The overseas marketing performance of successful small UK high-technology firms: an exploratory study comparing indigenous and subsidiary firms' competitiveness

Strategic Change

Volumn 12, Issue 8, 2003, Pages 421-433

  Crick, Dave ^a   Chaudhry, Shiv ^a   Bradshaw, Robert ^b  

^a BIRMINGHAM CITY UNIVERSITY   (United Kingdom)

^b DE MONTFORT UNIVERSITY   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 41049086087     PISSN: None     EISSN: 10991697     Source Type: Journal    
DOI: 10.1002/jsc.653     Document Type: Article

References (48)

1. Aaby NE, Slater, SF. 1989. Management influences on export performance: a review of the empirical literature 1978–88. International Marketing Review 6: 7–26.
2. Andersen O. 1993. On the internationalisation process of firms: a critical analysis. Journal of International Business Studies 24(2): 209–231.
3. Baker MJ, Abou-Zeid ED. 1982. Successful Exporting: A Survey of Marketing Practice in Winners of the Queen's Award for Export Achievement. Westfield: Glasgow.
4. Bartlett CA, Ghoshal S. 1986. Tap your subsidiaries for global reach. Harvard Business Review 64(6): 87–94.
5. Bell J. 1995. The internationalisation of small computer software firms. European Journal of Marketing 29(8): 60–75.
6. Bell J. 1997. A comparative study of the export problems of small computer software exporters in Finland, Ireland and Norway. International Business Review 6(6): 585–604.
7. Bell J, Crick D, Young S. 1998. A holistic perspective on small firm growth and internationalization. Paper presented at the Academy of International Business Conference, City University Business School, London.
8. Bilkey WJ. 1978. An attempted integration of the literature on the export behaviour of firms. Journal of International Business Studies 9: 33–46.
9. Birkinshaw JM. 1997. Entrepreneurship in multinational corporations: the characteristics of subsidiary initiatives. Strategic Management Journal 18(3): 207–229.
10. Birkinshaw JM, Morrison A. 1996. Configurations of strategy and structure in subsidiaries of multinational corporations. Journal of International Business Studies 26(4): 729–754.
11. Boter H, Holmquist C. 1996. Industry characteristics and internationalisation processes in small firms. Journal of Business Venturing 11(6): 471–487.
12. Buckley PJ. 1983. Government-industry relations in exporting: lessons from the United Kingdom. In Export Promotion: The Public and Private Sector Interaction, Czinkota MR (ed.). Praeger: New York.
13. Buckley PJ, Casson M. 1985. The Economic Theory of the Multinational Enterprise. McMillan: London.
14. Buckley PJ, Pass CL, Prescott K. 1988. Measures of international competitiveness: a critical survey. Journal of Marketing Management 4: 175–200.
15. Buckley PJ, Pass CL, Prescott K. 1990. Measures of international competitiveness: empirical findings from British companies. Journal of Marketing Management 6: 1–13.
16. Burgal O, Murray GC. 1998. The international market entry choices of start-ups in high-technology industries. Paper presented at the International Conference on Globalisation and Emerging Businesses: Strategies for the 21st Century, Montreal.
17. Calof JL, Beamish PW. 1995. Adapting to foreign markets: explaining internationalisation. International Business Review 4(2): 115–131.
18. Cavusgil TS, Zou S. 1994. Marketing strategy–performance relationship: an investigation of the empirical link in export market ventures. Journal of Marketing 58: 1–21.
19. Crick D, Bradshaw R. 1999. The standardisation versus adaptation decision of ‘successful’ SMEs: findings from a survey of winners of the Queen's Award for Export. Journal of Small Business and Enterprise Development 6(2): 191–199.
20. Crick D, Jones M. 2000. Small high technology firms and international high technology markets. Journal of International Marketing 8(2): 63–85.
21. Crick D, Jones M, Hart S. 1994. International marketing research activities of UK exporters: an exploratory study. Journal of Euro Marketing 3: 7–26.
22. Cunningham MT, Spigel RI. 1971. A study of successful exporting. British Journal of Marketing 5: 2–12.
23. Czinkota MR. 1982. Export Development Strategies. Praeger: New York.
24. Das M. 1994. Successful and unsuccessful exporters from developing countries. European Journal of Marketing 28: 19–33.
25. Diamantopoulos A, Schlegelmilch BB. 1997. Taking the Fear Out of Data Analysis. Dryden: London.
26. Dunning JH. 1993. Multinational Enterprises and the Global Economy. Addison Wesley: Wokingham.
27. Fontes M, Coombs R. 1997. The coincidence of technology and market objectives in the internationalisation of new technology-based firms. International Small Business Journal 15(4): 14–35.
28. Ghoshal S, Nohria N. 1989. Internal differentiation with multinational corporations. Strategic Management Journal 10: 323–337.
29. Jones MV. 1999. The internationalisation of small high-technology firms. Journal of International Marketing 7(4): 15–41.
30. Katsikeas CS, Piercy NF, Ioannidis C. 1996. Determinants of export performance in a European context. European Journal of Marketing 30: 6–35.
31. Kogut B, Zander U. 1993. Knowledge of the firm and the evolutionary theory of the multinational corporation. Journal of International Business Studies 24(4): 625–641.
32. Leonidou LC, Katsikeas CS. 1996. The export development process: an integrative review of empirical models. Journal of International Business Studies 27(3): 517–551.
33. Lindqvist M. 1991. Infant Multinationals: The Internationalisation of Young Technology-Based Swedish Firms. Doctoral Dissertation, Stockholm School of Economics.
34. McDougall PP, Oviatt BM. 1996. New venture internationalisation, strategic change, and performance: a follow-up study. Journal of Business Venturing 11: 23–40.
35. McNaughton RB. 1996. Foreign market channel integration decisions of Canadian computer software firms. International Business Review 5(1): 23–52.
36. Michell P. 1979. Infrastructure and international marketing effectiveness. Columbia Journal of World Business Spring: 91–101.
37. Miesenbock KJ. 1988. Small businesses and exporting: a literature review. International Small Business Journal 6: 42–61.
38. OECD. 1997. Globalisation and Small and Medium Sized Enterprises: Technology and Competitiveness. OECD: Paris.
39. Oviatt BM, McDougall PP. 1994. Toward a theory of international new ventures. Journal of International Business Studies 25(1): 45–64.
40. Oviatt BM, McDougall PP. 1995. Global start-ups: entrepreneurs on a worldwide stage. Academy of Management Executive 9(2): 30–44.
41. Phillips LW. 1981. Assessing measurement error in key informant reports: a methodological note on organisational analysis in marketing. Journal of Marketing Research 18: 395–415.
42. Reid SD. 1989. Expansion strategies and performance in small manufacturing firms: the internationalisation dilemma. Dynamics of International Business, 15th Annual Conference of the European International Business Association, Helsinki.
43. Samiee S, Walters PGP. 1990. Influence of firm size on export planning and performance. Journal of Business Research 20: 235–248.
44. Shane S, Venkataraman S. 2000. The promise of entrepreneurship as a field of research. Academy of Management Review 25(1): 217–226.
45. Sharkey TW, Lim JS, Kim KI. 1989. Export development and perceived export barriers: an empirical analysis of small firms. Management International Review 29(2): 33–40.
46. Storey DJ. 1994. Understanding the Small Business Sector. Routledge: London.
47. Styles C, Ambler T. 1994. Successful export practice: the UK experience. International Marketing Review 11: 23–47.
48. White RE, Poynter TA. 1984. Strategies for foreign-owned subsidiaries in Canada. Business Quarterly Summer: 59–69.