Pub Date : 2023-09-11DOI: 10.1177/1069031x231203222
Scott M. Widmier, Nik Nikolov, Lance Eliot Brouthers
Prior research shows that using mimetic isomorphism to select a price/quality product strategies result in superior performance in the U.S., European Union, and Japan for both developed economy and emerging market manufacturers. However, do these results generalize in the case of emerging market service providers? Due to the nature of services, customers cannot gauge service quality prior to consumption, and they must rely on other cues; commonly, consumers rely on the brand name as a proxy. We theorize that in the case of EMS, choosing a strategy of “distinctiveness” (pursuing a non-dominant price/quality strategy), offers a way to differentiate their offering from the mimetic choice, resulting in superior performance. Implications for theory and practice are discussed.
{"title":"EXPRESS: The Limits of Mimetic Isomorphism: Emerging Market Service Providers Entering Triad Markets","authors":"Scott M. Widmier, Nik Nikolov, Lance Eliot Brouthers","doi":"10.1177/1069031x231203222","DOIUrl":"https://doi.org/10.1177/1069031x231203222","url":null,"abstract":"Prior research shows that using mimetic isomorphism to select a price/quality product strategies result in superior performance in the U.S., European Union, and Japan for both developed economy and emerging market manufacturers. However, do these results generalize in the case of emerging market service providers? Due to the nature of services, customers cannot gauge service quality prior to consumption, and they must rely on other cues; commonly, consumers rely on the brand name as a proxy. We theorize that in the case of EMS, choosing a strategy of “distinctiveness” (pursuing a non-dominant price/quality strategy), offers a way to differentiate their offering from the mimetic choice, resulting in superior performance. Implications for theory and practice are discussed.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":"44 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135981645","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-08-31DOI: 10.1177/1069031x231201077
Petra Riefler, O. Büttner, Vasileios Davvetas
Pandemic lockdowns in early 2020 disrupted daily lifestyles worldwide and opened a window of opportunity for self-reflection and consumption paradigm shifts. However, consumption patterns might take different directions and opposing views exist about whether consumers (1) prolong consumption-oriented lifestyles post-lockdown, or (2) compensate for lockdown consumption restrictions through self-indulgence. Drawing from self-determination theory and individual-cultural values frameworks, this paper develops a conceptual model of post-lockdown consumption patterns related to three factors: consumers’ fulfilment of basic psychological needs during lockdowns, individual consumer values, and country-level cultural orientations. Consumer surveys conducted after the first lockdowns in three culturally different European countries (UK, Germany, Romania) show that both satisfaction and dissatisfaction of psychological needs during lockdown impact consumption patterns, at least at a short-term level. The direction of consumption patterns is driven by hedonism and universalism values at an individual level and differences in post-materialism and indulgence at a country-level. The results provide implications for international marketers and policymakers in post-pandemic marketplaces.
