Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication

Alteren, Gro; Tudoran, Ana Alina

doi:10.1016/j.ibusrev.2015.07.004

Cited by 44 publications

(38 citation statements)

References 121 publications

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“…As previously discussed, companies must adjust to changes in the environment and consumer behavior. The relationship a company has with its customers is crucial for survival [1,25,26]. Consequently, organizations spend considerable time acquiring new knowledge about the environment, but they often use obsolete routines and procedures.…”

Section: Conceptual Framework and Hypothesesmentioning

confidence: 99%

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The Effect of Absorptive Capacity on Green Customer Capital under an Organizational Unlearning Context

et al. 2018

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Environmental management is becoming increasingly important within organizations and forms an essential part of their strategies. As customers are more concerned with the care of the environment, companies are required to be more aware of their actions. Consequently, companies must ignore their historical mindsets and assumptions to be able to adopt green-oriented practices and processes. Our specific research questions are: (i) How can firms become (more) green-oriented? and (ii) how can knowledge-based organizational capabilities drive this shift into greener companies, which may enhance green customer capital? The research model describes how the complementary roles of absorptive capacity (direct effect) and the fostering of an organizational unlearning context (moderating effect) affects green customer capital within the Spanish automotive component manufacturing sector. Empirical results reveal that to create green customer capital, companies should absorb new knowledge and build a context of organizational unlearning. In today's competitive environment, knowledge rapidly becomes obsolete, so companies need to encourage unlearning to make space for new knowledge that meets environmental needs and keeps pace with changing customer preferences. The research hypotheses were tested using partial least squares (PLS) path-modeling.

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Section: Conceptual Framework and Hypothesesmentioning

confidence: 99%

“…Firms need to know how to handle relationships with customers by adding value [24,25]. Yet companies must also consider the environment because customers' decisions are conditioned by corporate actions in this area [3,4].…”

Section: Introductionmentioning

confidence: 99%

The Effect of Absorptive Capacity on Green Customer Capital under an Organizational Unlearning Context

et al. 2018

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“…Esta voluntad atenúa los riesgos y barreras percibidas de la exportación (Styles & Ambler, 2000) y aumenta la predisposición a ofrecer un mayor soporte y apoyo a los distribuidores extranjeros (Cavusgil & Zou, 1994). También facilita la adaptación del programa de marketing-mix a las necesidades de los consumidores extranjeros impulsando la diferenciación de los productos y servicios de la empresa exportadora (Alteren & Tudoran, 2016). Todo ello potencia la orientación internacional de la organización (Machado, Nique, & Fehse, 2016), fomentando el inicio temprano de movimientos de internacionalización y la predisposición de la empresa exportadora a estar presente en numerosos países de forma simultánea, y todo ello con una notable intensidad exportadora, traduciéndose en mayores niveles de emprendimiento exportador (Navarro-García, Rondán-Cataluña, & Acedo-González, 2013).…”

