova ◽  
João S. Oliveira
Keyword(s):  
Decision Making ◽  
Strategic Planning ◽  
Export Performance ◽  
International Marketing ◽  
Export Market ◽  
Superior Performance ◽  
Equation Modeling ◽  
Content Type ◽  
Positive Effects ◽  
Marketing Performance

Purpose The purpose of this paper is to ascertain how today’s international marketers can perform better on the global scene by harnessing spontaneity. Design/methodology/approach The authors draw on contingency theory to develop a model of the spontaneity – international marketing performance relationship, and identify three potential moderators, namely, strategic planning, centralization, and market dynamism. The authors test the model via structural equation modeling with survey data from 197 UK exporters. Findings The results indicate that spontaneity is beneficial to exporters in terms of enhancing profit performance. In addition, greater centralization and strategic planning strengthen the positive effects of spontaneity. However, market dynamism mitigates the positive effect of spontaneity on export performance (when customer needs are volatile, spontaneous decisions do not function as well in terms of ensuring success). Practical implications Learning to be spontaneous when making export decisions appears to result in favorable outcomes for the export function. To harness spontaneity, export managers should look to develop company heuristics (increase centralization and strategic planning). Finally, if operating in dynamic export market environments, the role of spontaneity is weaker, so more conventional decision-making approaches should be adopted. Originality/value The international marketing environment typically requires decisions to be flexible and fast. In this context, spontaneity could enable accelerated and responsive decision-making, allowing international marketers to realize superior performance. Yet, there is a lack of research on decision-making spontaneity and its potential for international marketing performance enhancement.

Strategic leadership and management factors driving sustainability in health-care organizations in Thailand

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Suparak Suriyankietkaew ◽  
Pavinee Kungwanpongpun
Keyword(s):  
Health Care ◽  
Health Care Organizations ◽  
Performance Outcomes ◽  
Equation Modeling ◽  
Strategic Leadership ◽  
Sustainable Leadership ◽  
Leadership And Management ◽  
Content Type ◽  
Positive Effects ◽  
Management Factors

Purpose This empirical study aims to identify the essential strategic leadership and management factors underlying sustainability in healthcare. It also examines which factors drive sustainability performance outcomes (SPO) in health-care organizations, an analysis lacking to date. It provides a strategic leadership and management perspective toward sustainable healthcare, responding to the United Nations Sustainable Development Goals.Design/methodology/approachThe investigation adopted Sustainable Leadership as its research framework. Using a cross-sectional survey, 543 employees working in health-care and pharmaceutical companies in Thailand voluntarily provided responses. Factor analyses and structural equation modeling were employed.Findings The results revealed an emergent research model and identified 20 unidimensional strategic leadership and management factors toward sustainability in healthcare. The findings indicate significant positive effects on SPO in health-care organizations. Significant factors include human resource management/development, ethics, quality, environment and social responsibility, and stakeholder considerations.Research limitations/implicationsThe study was conducted in one country. Future studies should examine these relationships in diverse contexts. In practice, health-care firms should foster significant strategic leadership and management practices to improve performance outcomes for sustainability in healthcare.Originality/value This paper is the first empirical, multidisciplinary study with a focus on strategic leadership, health-care management and organizational sustainability. It identifies a proxy for measuring the effects of essential strategic leadership and managerial factors for sustainability in pharmaceutical health-care companies. It advances our currently limited knowledge and provides managerial implications for improving performance outcomes toward sustainable healthcare.

scholarly journals The influence of relational capability and marketing capabilities on the export performance of emerging market firms

2017 ◽  
Vol 34 (5) ◽  
pp. 606-628 ◽  
Author(s):  
Thi Song Hanh Pham ◽  
Lien Le Monkhouse ◽  
Bradley R. Barnes
Keyword(s):  
Emerging Market ◽  
Export Performance ◽  
Price Setting ◽  
Marketing Capabilities ◽  
Resource Based View ◽  
Content Type ◽  
Exporting Firms ◽  
Market Intelligence ◽  
Export Marketing ◽  
Marketing Intelligence