{"title":"EXPRESS: Indulge or Reduce? A cross-country investigation of consumption patterns following pandemic lockdowns","authors":"Petra Riefler, O. Büttner, Vasileios Davvetas","doi":"10.1177/1069031x231201077","DOIUrl":"https://doi.org/10.1177/1069031x231201077","url":null,"abstract":"Pandemic lockdowns in early 2020 disrupted daily lifestyles worldwide and opened a window of opportunity for self-reflection and consumption paradigm shifts. However, consumption patterns might take different directions and opposing views exist about whether consumers (1) prolong consumption-oriented lifestyles post-lockdown, or (2) compensate for lockdown consumption restrictions through self-indulgence. Drawing from self-determination theory and individual-cultural values frameworks, this paper develops a conceptual model of post-lockdown consumption patterns related to three factors: consumers’ fulfilment of basic psychological needs during lockdowns, individual consumer values, and country-level cultural orientations. Consumer surveys conducted after the first lockdowns in three culturally different European countries (UK, Germany, Romania) show that both satisfaction and dissatisfaction of psychological needs during lockdown impact consumption patterns, at least at a short-term level. The direction of consumption patterns is driven by hedonism and universalism values at an individual level and differences in post-materialism and indulgence at a country-level. The results provide implications for international marketers and policymakers in post-pandemic marketplaces.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":" ","pages":""},"PeriodicalIF":5.8,"publicationDate":"2023-08-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46413476","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-08-14DOI: 10.1177/1069031x231197625
Zhe Zhang, Alex Yao, Zhiyong Yang
The fast-growing middle-class in emerging markets is leading luxury brands to adopt an affordable luxury (aka “masstige”) approach to reach the mass market. However, academic research in this promising area is scarce. Focusing on China, the world’s largest emerging market, this research shows a novel pattern of masstige brand consumption: Instead of preferring foreign masstige brands (e.g., Coach) all the time as what can be derived from previous international marketing literature, consumers in emerging markets prefer domestic masstige brands (e.g., Goldlion) when their personally-oriented motives are made salient. In contrast, consumers prefer foreign masstige brands when their socially-oriented motives are made salient. This stems from domestic masstige brands better manifesting self-focused intangible attributes (i.e., the actual value to please oneself), whereas foreign masstige brands are superior in other-focused intangible attributes (i.e., the symbolic value to impress others). Three studies using a multi-method approach provide converging results that support this phenomenon. The findings bring significant contributions to the literature, and offer actionable implications for managers, including positioning and price promotion strategies for masstige brands in emerging markets.
{"title":"EXPRESS: Coach vs. Goldlion: The Effect of Socially- versus Personally-Oriented Motives on Consumer Preference for Foreign and Domestic Masstige Brands in Emerging Markets","authors":"Zhe Zhang, Alex Yao, Zhiyong Yang","doi":"10.1177/1069031x231197625","DOIUrl":"https://doi.org/10.1177/1069031x231197625","url":null,"abstract":"The fast-growing middle-class in emerging markets is leading luxury brands to adopt an affordable luxury (aka “masstige”) approach to reach the mass market. However, academic research in this promising area is scarce. Focusing on China, the world’s largest emerging market, this research shows a novel pattern of masstige brand consumption: Instead of preferring foreign masstige brands (e.g., Coach) all the time as what can be derived from previous international marketing literature, consumers in emerging markets prefer domestic masstige brands (e.g., Goldlion) when their personally-oriented motives are made salient. In contrast, consumers prefer foreign masstige brands when their socially-oriented motives are made salient. This stems from domestic masstige brands better manifesting self-focused intangible attributes (i.e., the actual value to please oneself), whereas foreign masstige brands are superior in other-focused intangible attributes (i.e., the symbolic value to impress others). Three studies using a multi-method approach provide converging results that support this phenomenon. The findings bring significant contributions to the literature, and offer actionable implications for managers, including positioning and price promotion strategies for masstige brands in emerging markets.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":" ","pages":""},"PeriodicalIF":5.8,"publicationDate":"2023-08-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47968146","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-08-07DOI: 10.1177/1069031x231196254
Teng Niu, Peng Wang
The pollution haven hypothesis (PHH) is widely used to explain the predatory relocation of foreign investors to emerging markets. However, the long-term effect of the PHH remains a mystery, given the natural evolution of environmental regulations. This study proposes that the likelihood of foreign divestment in the emerging market increases when the regional environmental regulatory pressure becomes more stringent. Empirical support is obtained through a Cox proportional hazard model of 402 international joint ventures established in China in 2000, whose foreign divestment status is traced until 2017. The findings support the karmic debt of the PHH, that is, foreign investors’ focus on avoiding environmental regulatory costs by relocating to emerging markets in the short run will backfire in the long run unless they bring something of value to the host market.
