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.

scholarly journals The standalone and resource-bundling effects of government and nongovernment institutional support on early internationalizing firms’ performance

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Anisur R. Faroque ◽  
Hafiza Sultana ◽  
Jashim Uddin Ahmed ◽  
Farhad Uddin Ahmed ◽  
Mahabubur Rahman
Keyword(s):  
Institutional Environment ◽  
Export Performance ◽  
Critical Role ◽  
Institutional Support ◽  
Joint Effect ◽  
Content Type ◽  
Exporting Firms ◽  
The Government ◽  
The Individual ◽  
The Impact

Purpose This study aims to analyze the individual and joint effects of institutional support by government and nongovernment institutions on early internationalizing firms’ (EIFs) performance. It also investigated the moderating impact of firm age and size on the institutional support-firms’ export performance relationships. Design/methodology/approach Data were collected from 705 EIFs in the apparel industry of Bangladesh and analyzed with hierarchical regression. Findings The positive influence of institutional support on exporting firms’ financial performance is stronger for the joint effect of government and nongovernment assistance than the individual impact. Firms’ size positively moderates the impact of individual government and nongovernment assistance, while age positively moderates their resource-bundling effect. Research limitations/implications The findings suggest the necessity of integrating resources from diverse but complementary sources of institutional support for superior export performance. The findings also show the presence of the liability of smallness and liability of newness in the standalone and joint influence of institutional support, respectively. Practical implications Firms need to bundle resources obtained from the government (unrequited) and nongovernment (reciprocal) institutional support to overcome the liability of smallness they might encounter while availing of support from only one source. Originality/value Distinguishing between government and nongovernment institutional support, this paper sheds light on exporting firms’ resource-bundling mechanism for these two sources of support in the backdrop of an emerging economy. It also offers fresh insights into the critical role of the liabilities of newness and smallness in early internationalization, especially with regard to the home-country institutional environment.

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 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.

The impact of cognitive and behavioral factors on the export performance: a dynamic capabilities perspective

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Piotr Wójcik ◽  
Mariola Ciszewska-Mlinarič
Keyword(s):  
Dynamic Capabilities ◽  
Positive Impact ◽  
Export Performance ◽  
Organizational Level ◽  
Foreign Markets ◽  
Content Type ◽  
Exporting Firms ◽  
Individual Level ◽  
Multi Level ◽  
Mind Set

Purpose The purpose of this study is to explore how individual-level cognitive and organizational-level behavioral factors influence the level of firms’ export performance as firms adapt to the challenges of foreign expansion. Design/methodology/approach Based on the literature on dynamic capabilities (DCs) and international business, the study introduces a multi-level model of DC to internationalize and test it empirically on a sample of 93 Polish exporting firms using structural equation modeling. Findings The results show a strong and positive impact of the “strategy as stretch” managerial mind-set on two behavioral elements, namely, business modeling and partnering capability. Global mind-set has a strong and positive impact on business modeling and learning about foreign markets and a negative but insignificant effect on partnering capability. Only two of the three behavioral elements of the conceptualized DC have significant and positive impacts on export performance. In contrast to the expectations, the direct path coefficient from learning about foreign markets to export performance was found to be positive but insignificant. Originality/value This study contributes to the literature by offering a coherent, multi-level framework of DCs. The study goes beyond previous conceptualizations of DCs and considers various individual-level cognitive and organizational-level behavioral elements of DC for the internationalization of exporting firms. In particular, this study shows the interplay between them and their combined impact on export performance.

Social capital and export performance of SMEs in Ghana: the role of firm capabilities

2019 ◽  
Vol 10 (3) ◽  
pp. 262-285 ◽  
Author(s):  
Roseline Barbara Easmon ◽  
Adelaide Naa Amerley Kastner ◽  
Charles Blankson ◽  
Mahmoud Abdulai Mahmoud
Keyword(s):  
Social Capital ◽  
Structural Equation ◽  
Small Firms ◽  
Export Performance ◽  
Marketing Capabilities ◽  
Senior Managers ◽  
Capital Export ◽  
Content Type ◽  
Exporting Firms ◽  
Top Executives

Purpose The purpose of this paper is to understand the direct impact of social capital and the influence of market-based capabilities as intervening variables on the export performance of small and medium-sized enterprises (SMEs) in Ghana. Design/methodology/approach Questionnaire-based survey was used to collect data from top executives and senior managers of exporting companies in Ghana. Data obtained were analysed using the structural equation modelling. Findings The findings revealed that social capital of SMEs exert the greatest influence on their export performance. Innovation and marketing capabilities are also key drivers of export performance among SMEs as they fully mediate the social capital–export performance relationship. Notwithstanding, marketing capabilities appear to exert a greater influence than innovation capabilities on the export performance of SMEs. Research limitations/implications The study used perceptual measures of international performance by managers of SMEs in the Ghanaian exporting sector making it difficult to determine respondent bias. Practical implications Managers of exporting firms should build stronger relationships with their customers and suppliers who contribute significantly to their export performance. SMEs would also have to hone their innovation and marketing skills as strategic components in enhancing their export performance. Social implications Market-based resources such as marketing and innovation should not be taken for granted by SMEs in the export business. Originality/value The study offers some lessons on how small firms can sharpen their marketing and innovation capabilities to derive export performance benefits from social capital. Theoretically, while the findings offer strong evidence reinforcing the DC theory, an exploration of the nexus of the theories brings to the fore the need to reassess the resource-based view and SC theories.