Purpose Drawing on the resource-based view, the purpose of this paper is to focus on the influence of relational capability and marketing capabilities on export performance. The study also examines the interaction effects of relational capability on the marketing capabilities – export performance relationships. Design/methodology/approach A stratified random sample of 1,047 exporting firms was approached. Survey data were collected from 333 Vietnamese exporting firms and analysed using hierarchical moderated regression. Findings The results reveal that a firm’s relational capability not only strengthens the efficiency of the export pricing capability – performance, marketing intelligence capability – performance, and marketing communication capability – performance relationships, but is also the strongest predictor of export performance amongst those capabilities identified. Whilst engagement in market intelligence, product development, price setting and promotional activities have a positive payoff, the findings confirm that there is less need for exporters to engage in after-sales service and distribution capabilities. Originality/value The study introduces the notion of relational capability alongside export marketing capabilities as predictors of export performance. The authors also examine the moderating influence of relational capability on the link between export marketing capabilities and export performance. By focusing on Vietnam, the study provides fresh insights surrounding the development pathway for firms in emerging markets.

scholarly journals The effect of export market-oriented culture on export performance

2018 ◽  
Vol 35 (4) ◽  
pp. 637-660 ◽  
Author(s):  
Oluwaseun Eniola Olabode ◽  
Ogechi Adeola ◽  
Shahin Assadinia
Keyword(s):  
Export Performance ◽  
Export Market ◽  
Environmental Turbulence ◽  
Moderating Effects ◽  
Learning Capability ◽  
Content Type ◽  
Exporting Firms ◽  
Learning Capabilities ◽  
Sub Saharan ◽  
The Relationship

Purpose The purpose of this paper is to examine how export learning capability and export environmental turbulence serve as mechanisms and boundary conditions to link export market-oriented culture to export performance. Design/methodology/approach A quantitative approach was undertaken to analyse longitudinal data of 249 small- and medium-sized exporting firms in Nigeria, a Sub-Saharan African economy. Findings Four major findings emerged from the study. First, export market-oriented culture positively influences export performance. Second, possessing an export market-oriented culture results in the development of high export learning capabilities. Third, export learning capability mediates the relationship between export market-oriented culture and export performance. Fourth, increases in export environment turbulence weaken the positive effect of export learning capability on export performance. Research limitations/implications This study does not investigate moderating effects which might affect the relationship between export market-oriented culture and export learning capability as this was beyond the scope of this study. Originality/value This study looks at developing economy environment as a unique context to examine the direct, mediating, and moderating effects of export market-oriented culture on export performance.

Social media resources and export performance: the role of trust and commitment

2020 ◽  
Vol 37 (2) ◽  
pp. 273-297
Author(s):  
Mahmoud Abdulai Mahmoud ◽  
Matilda Adams ◽  
Aidatu Abubakari ◽  
Nicholas Oblitei Commey ◽  
Adelaide Naa Amerley Kastner
Keyword(s):  
Social Media ◽  
Structural Equation ◽  
Survey Design ◽  
Export Performance ◽  
Sampling Technique ◽  
Integrated Model ◽  
Equation Modeling ◽  
Content Type ◽  
Exporting Firms ◽  
Role Commitment

PurposeThe study sought to examine the influence of social media resources on export performance and the role commitment and trust play in this relationship using an integrated model.Design/methodology/approachA quantitative survey design was employed for this study. Empirical data for this paper were drawn from 210 exporting firms in Ghana, using purposive sampling technique. The hypothesized links were analyzed using structural equation modeling.FindingsThe result of this study reveals that social media resources and marketing capabilities directly influence export performance and indirectly through commitment and trust.Originality/valueTo the best of the authors’ knowledge, this study is among the first to attempt to use an integrated model (resource-based view and commitment-trust theory) to understand and explain an international marketing phenomenon. By concentrating on Ghana, the study offers new insights regarding the pathway for exporting firms in emerging markets.