{"title":"EXPRESS: The karmic debt of pollution haven hypothesis: Subnational environmental regulatory pressure and foreign divestment from an emerging market","authors":"Teng Niu, Peng Wang","doi":"10.1177/1069031x231196254","DOIUrl":"https://doi.org/10.1177/1069031x231196254","url":null,"abstract":"The pollution haven hypothesis (PHH) is widely used to explain the predatory relocation of foreign investors to emerging markets. However, the long-term effect of the PHH remains a mystery, given the natural evolution of environmental regulations. This study proposes that the likelihood of foreign divestment in the emerging market increases when the regional environmental regulatory pressure becomes more stringent. Empirical support is obtained through a Cox proportional hazard model of 402 international joint ventures established in China in 2000, whose foreign divestment status is traced until 2017. The findings support the karmic debt of the PHH, that is, foreign investors’ focus on avoiding environmental regulatory costs by relocating to emerging markets in the short run will backfire in the long run unless they bring something of value to the host market.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":" ","pages":""},"PeriodicalIF":5.8,"publicationDate":"2023-08-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46954153","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-07-17DOI: 10.1177/1069031x231191100
Ubedullah Khoso, É. Tafani, A. Qazi
Scarcity appeals in marketing have long captured the attention of scholars and practitioners, yet we know little about their effectiveness across different cultures. Drawing on cultural differences (i.e., self-concept, need for uniqueness, and susceptibility to normative influence), the authors investigated the impact of culture on the effectiveness of (demand vs. supply-based) scarcity appeal. The authors also studied the impact of product visibility while considering the moderating effect of culture on the effectiveness of scarcity appeals (demand vs. supply-based). In doing so, the authors conducted an experimental research based on the participants from Pakistan and France. The authors found that (i) demand-based scarcity appeals were more effective than supply-based scarcity appeals in Eastern cultures, whereas the reverse was found in Western cultures; (ii) such moderating role of culture was stronger for high visibility products as compared to low visibility products; and (iii) the respective prevalence of interdependent (vs. independent) self and its subsequent impact on susceptibility to normative influence (SNI) and need for uniqueness (NFU) mediated the moderating role of culture. The authors concluded by discussing these findings' key theoretical contributions and managerial implications and suggesting future research directions.
{"title":"EXPRESS: Scarcity Appeals in Cross-Cultural Settings: A Comprehensive Framework to Understand the Effectiveness of Scarcity Appeals in Cross-Cultural Settings","authors":"Ubedullah Khoso, É. Tafani, A. Qazi","doi":"10.1177/1069031x231191100","DOIUrl":"https://doi.org/10.1177/1069031x231191100","url":null,"abstract":"Scarcity appeals in marketing have long captured the attention of scholars and practitioners, yet we know little about their effectiveness across different cultures. Drawing on cultural differences (i.e., self-concept, need for uniqueness, and susceptibility to normative influence), the authors investigated the impact of culture on the effectiveness of (demand vs. supply-based) scarcity appeal. The authors also studied the impact of product visibility while considering the moderating effect of culture on the effectiveness of scarcity appeals (demand vs. supply-based). In doing so, the authors conducted an experimental research based on the participants from Pakistan and France. The authors found that (i) demand-based scarcity appeals were more effective than supply-based scarcity appeals in Eastern cultures, whereas the reverse was found in Western cultures; (ii) such moderating role of culture was stronger for high visibility products as compared to low visibility products; and (iii) the respective prevalence of interdependent (vs. independent) self and its subsequent impact on susceptibility to normative influence (SNI) and need for uniqueness (NFU) mediated the moderating role of culture. The authors concluded by discussing these findings' key theoretical contributions and managerial implications and suggesting future research directions.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":" ","pages":""},"PeriodicalIF":5.8,"publicationDate":"2023-07-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44143275","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-06-21DOI: 10.1177/1069031X231182257
