The role of past performance in export ventures: A short-term reactive approach

Journal of International Business Studies

Volumn 39, Issue 2, 2008, Pages 304-325

  Lages, Luis Filipe ^a,b   Jap, Sandy D ^c   Griffith, David A ^d  

^a NOVA SCHOOL OF BUSINESS AND ECONOMICS   (Portugal)

^b Massachusetts Institute of Technology Cambridge   (United States)

^c EMORY UNIVERSITY   (United States)

^d MICHIGAN STATE UNIVERSITY   (United States)

Author keywords

Adaptation standardization; Export marketing; Export performance; Organizational learning; Past performance; Short term

Indexed keywords

EID: 39649117574     PISSN: 00472506     EISSN: 14786990     Source Type: Journal    
DOI: 10.1057/palgrave.jibs.8400339     Document Type: Article

References (95)

1. Aaby, N. -E., amp; Slater, S. F. 1989. Management influences on export performance: A review of the empirical literature 1978-1988. International Marketing Review, 6(4): 7-26.
2. Armstrong, J. S., amp; Overton, T. S. 1977. Estimating nonresponse bias in mail surveys. Journal of Marketing Research, 14(3): 396-400.
3. Atuahene-Gima, K. 2005. Resolving the capability-rigidity paradox in new product innovation. Journal of Marketing, 69(4): 61-83.
4. Austin, J. 1990. Managing In developing countries. New York: Free Press.
5. Bagozzi, R. P. 1980. Causal models in marketing. New York: John Wiley.
6. Beamish, P. W., Craig, R., amp; McLellan, L. 1993. The performance characteristics of Canadian vs UK exporters in small and medium sized firms. Management International Review, 33(2): 121-137.
7. Bilkey, W. J. 1978. An attempted integration of the literature on the export behavior of firms. Journal of International Business Studies, 9(1): 33-46.
8. Bonoma, T. V., amp; Clark, B. H. 1988. Marketing performance assessment. Boston, MA: Harvard Business School Press.
9. Buzzell, R. 1968. Can you standardize multinational marketing? Harvard Business Review, 46(Nov/Dec): 102-113.
10. Cavusgil, S. T., amp; Zou, S. 1994. Marketing strategy-performance relationship: An investigation of the empirical link in export market ventures. Journal of Marketing, 58(1): 1-21.
11. Cavusgil, S. T., Zou, S., amp; Naidu, G. M. 1993. Product and promotion adaptation in export ventures: An empirical investigation. Journal of International Business Studies, 24(3): 479-506.
12. Cooper, R. G., amp; Kleinschmidt, E. J. 1985. The impact of export strategy on export sales performance. Journal of International Business Studies, 16(1): 37-55.
13. Cronbach, L. J. 1951. Coefficient alpha and the internal structure of tests. Psychometrika, 16(3): 297-334.
14. Crossan, M. M., Lane, H. W., amp; White, R. E. 1999. An organizational learning framework: From intuition to institution. Academy of Management Review, 24(3): 522-537.
15. Cyert, R. M., amp; March, J. G. 1963. A behavioral theory of the firm. Englewood Cliffs, NJ: Prentice-Hall.
16. Das, M. 1994. Successful and unsuccessful exporters from developing countries: Some preliminary findings. European Journal of Marketing, 28(12): 19-33.
17. Day, G. S. 1994. Continuous learning about markets. California Management Review, 36(4): 9-31.
18. Day, G. S., amp; Nedungadi, P. 1994. Managerial representations of competitive advantage. Journal of Marketing, 58(2): 31-44.
19. Diamantopoulos, A., amp; Inglis, K. 1988. Identifying differences between high- and low-involvement exporters. International Marketing Review, 5(2): 52-60.
20. Diamantopoulos, A., amp; Winklhofer, H. M. 2001. Index construction with formative indicators: An alternative to scale development. Journal of Marketing Research, 38(2): 269-277.
21. Dickson, P. R. 1992. Toward a general theory of competitive rationality. Journal of Marketing, 56(1): 69-83.
22. Douglas, S. P., amp; Craig, C. S. 1989. Evolution of global marketings: Scale, scope and synergy. Columbia Journal of World Business, 24(3): 47-58.
23. Doyle, P., Saunders, J., amp; Wong, V. 1986. Japanese marketing strategies in the UK: A comparative study. Journal of International Business Studies, 17(1): 27-46.