Measuring innovation capability in exporting firms: the INNOVSCALE

2015 ◽  
Vol 32 (1) ◽  
pp. 29-51 ◽  
Author(s):  
Margarida Vicente ◽  
José Luís Abrantes ◽  
Mário Sérgio Teixeira
Keyword(s):  
Structural Equation ◽  
Statistical Tests ◽  
Export Market ◽  
Sample Survey ◽  
Equation Modeling ◽  
Innovation Capability ◽  
Content Type ◽  
Four Dimensions ◽  
Exporting Firms ◽  
Venture Performance

Purpose – The development of innovation capability is an important topic for both managers and academics. However, studies that investigate which elements integrate innovation capability in the context of export market are very scarce. Drawing on the resource-based view, the purpose of this paper is to identify important dimensions in order to build a scale to measure innovation capability in exporting firms – the INNOVSCALE. Design/methodology/approach – The study draws on data collected by online questionnaire in a sample survey of 471 exporting manufacturing firms. The results were obtained using structural equation modeling. Statistical tests demonstrate that the scale presents composite reliability as well as convergent and nomological validity. Findings – The findings reveal that innovation capability is a higher-order construct formed by four dimensions: product development capability, innovativeness, strategic capability, and technological capability. The results also indicate that all four dimensions of the innovation capability scale are positively and significantly associated with export venture performance. Originality/value – This study develops a new scale, the INNOVSCALE, which is a measure of innovation capability of exporting firms, and tests its impact on three measures of export venture performance, namely financial, strategic, and achievement.

Performance enhancement in international markets

2019 ◽  
Vol 36 (1) ◽  
pp. 30-32
Keyword(s):  
Performance Enhancement ◽  
Export Performance ◽  
International Markets ◽  
Three Dimensions ◽  
Strategic Decision ◽  
Foreign Markets ◽  
Content Type ◽  
Sales Strategy ◽  
Pertinent Information ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies 10. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Obtaining key intelligence about targeted foreign markets and subsequently disseminating this information across different functions permits an organization to create an effective export sales strategy (ESS) and boost export performance as a result. And by using the acquired knowledge to address the three dimensions of ESS, effectiveness of strategic decision-making can be increased. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Does location matter to export performance?

2014 ◽  
Vol 31 (2) ◽  
pp. 181-208 ◽  
Author(s):  
Joanne Freeman ◽  
Chris Styles
Keyword(s):  
Export Performance ◽  
Critical Role ◽  
Performance Outcomes ◽  
Capability Development ◽  
Firm Resources ◽  
Related Services ◽  
Content Type ◽  
Exporting Firms ◽  
Resources And Capabilities ◽  
Labor Skills

Purpose – The purpose of this paper is to build on the resource-based view to analyze the influence of location effects on a firm's ability to develop export-related resources and capabilities which then impacts on export performance. Design/methodology/approach – To test the proposed hypotheses, a sample of small-to-medium exporting firms located in Australia is analyzed using partial least squared modeling. Findings – The findings show that access to location specific advantages (i.e. access to sources of supply, government agencies, export-related services and infrastructure, managerial labor skills, and network opportunities) are essential antecedents for the firm's ability to develop export-related resources and capabilities which in turn drives export performance outcomes. Research limitations/implications – Results from this study are from one state in Australia, and caution should be exercised when generalizing findings to other geographic regions. Practical implications – These findings suggest that location effects do indeed present challenges to regional SME firms. Indeed the substantial impacts of sourcing experienced managerial staff with export-related skills affirm the critical role of human resources. This offers insights concerning the recruitment and reward policies for remote firms having to compete with firms in more attractive or sort after metropolitan locations. Also the findings suggest that managers should give serious thought to the appropriateness of the resources and capabilities needed to increase their export performance. Originality/value – Even though the role and importance of firm location has been highlighted in the export literature, previous export studies have not focussed on dimensions of location as antecedents to firm resources and capability development.