Rūta Ruževičiūtė, Carina Thürridl
The global food system (i.e., production, transport, processing, packaging, storage, retail, consumption, loss, and waste of food) is responsible for 34% of total greenhouse gas (GHG) emissions (Food and Agriculture Organization of the United Nations 2021). A significant proportion of these emissions (14.5%) are directly attributable to the production and consumption of meat (Stoll-Kleemann and Schmidt 2017) and the loss and waste of food (8%–10%, estimated by the Intergovernmental Panel on Climate Change [IPCC]). Many international organizations such as the IPCC or the European Commission (EC) thus agree that two effective demand-side ways to cut emissions from food are a collective shift toward more plant-based diets and global efforts to reduce food waste. Taken together, these two approaches could reduce the negative effects on global warming, such as a rise in temperatures, by an estimated 55%. Food preferences are largely determined by socioeconomic factors, cultural practices, and social norms (Steenkamp 2019; Stoll-Kleemann and Schmidt 2017) and thus differ greatly across countries (Godfray et al. 2018). Similarly, while roughly 30%–40% of all food is lost or wasted in both the developed and developing world, the underlying causes are very different due to variances in infrastructure, shopping practices, and knowledge of and investment in proper food storage (Godfray et al. 2010). As a result, there is great potential for international marketers and policy makers to contribute to a shift toward more sustainable diets and a reduction of food waste, for example, through the effective design of interventions and behavior change campaigns that take into consideration the specific conditions of these local markets. Research on the topic in the (international) marketing domain is scarce, however. A brief search in the relevant marketing journals (e.g., Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Journal of Consumer Psychology), conducted in spring of 2023, identified eight articles on the topics of meat reduction, plant-based diets, and food waste, but no articles on these topics had been published in the Journal of International Marketing. Yet, understanding how changes in food consumption patterns can help buffer against the negative effects of climate change requires a global lens, as food systems are interlinked and the negative effects of food systems on climate change and vice versa disproportionately affect non-Western countries (e.g., due to more extreme shifts in climate). In this commentary, we thus call for more research that addresses demand-side GHG emission mitigation strategies related to food—that is, the reduction of meat consumption and food waste—from an international marketing perspective.
全球粮食系统(即粮食的生产、运输、加工、包装、储存、零售、消费、损失和浪费)占温室气体排放总量的34%(联合国粮食及农业组织，2021年)。这些排放中很大一部分(14.5%)直接归因于肉类的生产和消费(Stoll-Kleemann and Schmidt, 2017)以及食物的损失和浪费(据政府间气候变化专门委员会[IPCC]估计，这一比例为8%-10%)。因此，许多国际组织，如政府间气候变化专门委员会(IPCC)或欧盟委员会(EC)都同意，减少食品排放的两种有效的需求侧方法是集体转向更多的植物性饮食和全球努力减少食物浪费。综合起来，这两种方法可以减少对全球变暖的负面影响，比如气温上升，估计减少55%。食物偏好在很大程度上取决于社会经济因素、文化习俗和社会规范(Steenkamp 2019;Stoll-Kleemann and Schmidt 2017)，因此各国差异很大(Godfray et al. 2018)。同样，尽管发达国家和发展中国家都有大约30%-40%的粮食损失或浪费，但由于基础设施、购物习惯以及对适当粮食储存的知识和投资的差异，其根本原因非常不同(Godfray et al. 2010)。因此，国际营销人员和政策制定者有很大的潜力为转向更可持续的饮食和减少食物浪费做出贡献，例如，通过有效设计考虑到这些当地市场具体情况的干预措施和行为改变运动。然而，在(国际)营销领域对这一主题的研究很少。在2023年春季进行的相关营销期刊(例如，Journal of marketing, Journal of marketing Research, Journal of Consumer Research, Journal of Consumer Psychology)的简短搜索中，发现了8篇关于减少肉类、植物性饮食和食物浪费的文章，但没有关于这些主题的文章发表在《国际营销杂志》上。然而，理解粮食消费模式的变化如何有助于缓冲气候变化的负面影响需要一个全球视角，因为粮食系统是相互关联的，粮食系统对气候变化的负面影响(反之亦然)对非西方国家的影响不成比例(例如，由于气候的更极端变化)。因此，在本评论中，我们呼吁开展更多的研究，从国际营销的角度探讨与食品有关的需求方温室气体减排战略，即减少肉类消费和食物浪费。
