The internationalization process and marketing activities (original) (raw)

The determinants of export performance: a review of the empirical literature between 1987 and 1997

International Marketing Review, 1998

This large volume of publications is a strong testimony of not only the importance of the issue but also the legitimacy of inquiry into export marketing. As an area of inquiry, export marketing has been gaining increased recognition among academic disciplines as a legitimate field of research. This recognition is well reflected not only by the fact that exporting research has been published in the leading academic journals, such as the

Firm and management characteristics as discriminators of export marketing activity

Journal of Business Research, 1987

Exporting continues to be the major type of foreign involvement for many American companies. This paper reports on an empirical study designed to relate a comprehensive set of firm and management characteristics to such activity. Potential correlates of export marketing activity are identified through a literature search and are then used to discriminate between exporting and nonexporting firms. The findings indicate that profiles can be developed for exporting and nonexporting firms. Organizational and management characteristics can provide meaningful profiles which are capable of distinguishing between exporting and nonexporting firms. The implications of these finding for management, public policy, and future research are discussed.

Successful Export Marketing Management: Some Empirical Evidence

International Marketing Review, 1989

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The Impact of Export Strategy on Export Sales Performance

The International Executive, 1985

Export sales are an important route to growth for the small-to-medium sized firm. This article reports the results of an extensive empirical study of the export strategies of a large sample of high technology electronics firms, and the performance results of adopting alternate export strategies. Six strategy scenarios were identified. The resuits show that the types of foreign markets selected, segmentation strategies and product strategies all have a pronounced impact on export sales and export growth. The best performers-a group of firms called the "world marketers" and representing 13.5% of the sample-achieved a dramatic 188% annual growth in exports and exported 52.5% of their output. The profiles of firms that elected each strategy scenario were determined also.

Export Marketing Strategies for High Performance: Evidence from Spanish Exporting Companies

Journal of Euromarketing, 2006

This study examines the elements of a company's marketing strategy that explain high exporting performance. This relationship is empirically tested using several multivariate methods: correspondence analysis, discriminant analysis, lineal regression and logistic regression. The results obtained demonstrate a significant positive correlation between the level of penetration in foreign markets and marketing strategy. With regard to the marketing strategy, the most discriminating variables of active exporting are the degree of product adaptation, price competitiveness and type of distribution network. The type of distribution network, however, is the most explanatory and should be given more weight when designing export promotion policies.

The determinants of export performance: A review of the research in the literature between 1998 and 2005

International Journal of …, 2008

Considerable attention has been paid to the determinants of export performance. However, despite this research effort in identifying and examining the influence of such determinants, the literature is characterized by fragmentation and diversity, hindering theory development and practical advancement in the field. This paper attempts to review and synthesize the knowledge on the subject. As a result, this study reviews and evaluates 52 articles published between 1998 and 2005 to assess the determinants of export performance. The assessment reveals that: (a) more studies have been conducted outside the USA; (b) the majority of the studies focus on manufacturing firms, with relatively few studies examining the service sector; (c) the majority of the export studies continue to focus on small to medium-sized firms; (d) there is a continuous increase in the sample size; (e) despite the problems that may arise from the use of single informants, it seems that none of the studies reviewed here collected data from more than one informant in the firm; (f) an increasing number of studies have been using the export venture as the unit of analysis; (g) the level of statistical sophistication has improved; (h) the use of control and moderating variables in export performance studies has increased; (i) more studies have started to include the external environment in their models, including domestic market characteristics; and (j) market orientation as a key determinant of export performance emerges in this review. Finally, conclusions are drawn, along with some suggestions for further research.