Examining firm and environmental influences on export marketing mix strategy and export performance of Australian exporters

European Journal of Marketing

Volumn 37, Issue 3-4, 2003, Pages 366-384

  O'Cass, Aron ^a   Julian, Craig ^b  

^a UNIVERSITY OF NEWCASTLE   (Australia)

^b UNIVERSITY OF ADELAIDE   (Australia)

Author keywords

Australia; Export; Marketing; Marketing mix; Performance; Strategy

Indexed keywords

EID: 85135308797     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560310459005     Document Type: Article

References (49)

1. Aaby, N. and Slater, S.F. (1989), “Management influences on export performance: a review of the empirical literature 1978‐1988”, International Marketing Review, Vol. 6 No. 4, pp. 7–26.
2. Aaker, D.A. (1988), Strategic Market Management, 2nd ed., John Wiley & Sons, New York, NY.
3. Aaker, D.A. (2001), Strategic Marketing Management, 6th ed., John Wiley & Sons, New York, NY.
4. Armstrong, J.S. and Overton, T.S. (1977), “Estimating non‐response bias in mail surveys”, Journal of Marketing Research, Vol. 14, pp. 396–402.
5. Australian Bureau of Statistics (2000), International Merchandise Trade, No. 5422.0.
6. Beamish, P.W. (1993), “The characteristics of joint ventures in the People's Republic of China”, Journal of International Marketing, Vol. 1 No. 2, pp. 29–48.
7. Blodgett, L.L. (1991), “Toward a resource‐based theory of bargaining power in international joint ventures”, Journal of Global Marketing, Vol. 5 No. 1/2, pp. 35–54.
8. Cavusgil, S.T. and Zou, S. (1994), “Marketing strategy‐performance relationship: an investigation of the empirical link in export market ventures”, Journal of Marketing, Vol. 58, pp. 1–21.
9. Cavusgil, S.T., Zou, S. and Naidu, G.M. (1993), “Product and promotion adaptation in export ventures: an empirical investigation”, Journal of International Business Studies, Vol. 24 No. 3, pp. 479–506.
10. Chin, W.W. (1998a), “Issues and opinion on structural equation modeling”, MIS Quarterly, Vol. 22 No. 1, pp. vii–xvi.
11. Chin, W.W. (1998b), “The partial least squares approach for structural equation modeling”, in Marcoulides, G.A. (Ed.), Modern Methods for Business Research, Lawrence Erlbaum Associates, Mahwah, NJ, pp. 295–336.
12. Christensen, C.H., da Rocha, A. and Gertner, R.K. (1987), “An empirical investigation of the factors influencing the exporting success of Brazilian firms”, Journal of International Business Studies, Vol. 18, pp. 61–77.
13. Contractor, F.J. (1990), “Ownership patterns of US joint ventures abroad and the liberalization of foreign government regulations in the 1980s: evidence from the benchmark surveys”, Journal of International Business Studies, Vol. 21 No. 1, pp. 55–73.
14. Cooke, I.M. (1991), Overseas Marketing from Australia, Inprint Limited Publishers, Queensland.
15. Cravens, D.W. (1999), Strategic Marketing, 6th ed., Irwin/McGraw‐Hill, Homewood, IL.
16. Day, G.S. and Wensley, R. (1988), “Assessing advantage: a framework for diagnosing competitive superiority”, Journal of Marketing, Vol. 52, April, pp. 1–20.
17. Department of Foreign Affairs and Trade (1994), Exports of Major Commodities Time Series, Commonwealth of Australia Publishers, Canberra.
18. Diamantopoulos, A. and Schlegelmilch, B.B. (1994), “Linking export manpower to export performance: a canonical regression analysis of European and US data”, in Cavusgil, S.T. and Axinn, C. (Eds), Advances in International Marketing, Vol. 6, JAI Press, Greenwich, CT.
19. Dominguez, L.V. and Sequeira, C.G. (1993), “determinants of ldc exporters’ performance: a cross‐national study”, Journal of International Business Studies, Vol. 24 No. 1, pp. 19–40.
20. Douglas, S.F. and Craig, C.S. (1989), “Evolution of global marketing strategy”, Columbia Journal of World Business, Fall, pp. 47–59.
21. Douglas, S.F. and Wind, Y. (1987), “The myth of globalization”, Columbia Journal of World Business, Winter, pp. 19–29.
22. Falk, R.F. and Miller, N.B. (1992), A Primer for Soft Modeling, University of Akron Press, Akron, OH.
23. Fornell, C. and Cha, J. (1994), “Partial least squares”, in Bagozzi, R.P. (Ed.), Advanced Methods of Marketing Research, Basil Blackwell Ltd, Oxford.