{"title":"Food Matters: The Role of International (Marketing) Efforts in Addressing a Looming Climate Threat","authors":"Rūta Ruževičiūtė, Carina Thürridl","doi":"10.1177/1069031X231182257","DOIUrl":"https://doi.org/10.1177/1069031X231182257","url":null,"abstract":"The global food system (i.e., production, transport, processing, packaging, storage, retail, consumption, loss, and waste of food) is responsible for 34% of total greenhouse gas (GHG) emissions (Food and Agriculture Organization of the United Nations 2021). A significant proportion of these emissions (14.5%) are directly attributable to the production and consumption of meat (Stoll-Kleemann and Schmidt 2017) and the loss and waste of food (8%–10%, estimated by the Intergovernmental Panel on Climate Change [IPCC]). Many international organizations such as the IPCC or the European Commission (EC) thus agree that two effective demand-side ways to cut emissions from food are a collective shift toward more plant-based diets and global efforts to reduce food waste. Taken together, these two approaches could reduce the negative effects on global warming, such as a rise in temperatures, by an estimated 55%. Food preferences are largely determined by socioeconomic factors, cultural practices, and social norms (Steenkamp 2019; Stoll-Kleemann and Schmidt 2017) and thus differ greatly across countries (Godfray et al. 2018). Similarly, while roughly 30%–40% of all food is lost or wasted in both the developed and developing world, the underlying causes are very different due to variances in infrastructure, shopping practices, and knowledge of and investment in proper food storage (Godfray et al. 2010). As a result, there is great potential for international marketers and policy makers to contribute to a shift toward more sustainable diets and a reduction of food waste, for example, through the effective design of interventions and behavior change campaigns that take into consideration the specific conditions of these local markets. Research on the topic in the (international) marketing domain is scarce, however. A brief search in the relevant marketing journals (e.g., Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Journal of Consumer Psychology), conducted in spring of 2023, identified eight articles on the topics of meat reduction, plant-based diets, and food waste, but no articles on these topics had been published in the Journal of International Marketing. Yet, understanding how changes in food consumption patterns can help buffer against the negative effects of climate change requires a global lens, as food systems are interlinked and the negative effects of food systems on climate change and vice versa disproportionately affect non-Western countries (e.g., due to more extreme shifts in climate). In this commentary, we thus call for more research that addresses demand-side GHG emission mitigation strategies related to food—that is, the reduction of meat consumption and food waste—from an international marketing perspective.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":"31 1","pages":"97 - 100"},"PeriodicalIF":5.8,"publicationDate":"2023-06-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47885599","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-05-16DOI: 10.1177/1069031x231179149
Justina Baršytė, Rūta Ruževičiūtė, Paulius Neciunskas, B. Schlegelmilch
This research provides evidence that globally positioned food brands face an inherent trade-off – the advantages of wide global availability and global sourcing can be outweighed by unfavorable perceptions related to freshness. Through five experiments, with participants from developed and emerging markets, the authors demonstrate that global (vs. local) brand positioning cues dampen product purchase intentions; this happens because globally (vs. locally) positioned brands evoke lower freshness perceptions. This effect is particularly pronounced for minimally or moderately (vs. highly) processed product categories, for which freshness considerations are more important. In addition, the negative effects of globally positioned brands can be reduced with secondary freshness cues, such as freshness seals or guarantees, and that such a strategy is particularly effective for individuals high in perceived vulnerability to disease.
