Export market-oriented behavior and export performance: Quadratic and moderating effects under differing degrees of market dynamism and internationalization

Journal of International Marketing

Volumn 17, Issue 4, 2009, Pages 71-89

  Cadogan, John W ^a   Kuivalainen, Olli ^b   Sundqvist, Sanna ^b  

^a LOUGHBOROUGH UNIVERSITY   (United Kingdom)

^b LAPPEENRANTA UNIVERSITY OF TECHNOLOGY   (Finland)

Author keywords

Export market orientation; Export performance; International diversification strategy; Internationalization; Optimizing market orientation

Indexed keywords

EID: 73349097208     PISSN: 1069031X     EISSN: None     Source Type: Journal    
DOI: 10.1509/jimk.17.4.71     Document Type: Article

References (45)

1. Aitken, Leona S. and Stephen G. West (1991), Multiple Regression: Testing and Interpreting Interactions. Newbury Park, CA: Sage Publications.
2. Akyol, Ayse and Gary Akehurst (2003), "An Investigation of Export Performance Variations Related to Corporate Export Market Orientation," European Business Review, 15 (1), 5-19.
3. Armstrong, J. Scott and Terry S. Overton (1977), "Estimating Nonresponse Bias in Mail Surveys," Journal of Marketing Research, 14 (August), 396-402.
4. Atuahene-Gima, Kwaku, Stanley F. Slater, and Eric M. Olson (2005), "The Contingent Value of Responsive and Proactive Market Orientations for New Product Program Performance," Journal of Product Innovation Management, 22 (6), 464-82.
5. Beaujanot, Andre, Larry Lockshin, and Pascale Quester (2006), "Delivering Value: Market Orientation and Distributor Selection in Export Markets," in Advances in International Marketing, Vol. 16, Carl Solberg, ed. Bingley, UK: Emerald Publishing Group, 111-38.
6. Cadogan, John W. and Charles C. Cui (2004), "Chinese Export Agents' Adoption of Export Market-Oriented Behaviours: Measurement and Performance Relationship," Journal of Asia Pacific Marketing, 3 (2), 21-37.
7. -, -, and Erik K.Y. Li (2003), "Export Market-Oriented Behavior and Export Performance: The Moderating Roles of Competitive Intensity and Technological Turbulence," International Marketing Review, 20 (5), 493-513.
8. -, -, Robert E. Morgan, and Vicky M. Story (2006), "Factors Facilitating and Impeding the Development of Export Market-Oriented Behavior: A Study of Hong Kong Manufacturing Exporters," Industrial Marketing Management, 35 (5), 634-47.
9. - and Adamantios Diamantopoulos (1998), "Measuring Market Orientation in an Export Context: Some Preliminary Evidence," in The Strategy and Organization of International Business, Peter J. Buckley, Fred Burton, and Hafiz Mirza, eds. London: Macmillan, 75-88.
10. -, -, and Charles Pahud de Mortanges (1999), "A Measure of Export Market Orientation: Scale Development and Cross-Cultural Validation," Journal of International Business Studies, 30 (4), 689-707.
11. -, -, and Judy A. Siguaw (2002), "Export Market-Oriented Activities: Their Antecedents and Performance Consequences," Journal of International Business Studies, 33 (3), 615-26.
12. -, Nicola J. Paul, Risto T. Salminen, Kaisu Puumalainen, and Sanna Sundqvist (2001), "Key Antecedents to Export Market-Oriented Behaviors: A Cross-National Empirical Examination," International Journal of Research in Marketing, 18 (3), 261-82.
13. Contractor, Farok J. (2007), "Is International Business Good for Companies? The Evolutionary or Multi-Stage Theory of Internationalization vs. the Transaction Cost Perspective," Management International Review, 47 (3), 453-75.
14. Day, George S. and Robin Wensley (1988), "Assessing Advantage: A Framework for Diagnosing Competitive Superiority," Journal of Marketing, 52 (April), 1-20.
15. Ellis, Paul D. (2007), "Distance, Dependence and Diversity of Markets: Effects on Market Orientation," Journal of International Business Studies, 38 (3), 374-86.
16. Gatignon, Hubert and Jean-Marc Xuereb (1997), "Strategic Orientation of the Firm and New Product Performance," Journal of Marketing Research, 34 (February), 77-90.
17. Hennart, Jean-François (2007), "The Theoretical Rationale for a Multinationality-Performance Relationship," Management International Review, 47 (3), 423-52.
18. Hult, G. Tomas M. and David J. Ketchen Jr. (2001), "Does Market Orientation Matter? A Test of the Relationship Between Positional Advantage and Performance," Strategic Management Journal, 22 (9), 899-906.
19. -, -, and Stanley F. Slater (2005), "Market Orientation and Performance: An Integration of Disparate Approaches," Strategic Management Journal, 26 (12), 1173-81.
20. Hunt, Shelby D. and Robert M. Morgan (1995), "The Comparative Advantage Theory of Competition," Journal of Marketing, 59 (April), 1-15.
21. Jarvis, Cheryl Burke, Scott B. MacKenzie, and Philip M. Podsakoff (2003), "A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research," Journal of Consumer Research, 30 (2), 199-218.