24. Francis, J. and Collins‐Dodd, C. (2000), “The impact of firms export orientation on the export performance of high‐tech small and medium‐sized enterprises”, Journal of International Marketing, Vol. 8 No. 3, pp. 84–103.
25. Ganitsky, J., Rangan, S.U. and Watzke, G.E. (1991), “Time perspectives in international joint ventures: implications for marketing management”, Journal of Global Marketing, Vol. 5 No. 1/2, pp. 13–33.
26. Jain, S.C. (1989), “Standardization of international marketing strategy: some research hypotheses”, Journal of Marketing, Vol. 53, pp. 70–9.
27. Jain, S.C. (1999), Marketing Planning and Strategy, 6th ed., South‐Western Publishing, Cincinnati, OH.
28. Julian, C.C. (1995), “The marketing implications of the changing composition of Australian exports”, Proceedings of the Academy of International Business Southeast Asia Regional Conference, pp. 65–8.
29. Kroonenberg, P.M. (1990), “Review of ‘latent variable modelling with partial least squares’ by Jan‐Bernd Lohmoller”, Journal of the American Statistical Association, September, pp. 909–10.
30. Levitt, T. (1983), “The globalization of markets”, Harvard Business Review, May/June, pp. 92–102.
31. Lohmöeller, J.B. (1989), Latent Variable Modelling With Partial Least Squares, Physica‐Verlag, Heidelberg.
32. Lysonski, S. and Pecotich, A. (1992), “Strategic marketing planning, environmental uncertainty and performance”, International Journal of Research in Marketing, Vol. 9, pp. 1–10.
33. Makino, S. and Delios, A. (1996), “Local knowledge transfer and performance: implication for alliance formation in Asia”, Journal of International Business Studies, Vol. 27 No. 5, pp. 905–27.
34. Miles, R.E., Snow, C.C. and Pfeffer, J. (1974), “Organization‐environment: concepts and issues”, Industrial Relations, Vol. 13, pp. 244–64.
35. O'Cass, A. (2001), “Consumer self‐monitoring, materialism and involvement in fashion clothing”, Australasian Marketing Journal, Vol. 9 No. 1, pp. 46–60.
36. Osland, G.E. (1994), “Successful operating strategies in the performance of US‐China joint ventures”, Journal of International Marketing, Vol. 2 No. 4, pp. 53–78.
37. Reid, S.D. (1982), “The impact of size on export behaviour in small firms”, in Czinkota, M.R. and Tesar, G. (Eds), Export Management: An International Context, Praeger Publishers, New York, NY.
38. Samiee, S. and Roth, K. (1992), “The influence of global marketing standardization on performance”, Journal of Marketing, Vol. 56, pp. 1–12.
39. Shoham, A. (1995), “Global marketing standardization”, Journal of Global Marketing, Vol. 9 No. 1/2, pp. 91–119.
40. Shoham, A. (1999), “Bounded rationality, planning, standardisation of international strategy and export performance: a structural model”, Journal of International Marketing, Vol. 7 No. 2, pp. 24–50.
41. Styles, C. (1998), “Export performance measures in Australia and the United Kingdom”, Journal of International Marketing, Vol. 6 No. 3, pp. 12–36.
42. Sundqvist, S., Puumalainen, K., Salminen, R. and Cadogan, J. (2000), “The interaction between market orientation, industry environment and business success: evidence from an exporting context”, Australasian Marketing Journal, Vol. 8 No. 1, pp. 55–69.
43. Terpstra, V. (1987), International Marketing, The Dryden Press, Hinsdale, IL.
44. Terpstra, V. and Sarathy, R. (2000), International Marketing, 8th ed., The Dryden Press, Sydney.
45. Thirkell, P. and Dau, R. (1998), “Export performance: success determinants for New Zealand manufacturing exporters”, European Journal of Marketing, Vol. 32 No. 9/10, pp. 813–29.
46. Wind, Y. and Robertson, T.A. (1983), “Marketing strategy: new directions for theory and research”, Journal of Marketing, Vol. 47, pp. 12–25.
47. Yan, A. (1998), “Structural stability and reconfiguration of international joint ventures”, Journal of International Business Studies, Vol. 29 No. 4, pp. 773–95.
48. Yan, A. and Gray, B. (1994), “Bargaining power, management control, and performance in United States‐China joint ventures: a comparative case study”, Academy of Management Journal, Vol. 36 No. 7, pp. 1478–517.
49. Zou, S., Taylor, C.R. and Osland, G.E. (1998), “The EXPERF scale: a cross‐national generalized export performance measure”, Journal of International Marketing, Vol. 6 No. 3, pp. 37–58.