24. Doyle, P., Saunders, J., amp; Wong, V. 1992. Competition in global markets: A case study of American and Japanese competition in the British market. Journal of International Business Studies, 23(3): 419-442.
25. Duncan, R. B. 1974. Modifications in decision structure in adapting to the environment: Some implications for organizational learning. Decision Sciences, 5(4): 705-725.
26. European Commission 2000. External trade. http://europa.eu.int/comm/ trade/index_en.htm. (DGI).
27. Ferrier, W. J. 2001. Navigating the competitive landscape: The drivers and consequences of competitive aggressiveness. Academy of Management Journal, 44(4): 858-877.
28. Financial Times 2002. Spending cuts tighten to avoid EU sanctions on deficit, In World Report; Portugal, 21 October: i-iv.
29. Fiol, C. M., amp; Lyles, M. A. 1985. Organizational learning. Academy of Management Review, 10(4): 803-813.
30. Fornell, C., amp; Larcker, D. 1981. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1): 39-50.
31. Greve, H. R. 1998. Performance, aspirations, and risky organizational change. Administrative Science Quarterly, 43(1): 58-86.
32. Hannan, M. T., amp; Freeman, J. 1977. The population ecology of organizations. American Journal of Sociology, 82(5): 929-964.
33. Helfat, C. E. 1994. Evolutionary trajectories in petroleum firm R&D. Management Science, 40(12): 1720-1747.
34. Hult, G. T. M., Ketchen, D. J., amp; Nichols, E. L. 2002. An examination of cultural competitiveness and order fulfillment cycle time with supply chains. Academy of Management Journal, 45(3): 557-586.
35. Jaworski, B. J., amp; Kohli, A. K. 1993. Market orientation: Antecedents and consequences. Journal of Marketing, 57(3): 53-70.
36. Jöreskog, K. G., amp; Sòrbom, D. 1993. LISREL 8: Structural Equation Modeling with the SIMPLIS Command Language. Hillsdale, NJ: Lawrence Erlbaum Associates.
37. Katsikeas, C. S., Leonidou, L. C., amp; Morgan, N. A. 2000. Firm-level export performance assessment: Review, evaluation, and development. Journal of the Academy of Marketing Science, 28(4): 493-511.
38. Katsikeas, C. S., Piercy, N. F., amp; Ioannidis, C. 1996. Determinants of export performance in a European context. European Journal of Marketing, 30(6): 6-35.
39. Katsikeas, C. S., Samiee, S., amp; Theodosiou, M. 2006. Strategy fit and performance consequences of international marketing standardization. Strategic Management Journal, 27(9): 867-890.
40. Kaynak, E., amp; Kuan, W. K. -Y. 1993. Environment, strategy, structure, and performance in the context of export activity: An empirical study of Taiwanese manufacturing firms. Journal of Business Research, 27(1): 33-49.
41. Koh, A. C. 1991. Relationship among organizational characteristics, marketing strategy and export performance. International Marketing Review, 8(3): 46-60.
42. Lages, L. F. 2000. A conceptual framework of the determinants of export performance: Reorganizing key variables and shifting contingencies in export marketing. Journal of Global Marketing, 13(3): 29-51.
43. Lages, L. F., amp; Jap, S. 2003. The relationship among past performance, marketing mix adaptation, and current export performance improvement in global marketing relationships. In J. W. C. Arts, S. Banerjee and J. L. G. Binken (Eds), Global marketing, Marketing Science Institute Report No. 03-116: 97-98. Cambridge, MA: Marketing Science Institute.
44. Lages, L. F., amp; Lages, C. R. 2004. The STEP scale: A measure of snort-term export performance improvement. Journal of International Marketing, 12(1): 36-56.
45. Lages, L. F., amp; Montgomery, D. B. 2001. Export assistance, price adaptation to the foreign market, and annual export performance improvement: A structural model examination, Research Paper #1700, Stanford University Graduate School of Business, Stanford, CA.
46. Lages, L. F., amp; Montgomery, D. B. 2004. Export performance as an antecedent of export commitment and marketing strategy adaptation: Evidence from small and medium sized exporters. European Journal of Marketing, 38(9/10): 1186-1214.