{"title":"EXPRESS: When “Global” Becomes a Challenge: The Role of Freshness in Food Brand Preference Formation","authors":"Justina Baršytė, Rūta Ruževičiūtė, Paulius Neciunskas, B. Schlegelmilch","doi":"10.1177/1069031x231179149","DOIUrl":"https://doi.org/10.1177/1069031x231179149","url":null,"abstract":"This research provides evidence that globally positioned food brands face an inherent trade-off – the advantages of wide global availability and global sourcing can be outweighed by unfavorable perceptions related to freshness. Through five experiments, with participants from developed and emerging markets, the authors demonstrate that global (vs. local) brand positioning cues dampen product purchase intentions; this happens because globally (vs. locally) positioned brands evoke lower freshness perceptions. This effect is particularly pronounced for minimally or moderately (vs. highly) processed product categories, for which freshness considerations are more important. In addition, the negative effects of globally positioned brands can be reduced with secondary freshness cues, such as freshness seals or guarantees, and that such a strategy is particularly effective for individuals high in perceived vulnerability to disease.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":"1 1","pages":""},"PeriodicalIF":5.8,"publicationDate":"2023-05-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42654273","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-05-11DOI: 10.1177/1069031x231178220
Man Yang, P. Gabrielsson, Svante Andersson
Digitalization has enabled entrepreneurs to adapt digital tools to create opportunities and reach customers in international markets. Yet, we have little understanding of international digital entrepreneurial marketing in the global marketplace. Drawing on social network theory, we investigate how entrepreneurs’ social ties and firms’ international digital entrepreneurial marketing influence SME internationalization. Based on multiple case study methodology, the results suggest that entrepreneurs’ bonding and bridging ties facilitate different dimensions of international digital entrepreneurial marketing. That further enhances the intensity and geographic scope of SME internationalization. SME internationalization also reinforces entrepreneurs’ accumulation of social ties. Our study contributes to international marketing research by developing the dimensions of the international digital entrepreneurial marketing concept, and exploring its important role in SME internationalization.
{"title":"EXPRESS: Entrepreneurs’ Social Ties and International Digital Entrepreneurial Marketing in SME Internationalization","authors":"Man Yang, P. Gabrielsson, Svante Andersson","doi":"10.1177/1069031x231178220","DOIUrl":"https://doi.org/10.1177/1069031x231178220","url":null,"abstract":"Digitalization has enabled entrepreneurs to adapt digital tools to create opportunities and reach customers in international markets. Yet, we have little understanding of international digital entrepreneurial marketing in the global marketplace. Drawing on social network theory, we investigate how entrepreneurs’ social ties and firms’ international digital entrepreneurial marketing influence SME internationalization. Based on multiple case study methodology, the results suggest that entrepreneurs’ bonding and bridging ties facilitate different dimensions of international digital entrepreneurial marketing. That further enhances the intensity and geographic scope of SME internationalization. SME internationalization also reinforces entrepreneurs’ accumulation of social ties. Our study contributes to international marketing research by developing the dimensions of the international digital entrepreneurial marketing concept, and exploring its important role in SME internationalization.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":" ","pages":""},"PeriodicalIF":5.8,"publicationDate":"2023-05-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44334356","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-05-04DOI: 10.1177/1069031X231169404
Kay Peters, Cheryl Nakata, K. Hewett
Marketing science is an applied science with roots in defining, understanding, explaining, and optimizing phenomena observed in the business world. Currently, substantial technological advances are changing the behavior of consumers and businesses alike. Many substantive issues arise from these changes that require scrutiny and serious investigation from marketing academics to help businesses and policy makers understand and adapt their policies. The recency and continuation of these changes require the cooperation of managers and academic scholars—the former because of their access to latest data and challenges, and the latter because they have the tools and time to analyze these data and to provide new insights for joint discussion. Although these changes increase the need for the cooperation between practice and academia, the opposite has been observed for a longer period. Gupta et al. (2014) assert that academia may be moving away from addressing substantive problems of industry, which threatens to undermine the legitimacy of research at business schools. In 2011, Bernd Schmitt, Don Lehmann, and Sunil Gupta initiated the “Theory and Practice in Marketing (TPM)” conference series to ensure that marketing science intensifies its relationship with practice again. In a recent Journal of Marketing special issue on TPM, Hoffman et al. (2022) express hope that these special issues continue to inspire scholars to take on future research challenges that matter to practice.