Section: Marco Teórico Y Planteamiento De Hipótesisunclassified

Compromiso, Recursos, Emprendimiento Exportador Y Resultados Empresariales

2017

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COMPROMISO, RECURSOS, EMPRENDIMIENTO EXPORTADOR Y RESULTADOS EMPRESARIALES Compromisso, recursos, empreendimento exportador e resultados empresariais Commitment, resources, export enterprise and business results RESUMENLa presente investigación tiene un doble objetivo. En primer lugar, partiendo de las premisas del enfoque basado en los recursos (Resource-based view [RBV]), conocer cómo determinados factores internos (recursos y compromiso exportador) pueden influir en el nivel de emprendimiento que muestra la empresa exportadora en los mercados exteriores. En segundo lugar, conocer el efecto del emprendimiento exportador en los resultados empresariales. Las relaciones propuestas quedan plasmadas en un modelo conceptual que se contrastará a partir de una muestra multisectorial de 212 empresas exportadoras españolas. Los resultados revelan que: a) el emprendimiento exportador depende positivamente del compromiso exportador y de los recursos asociados a la experiencia y a la estructura; b) se corrobora el efecto positivo que el nivel de emprendimiento exportador genera en los resultados empresariales, por lo que es recomendable que las empresas exportadoras desarrollen procesos de internacionalización acelerados, con presencia en múltiples países simultáneamente y con elevada intensidad exportadora. PALABRAS CLAVE INTRODUCCIÓNEmprendimiento y exportación son dos elementos esenciales en el proceso de crecimiento económico de los países, a través de la creación o desarrollo de nuevos negocios (Hessels, 2007). El emprendimiento contribuye al crecimiento económico a través de la generación y transmisión de conocimiento, del incremento de la competitividad y de la diversidad (Audretsch & Keilbach, 2004). La exportación tiene un impacto positivo sobre la cantidad nacional de reservas de divisas y el aumento de la prosperidad nacional, lo que contribuye a la expansión de la industria doméstica, a la mejora de la productividad y del empleo (Hessels & Stel, 2011).También es generadora de procesos de aprendizaje, tanto desde la óptica del capital humano como del tecnológico (Blalock & Gertler, 2004;Yeoh, 2004).El Gobierno de España, consciente de la importancia de ambos factores -emprendimiento y exportación-, ha establecido como línea prioritaria, dentro del Plan Estratégico Posteriormente, se discuten los resultados y su importancia para la actividad exportadora española, y se ofrecen las principales conclusiones y contribuciones del estudio, tanto académicas como desde la óptica de la gestión. El trabajo finaliza con las limitaciones y sugerencias para futuras líneas de investigación. MARCO TEÓRICO Y PLANTEAMIENTO DE HIPÓTESISEmprender implica crear o desarrollar un nuevo negocio, en el caso de los exportadores, en mercados diferentes al doméstico. La velocidad hace referencia al tiempo que la empresa tarda en iniciar su actividad exportadora (Acedo & Jones, 2007), así como al ritmo al que la empresa exportadora crece y se desarrolla en los mercados extranjeros (Kuivalainen, Saarenketo, & Puumalainen, 2012). En este co...

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“…Related to job satisfaction effect on client-orientation Hoffman and Ingram (1992) said that job satisfaction could result in client-orientation behaviors. Client-orientation is a firm enough realization of its buyers to create higher value for them (Alteren & Tudoran, 2015). Lee et al, (2013) also verified job satisfaction positive effect on client -orientation .…”

Section: Introductionmentioning

confidence: 96%

Social Responsibility Effect on Client – Orientation Regarding to Mediatory Role of Job Satisfaction and Realized Organizational Commitment by Workers

Kohnesari¹,

Hazraty²

2016

TOJDAC

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Present research follows to study social responsibility effect on client-orientation regarding to mediatory role of job satisfaction and realized organizational commitment by Guilan Melli bank workers . Present research statistical case is 315 Guilan Melli bank branches workers in iran to collect data and sampling method is classifying random. Using tool is Chronbach alpha for standard stability and response spectrum is 5 points likert. Questionnaire has made in field method and research is descriptive-analytical. To obtain data has used Liserl method. Deductive software has used structural equations modeling and data analysis showed that social responsibility eas effective directly and through job satisfaction and organization commitment on client tendency among workers. Keywords: social responsibility, client-orientation, job satisfaction, organizational commitment INTRODUCTIONClient-orientation causes positive financial results for organization as a marketism dimension . This process from client tendency will result in clients satisfaction and loyalty. Workers tendency subject to supply client needs refers to job culture. Tendency to client is the main dimension in each firm. It seems that client-orientation culture creating is nicissary to success organization and increase competitive advantage. Client-orientation results in client service act improvement (Lee et al, 2013). Client service act improvement leads to higher financial act, also high service levels result in higher rate of client conservation that its result is more sell and higher market share that are affected by different variables. in a research showed that social responsibility results in organization client-orientation. They showed that social responsibility through a process and organizational commitment and job satisfaction result in client-orientation. Many organizations serve social responsibility as the most important strategy to reach stable competitive advantage. Commitment has defined as need to conserve a continouse relation, and a relation creates on the basis of mutual trust and commitment. Organizational commitment is showing workers extra try to obtain organizational purpose.

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Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication

Abstract: This study examines the extent to which behavioral commitment and communication mediate

Cited by 44 publications

References 121 publications

The Effect of Absorptive Capacity on Green Customer Capital under an Organizational Unlearning Context

The Effect of Absorptive Capacity on Green Customer Capital under an Organizational Unlearning Context

Compromiso, Recursos, Emprendimiento Exportador Y Resultados Empresariales

Social Responsibility Effect on Client – Orientation Regarding to Mediatory Role of Job Satisfaction and Realized Organizational Commitment by Workers

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