47. Lages, L. F., amp; Montgomery, D. B. 2005. The relationship between export assistance and performance improvement in Portuguese export ventures: An empirical testing of the mediating role of pricing strategy adaptation. European Journal of Marketing, 39(7/8): 755-784.
48. Lages, C., Lages, C. R., amp; Lages, L. F. 2005a. The RELQUAL scale: A measure of relationship quality in export market ventures. Journal of Business Research, 58(5): 1040-1048.
49. Lages, L. F., Lages, C., amp; Lages, C. R. 2005b. Bringing export performance metrics into annual reports: The APEV scale and the PERFEX scorecard. Journal of International Marketing, 13(3): 79-104.
50. Lant, T. K. 1992. Aspiration level adaptation: An empirical exploration. Management Science, 38(5): 623-644.
51. Lant, T. K., amp; Hurley, A. E. 1999. A contingency model of response to performance feedback: Escalation of commitment and incremental adaptation in resource investment decisions. Group and Organization Management, 24(4): 421-437.
52. Lant, T. K., amp; Mezias, S. J. 1992. An organizational learning model of convergence and reorientation. Organization Science, 3(1): 47-71.
53. Lant, T. K., amp; Montgomery, D. B. 1987. Learning from strategic success and failure. Journal of Business Research, 15(6): 503-518.
54. Lant, T. K., Milliken, F. J., amp; Batra, B. 1992. The role of managerial learning and interpretation in strategic persistence and reorientation: An empirical exploration. Strategic Management Journal, 13(8): 585-608.
55. Lee, C., amp; Griffith, D. A. 2004. The marketing strategy-performance relationship in an export-driven developing economy: A Korean illustration. International Marketing Review, 21(3): 321-334.
56. Leonidou, L. C., Katsikeas, C. S., amp; Samiee, S. 2002. Marketing strategy determinants of export performance: A meta-analysis. Journal of Business Research, 55(1): 51-67.
57. Levinthal, D., amp; March, J. C. 1981. A model of adaptive organizational search. Journal of Ec onomic Behavior and Organization, 2(4): 307-333.
58. Levinthal, D., amp; March, J. C. 1993. The myopia of learning. Strategic Management Journal, 14(Special Issue): 95-112.
59. Levitt, B., amp; March, J.C 1988. Organizational learning. In B. Bacharach (Ed.), Annual review of psychology, Vol. 14: 319-340. Palo Alto, CA: Annual Reviews.
60. Lord, M. D., amp; Ranft, A. L. 2000. Organizational learning about new international markets: Exploring the internal transfer of local market knowledge. Journal of International Business Studies, 31(4): 573-589.
61. Luo, Y., amp; Peng, M. W. 1999. Learning to compete in a transition economy: Experience, environment, and performance. Journal of International Business Studies, 30(2): 269-295.
62. MacKenzie, S. B., Podsakoff, P. M., amp; Rich, G. A. 2001. Transformational and transactional leadership and salesperson performance. Journal of the Academy of Marketing Science, 29(2): 115-134.
63. Madsen, T. K. 1989. Successful export marketing management: Some empirical evidence. International Marketing Review, 6(4): 41-57.
64. Madsen, T. K. 1998. Executive insights: Managerial judgment of export performance. Journal of International Marketing, 6(3): 82-93.
65. March, J. G. 1991. Exploration and exploitation in organizational learning. Organization Science, 2(1): 71-87.
66. March, J. G., amp; Simon, H. A. 1958. Organizations. New York: John Wiley and Sons.
67. Morgan, N. A., Kaleka, A., amp; Katsikeas, C. S. 2004. Antecedents of export venture performance: A theoretical model and empirical assessment. Journal of Marketing, 68(1): 90-108.
68. Nelson, R., amp; Winter, S. 1982. An evolutionary theory of economic change. Cambridge, MA: Harvard University Press.
69. Özsomer, A., amp; Gençtürk, E. 2003. A resource-based model of market learning in the subsidiary: The capabilities of exploration and exploitation. Journal of International Marketing, 11 (3): 1-29.
70. Penrose, E. T. 1959. The theory of the growth of the firm. Oxford: Blackwell.