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.

Influence of internationalization orientation on export performance: in the perspective of Malaysian manufacturing firms

2015 ◽  
Vol 30 (1) ◽  
pp. 83-95 ◽  
Author(s):  
Mina Behyan ◽  
Osman Mohamad ◽  
Azizah Omar
Keyword(s):  
Oil And Gas ◽  
Export Performance ◽  
Mail Survey ◽  
Manufacturing Firms ◽  
Organizational Capability ◽  
Cross Sectional ◽  
Content Type ◽  
Exporting Firms ◽  
Emerging Nations ◽  
Developed Nations

Purpose – The purpose of this paper is to investigate several concepts of inward and outward internationalization and their impact on export performance in the context of Malaysian manufacturing exporting firms. Design/methodology/approach – Mail survey was administered to gather data from the Malaysian manufacturing firms that have been identified to have business export trading to the major oil and gas producer countries in the Middle East. A total of 120 respondents were received and further analysis was tabulated. Findings – Findings revealed that the outward internationalization is positively related to economic and non-economic measures of export performance. It indicates that an outward internationalization related to organizational capability has a major contribution to the export performance of Malaysian manufacturing and exporting firms. On the other hand, top management international orientation as an inward internationalization is negatively and significantly associated with economic measures, but not in the non-economic measures of the export performance. Research limitations/implications – The cross-sectional nature of this study may have limitations with respect to examining the direction and causality of some of the variables. The findings are limited to Malaysian manufacturing firms exporting to targeted markets. The significant of this study emanates from its expected theoretical implications to knowledge and practical implications to business and public organization. It lends support to the internationalization theory and contributes to a firm’s performance and enhances their export marketing knowledge with useful implications for international and relationship marketing. Originality/value – The results support the proposition that internationalization of firms from emerging nations are dependent on learning, acquiring and applying the knowledge from other firms particularly from firms originating from advanced developed nations.

Branding advantage of agri-food companies in competitive export markets: a resource-based theory

2022 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Hashem Aghazadeh ◽  
Elham Beheshti Jazan Abadi ◽  
Farzad Zandi
Keyword(s):  
Competitive Advantage ◽  
Export Performance ◽  
Food Products ◽  
Path Model ◽  
Cross Sectional Survey ◽  
Cross Sectional ◽  
Export Markets ◽  
Content Type ◽  
Exporting Firms ◽  
Self Reporting Questionnaire

PurposeThe purpose of the present study is to investigate the antecedents of export performance and branding advantage, as a key type of competitive advantage in export markets among entrepreneurs and managers of agri-food exporters.Design/methodology/approachA sample of entrepreneurs from 182 exporting firms of the agriculture and food industry participated in a cross-sectional survey. The data were collected by a self-reporting questionnaire and partial least squares were used to analyse the data and assess the path model.FindingsResults revealed that experiential resources strongly promote communication capabilities. Also, communication, distribution and product development capabilities contribute to the creation of the branding advantage in export markets. In addition, a positive relationship between the branding advantage and export performance of agri-food products is confirmed.Research limitations/implicationsThe study targets exporters of agri-food products. Hence, the results should be interpreted regarding the context of low-technology firms. Further, this paper delineates branding advantage considerations that managers need to account for to achieve effective exporting. Practitioners can efficaciously exploit resources to achieve a competitive advantage, considering that they focus on building capabilities, and in particular, communication capabilities.Originality/valueThe present study highlights the role of the branding advantage as an important type of competitive advantage in international entrepreneurship and export markets. It attempts to examine the combined relationships of resources and capabilities with branding advantage and export performance.

scholarly journals Realising the value of knowledge resources and capabilities: an empirical study

2019 ◽  
Vol 23 (2) ◽  
pp. 374-395 ◽  
Author(s):  
Thi Nguyet Que Nguyen ◽  
Liem Viet Ngo ◽  
Gavin Northey ◽  
Christopher Agyapong Siaw
Keyword(s):  
Critical Role ◽  
Qualitative Comparative Analysis ◽  
Direct Effects ◽  
Resource Based View ◽  
Content Type ◽  
Knowledge Resources ◽  
Positive Effects ◽  
Resources And Capabilities ◽  
Moderation Model

PurposeDrawing upon the resource-based view of the firm, this paper aims to develop and empirically validate a model that examines the relationships between technical knowledge management infrastructure (TKMI), social KM infrastructure (SKMI) and competitive advantage provided by KM (CAPKM). The authors argue that KM process capabilities account for the direct effects of TKMI and SKMI on CAPKM.Design/methodology/approachThe study used partial least squares —structural equating modelling (SEM) to empirically test the hypotheses using a sample of 251 firms from an emerging economy. The results were then confirmed using the bias-corrected bootstrap procedure. The study also conducted two robustness checks including examining a competing moderation model and performing fuzzy-set qualitative comparative analysis (fsQCA), a set–theoretic method that examines how causal conditions combine into all possible configurations of binary states to explain the desired outcome.FindingsThe findings show that TKMI and SKMI have positive effects on CAPKM. In addition, KM process capabilities mediate the direct effects of TKMI and SKMI on CAPKM.Originality/valueThis paper complements and advances previous research in several ways. Firstly, the paper develops a conceptual model that depicts the interrelationships between TKMI, SKMI, KM process capabilities and CAPKM. Secondly, this paper suggests the critical role of the “action” component (i.e. KM process capabilities) that capitalises on the KM resources in the creation of CAPKM.

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