22. Jaworski, Bernard J. and Ajay K. Kohli (1993), "Market Orientation: Antecedent and Consequences," Journal of Marketing, 57 (July), 53-70.
23. Johnson, Jean L., Ruby Pui-Wan Lee, Amit Saini, and Bianca Grohmann (2003), "Market-Focused Strategic Flexibility: Conceptual Advances and an Integrative Model," Journal of the Academy of Marketing Science, 31 (1), 74-89.
24. Jöreskog, Karl G. and Fan Yang (1996), "Non-Linear Structural Equation Models: The Kenny-Judd Model with Interaction Effects," in Advanced Structural Equation Modeling: Issues and Techniques, George A. Marcoulides and Randall E. Schumacker, eds. Mahwah, NJ: Lawrence Erlbaum Associates, 57-88.
25. Kafouros, Mario I., Peter J. Buckley, John A. Sharp, and Chengqi Wang (2008), "The Role of Internationalization in Explaining Innovation Performance," Technovation, 28 (1-2), 63-74.
26. Katsikeas, Constantine S., Leonidas C. Leonidou, and Neil A. Morgan (2000), "Firm-Level Export Performance Assessment: Review, Evaluation, and Development," Journal of the Academy of Marketing Science, 28 (4), 493-511.
27. Kuivalainen, Olli, Sanna Sundqvist, and Per Servais (2007), "Firms' Degree of Born-Globalness, International Entrepreneurial Orientation and Export Performance," Journal of World Business, 42 (3), 253-67.
28. Kwon, Yung-Chul and Michael Y. Hu (2000), "Market Orientation Among Small Korean Exporters," International Business Review, 9 (1), 61-75.
29. Langerak, Fred (2001), "Effects of Market Orientation on the Behaviors of Salespersons and Purchasers, Channel Relationships, and Performance of Manufacturers," International Journal of Research in Marketing, 18 (3), 221-34.
30. Liesch, P.W. and G.A. Knight (1999), "Information Internalization and Hurdle Rates in Small and Medium Enterprise Internationalization," Journal of International Business Studies, 30 (2), 383-94.
31. Little, Todd D., James A. Bovaird, and Keith F. Widaman (2006), "On the Merits of Orthogonalizing Powered and Product Terms: Implications for Modeling Interactions Among Latent Variables," Structural Equation Modeling, 13 (4), 497-519.
32. Lumpkin, G.T. and Gregory T. Dess (2001), "Linking Two Dimensions of Firm Entrepreneurial Orientation to Firm Performance: The Moderating Role of Environment and Industry Life Cycle," Journal of Business Venturing, 16 (5), 429-51.
33. Mantrala, Murali K., Prasad A. Naik, Shrihari Sridhar, and Esther Thorson (2007), "Uphill or Downhill? Locating the Firm on a Profit Function," Journal of Marketing, 71 (April), 26-44.
34. McDougall, Patricia Phillips and Benjamin M. Oviatt (1996), "New Venture Internationalization, Strategic Change, and Performance: A Follow-Up Study," Journal of Business Venturing, 11 (1), 23-40.
35. Min, Soonhong, John T. Mentzer, and Robert T. Ladd (2007), "A Market Orientation in Supply Chain Management," Journal of the Academy of Marketing Science, 35 (4), 507-522.
36. Murray, Janet Y, Gerald Yong Gao, Masaaki Kotabe, and Nan Zhou (2007), "Assessing Measurement Invariance of Export Market Orientation: A Study of Chinese and Non-Chinese Firms in China," Journal of International Marketing, 15 (4), 72-80.
37. Narver, John C. and Stanley F. Slater (1990), "The Effect of Market Orientation on Business Profitability," Journal of Marketing, 54 (October), 20-35.
38. Ping, Robert A., Jr. (1995), "A Parsimonious Estimation Technique for Interaction and Quadratic Latent Variables," Journal of Marketing Research, 32 (August), 336-47.
39. Podsakoff, Philip M., Scott B. MacKenzie, Jeong-Yeon Lee, and Nathan P. Podsakoff (2003), "Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies," Journal of Applied Psychology, 88 (5), 879-903.
40. Rindfleisch, Aric, Alan J. Malter, Shankar Ganesan, and Christine Moorman (2008), "Cross-Sectional Versus Longitudinal Survey Research: Concepts, Findings, and Guidelines," Journal of Marketing Research, 45 (June), 261-79.
41. Rose, Gregory M. and Aviv Shoham (2002), "Export Performance and Market Orientation: Establishing an Empirical Link," Journal of Business Research, 55 (3), 217-25.
42. Slater, Stanley F. and John C. Narver (1994), "Does Competitive Environment Moderate the Market Orientation-Performance Relationship?" Journal of Marketing, 58 (January), 46-55.
43. Sousa, Carlos M.P., Francisco J. Martínez-López, and Filipe Coelho (2008), "The Determinants of Export Performance: A Review of the Research in the Literature Between 1998 and 2005," International Journal of Management Reviews, 10 (4), 343-74.
44. Sullivan, Daniel (1994), "Measuring the Degree of Internationalization of a Firm," Journal of International Business Studies, 25 (2), 325-42.
45. Tallman, Stephen and Jiatao Li (1996), "Effects of International Diversity and Product Diversity on the Performance of Multinational Firms," Academy of Management Journal, 39 (1), 179-96.