71. Podsakoff, P. M., amp; Organ, D. W. 1986. Self-reports in organizational research: Problems and prospects. Journal of Management, 12(4): 531-544.
72. Prietula, M. J., amp; Watson, H. S. 2000. Extending the Cyert-March duopoly model: Organizational and economic insights. Organization Science, 11 (5): 565-585.
73. Ryans Jr., J. K., Griffith, D. A., amp; White, D. S. 2003. Standardization/adaptation of international marketing strategy: Necessary conditions for the advancement of knowledge. International Marketing Review, 20(6): 588-603.
74. Samiee, S., amp; Roth, K. 1992. The influence of global marketing standardization on performance. Journal of Marketing, 56(2): 1-17.
75. Seifert, B., amp; Ford, J. 1989. Are exporting firms modifying their products, pricing and promotion policies? International Marketing Review, 6(6): 53-68.
76. Senge, P. M. 1990. The fifth discipline: The art and practice of the learning organization. New York: Doubleday.
77. Senge, P. M. 1992. Mental models. Planning Review, 20(2): 4-10, 44.
78. Shoham, A. 1996. Marketing-mix standardization: Determinants of export performance. Journal of Global Marketing, 10(2): 53-73.
79. Shoham, A. 1998. Export performance: A conceptualization and empirical assessment. Journal of International Marketing, 6(3): 59-81.
80. Shoham, A. 1999. Bounded rationality, planning, standardization of international strategy, and export performance: A structural model examination. Journal of International Marketing, 7(2): 24-50.
81. Sinkula, J. 1994. Market information processing and organizational learning. Journal of Marketing, 58(1): 35-45.
82. Sinkula, J., Baker, W. E., amp; Noordewier, T. 1997. A framework for market-based organizational learning: Linking values, knowledge, and behavior. Journal of the Academy of Marketing Science, 25(4): 305-318.
83. Skarmeas, D., Katsikeas, C. S., amp; Schlegelmilch, B. B. 2002. Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: The importer's perspective. Journal of International Business Studies, 33(4): 757-783.
84. Sousa, C. M. S., amp; Bradley, F. 2006. Cultural distance and psychic distance: Two peas in a pod? Journal of International Marketing, 14(1): 49-70.
85. Sriram, V., amp; Manu, F. A. 1995. Country-of-destination and export marketing strategy: A study of US exporters. Journal of Global Marketing, 8(3/4): 171-190.
86. Stata, R. 1992. Management innovation. Executive Excellence, 9(6): 8-9.
87. Sullivan, J. J., amp; Nonaka, I. 1986. The application of organizational learning theory to Japanese and American management. Journal of International Business Studies, 17(3): 127-147.
88. Theodosiou, M., amp; Leonidou, L. C. 2003. Standardization vs adaptation of international marketing strategy: An integrative assessment of the empirical research. International Business Review, 12(2): 141-171.
89. Tookey, D. A. 1964. Factors associated with success in exporting. Journal of Management Studies, 1(1): 48-66.
90. Tsang, E. W. K. 1997. Organizational learning the learning organization: A dichotomy between descriptive and prescriptive research. Human Relations, 50(1): 73-89.
91. Ulrich, D., Von Glinow, M. A., amp; Jick, T. 1993. High impact learning: Building and diffusing learning capability. Organizational Dynamics, 22(2): 52-67.
92. Wiener, Y., amp; Vardi, Y. 1980. Relationships between job, organization, and career commitments and work outcomes: An integrative approach. Organizational Behavior and Human Performance, 26(1): 81-96.
93. Wong, V., Saunders, J., amp; Doyle, P. 1987. Japanese marketing strategies in the United Kingdom. Long Range Planning, 20(6): 54-63.
94. Zou, S., amp; Stan, S. 1998. The determinants of export performance: A review of the empirical literature between 1987 and 1997. International Marketing Review, 15(5): 333-356.
95. Zou, S., Andrus, D. M., amp; Norvell, D. W. 1997. Standardization of international marketing strategy by firms from a developing country. International Marketing Review, 14(2): 107-123.