{"title":"Introduction to the Special Issue on Theory and Practice in Global Marketing (TPGM)","authors":"Kay Peters, Cheryl Nakata, K. Hewett","doi":"10.1177/1069031X231169404","DOIUrl":"https://doi.org/10.1177/1069031X231169404","url":null,"abstract":"Marketing science is an applied science with roots in defining, understanding, explaining, and optimizing phenomena observed in the business world. Currently, substantial technological advances are changing the behavior of consumers and businesses alike. Many substantive issues arise from these changes that require scrutiny and serious investigation from marketing academics to help businesses and policy makers understand and adapt their policies. The recency and continuation of these changes require the cooperation of managers and academic scholars—the former because of their access to latest data and challenges, and the latter because they have the tools and time to analyze these data and to provide new insights for joint discussion. Although these changes increase the need for the cooperation between practice and academia, the opposite has been observed for a longer period. Gupta et al. (2014) assert that academia may be moving away from addressing substantive problems of industry, which threatens to undermine the legitimacy of research at business schools. In 2011, Bernd Schmitt, Don Lehmann, and Sunil Gupta initiated the “Theory and Practice in Marketing (TPM)” conference series to ensure that marketing science intensifies its relationship with practice again. In a recent Journal of Marketing special issue on TPM, Hoffman et al. (2022) express hope that these special issues continue to inspire scholars to take on future research challenges that matter to practice.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":"31 1","pages":"1 - 5"},"PeriodicalIF":5.8,"publicationDate":"2023-05-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49412667","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-04-15DOI: 10.1177/1069031x231172756
Wyatt A. Schrock, Yanhui Zhao, Phani Tej Adidam, Birud Sindhav, T. Hult
While interfunctional collaboration has been well-studied within the marketing literature, this research is the first to empirically explore the effects of Sales – Supply Chain Management (S-SCM) collaboration among salespeople selling internationally. Survey data from 310 international salespeople provide initial empirical evidence showing that S-SCM collaboration can positively predict international salesperson performance outcomes. To show that the effect is unique and provide rare empirical evidence, we simultaneously account for the effects of multiple forms of cross-functional collaboration (i.e., Sales – Marketing collaboration and Sales – R&D collaboration). Matching the survey responses with objective country-level data, we also find that the value of S-SCM collaboration varies across countries. In particular, the positive effects of S-SCM collaboration were amplified by logistics capacity (or “logistics friendliness”) at the country level. The study’s findings also indicate that the positive performance returns provided by S-SCM collaboration are even stronger for those international salespeople focused on customer acquisition (vs. customer retention). Broadly, the study implies that, for optimal performance, those within the firm who are responsible for managing global supply chains should coordinate activities with those responsible for selling to global customers.
{"title":"EXPRESS: Sales – Supply Chain Management Integration: Performance Effects and Boundary Conditions for International Salespeople","authors":"Wyatt A. Schrock, Yanhui Zhao, Phani Tej Adidam, Birud Sindhav, T. Hult","doi":"10.1177/1069031x231172756","DOIUrl":"https://doi.org/10.1177/1069031x231172756","url":null,"abstract":"While interfunctional collaboration has been well-studied within the marketing literature, this research is the first to empirically explore the effects of Sales – Supply Chain Management (S-SCM) collaboration among salespeople selling internationally. Survey data from 310 international salespeople provide initial empirical evidence showing that S-SCM collaboration can positively predict international salesperson performance outcomes. To show that the effect is unique and provide rare empirical evidence, we simultaneously account for the effects of multiple forms of cross-functional collaboration (i.e., Sales – Marketing collaboration and Sales – R&D collaboration). Matching the survey responses with objective country-level data, we also find that the value of S-SCM collaboration varies across countries. In particular, the positive effects of S-SCM collaboration were amplified by logistics capacity (or “logistics friendliness”) at the country level. The study’s findings also indicate that the positive performance returns provided by S-SCM collaboration are even stronger for those international salespeople focused on customer acquisition (vs. customer retention). Broadly, the study implies that, for optimal performance, those within the firm who are responsible for managing global supply chains should coordinate activities with those responsible for selling to global customers.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":" ","pages":""},"PeriodicalIF":5.8,"publicationDate":"2023-04-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43341874","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
京公网安备 11010802042870号
京ICP备2023020795号-1
扫码关注我们
求助内容：
应助结果提醒方式：