Technology adoption and company performance

2018 ◽  
Vol 22 (2) ◽  
pp. 143-161
Author(s):  
Yeong-Wha Sawng ◽  
Yongjae Park ◽  
Seok-Hong Jo ◽  
Seung-Lak Park
Keyword(s):  
Performance Index ◽  
Strategic Decision ◽  
Equation Modeling ◽  
Company Performance ◽  
Relative Importance ◽  
Smart Technology ◽  
Content Type ◽  
Internal Process ◽  
Smart Technologies ◽  
Interdisciplinary Study

Purpose The purpose of this paper is to provide useful implications for Korean export companies to adopt the smart technology to improve their performance in the era of industrial convergence with the interdisciplinary study between trade and technology management. Design/methodology/approach This study followed the five-stage procedure and methods. In the first stage, measurement items were developed in four performance factors: leaning and growth, internal process, customer and finance. In the second stage, data were collected by conducting two types of surveys: first, for Korean export companies that have adopted Radio frequency identification (RFID) to test the proposed model and analyze the performance and second, for RFID experts of industry-university R&D cooperation to measure the relative importance of factors and items. In the third stage, the model was verified with structural equation modeling. In the fourth stage, AHP was used to analyze the relative importance of factors and items. In the fifth stage, post-RFID adoption performance in Korean export companies was measured by a formula for the performance index. Through these five-stage procedure and methods, the final performance improvement strategies and practical implications are presented in the conclusion. Findings The framework finds that the total score of RFID post-adoption on company performance proved relatively low, which indicates that the effect of this technology on export companies’ performance is still unsatisfactory. And financial performance proved to be ‘top priority’ area, which requires the most urgent effort for improvement since its importance was higher than learning and growth, internal process and customer performance—but nonetheless its performance index was the lowest. This study finds that strategic decision making is required for adopting smart technology in the perspective of technology convergence to improve the performance of companies among heterogeneous industries. Research limitations/implications Despite the significant results of this study alone, it also has limitations. Therefore, the direction of the future study is as follows: future research should focus on finding specific impact factors enhancing post-adoption of smart technologies including RFID performance by conducting empirical studies that identify the factors affecting post adoption of smart technologies rate directly or indirectly. Originality/value In the current global market environment, not only technological convergence in the same kind of industry but also industrial convergence in the different kinds of industries are essential to manufacturing and service companies including to export companies with perspective of Innovation. This study has the value as an interdisciplinary study to actually measure the performance of a company by industrial convergence through the theme of adoption of smart technology in export companies.

The consumers’ commitment and materialism on Islamic banking: the role of religiosity

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Junaidi Junaidi ◽  
Ready Wicaksono ◽  
Hamka Hamka
Keyword(s):  
Structural Equation ◽  
Survey Study ◽  
Equation Modeling ◽  
Islamic Banking ◽  
Islamic Banks ◽  
Content Type ◽  
Positive Effects ◽  
Islamic Bank ◽  
Muslim People ◽  
The Impact

Purpose This paper aims to investigate whether and how religiosity (e.g. extrinsic and intrinsic) influences the mediator variables (consumers’ commitment and materialism) in the Islamic bank consumers context. It also examines how the mediators should be influence consumers’ preferences. Design/methodology/approach In total, 658 Muslim people and Islamic bank consumers were recruited for a survey study and structural equation modeling was used to test the research hypotheses. Findings The empirical results indicate that religiosity (e.g. extrinsic and intrinsic) has significant and positive effects on consumers’ commitment and materialism, whereas intrinsic religiosity has no significant effect on consumers’ commitment which subsequently influences consumers’ preference. Furthermore, mediator variables (e.g. consumers’ commitment and consumers’ materialism) have partial mediators between religiosity and consumers’ preferences. Research limitations/implications The current study was limited to Indonesian Muslim people; there is a future need to study consumers’ attitudes and engagement in religious products and services (e.g. Islamic brands). It is can help practitioners, regulators and researchers to observe the dynamic behavior to elaborate on the impact of religion and Islamic products on consumers’ preference. Practical implications The bank managers and regulators should enhance the information of products and services Islamic banks and the difference principle between conventional banks. Moreover, enlighten the consumers about the principle operation of Islamic banks from the perspective of marketing and religiosity. Originality/value This study contributes to consumers’ behavior literature and, specifically, for the decision-making process through developing and testing a model of religious determinants toward Islamic bank products, as well as offers new insights into the determinants of religion and consumers’ decision process toward Islamic banking.

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