When does export customer responsiveness strategy contribute to export market competitive advantage?

IF 4.8 3区管理学 Q1 BUSINESS International Marketing Review Pub Date : 2022-06-07 DOI:10.1108/imr-02-2022-0043

Dario Miocevic, Itzhak Gnizy, J. Cadogan

引用次数: 1

Abstract

PurposeThe purpose of this study is to explore the nature of the relationship between export customer responsiveness and export growth.Design/methodology/approachThe study uses primary data obtained by questioning over 200 exporting firms. The model constructed predicts the export growth of those firms with export customer responsiveness data, together with a variety of moderator and control variables. The model is assessed using multiple regression.FindingsExporters with higher levels of export customer responsiveness often have higher export sales growth rates than those with lower levels of export customer responsiveness, but not always. For some firms, the opposite is true, such that those with lower levels of export customer responsiveness outperform those with higher levels.Originality/valueThe study is the first to provide export decision-makers with empirically grounded recommendations regarding (1) when it is advisable to have high export customer responsiveness levels and (2) those situations when firms may benefit from having lower export customer responsiveness levels.

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出口客户响应策略何时有助于出口市场竞争优势？

目的本研究旨在探讨出口客户反应与出口增长之间关系的本质。设计/方法/方法该研究使用了通过询问200多家出口公司获得的原始数据。所构建的模型利用出口客户响应数据以及各种调节变量和控制变量预测了这些公司的出口增长。该模型使用多元回归进行评估。发现出口客户反应水平较高的出口商通常比出口客户反应程度较低的出口商的出口销售额增长率更高，但并非总是如此。对一些公司来说，情况恰恰相反，出口客户响应水平较低的公司表现优于出口客户响应程度较高的公司。独创性/价值该研究首次为出口决策者提供了基于经验的建议，涉及（1）何时宜拥有较高的出口客户响应水平，以及（2）企业可能从较低的出口客户反应水平中受益的情况。

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来源期刊

International Marketing Review BUSINESS-

CiteScore

8.70

自引率

12.00%

发文量

期刊介绍： International Marketing Review (IMR) is a journal that has, as its core remit, the goal of publishing research that pushes back the boundaries of international marketing knowledge. IMR does this by publishing novel research ideas, and by publishing papers that add substance to, question the basic assumptions of, reframe, or otherwise shape what we think we know within in the international marketing field. IMR is pluralistic, publishing papers that are conceptual, quantitative-empirical, or qualitative-empirical. At IMR, we aim to be a journal that recognizes great papers and great research ideas, and works hard with authors to nurture those ideas through to publication. We aim to be a journal that is proactive in developing the research agenda in international marketing, by identifying critical research issues, and promoting research within those areas. Finally, IMR is a journal that is comfortable exploring, and that fosters the exploration of, the interfaces and overlaps between international marketing and other business disciplines. Where no interfaces or overlaps exist, IMR will be a journal that is ready to create them. IMR’s definition of international marketing is purposefully broad and includes, although is not restricted to: -International market entry decisions and relationships; -Export marketing and supply chain issues; -International retailing; -International channel management; -Consumer ethnocentrism, country and product image and origin effects; -Cultural considerations in international marketing; -International marketing strategy; -Aspects of international marketing management such as international branding, advertising and new product development.