Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures

Çavuşgil, S. Tamer; Zou, Shaoming

doi:10.2307/1252247

Cited by 1,232 publications

(2,160 citation statements)

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“…Nevertheless, there appears to be widespread agreement that international performance is a multifaceted concept and that it cannot be correctly measured by any single indicator (Aaby & Slater, 1989;Birley & Westhead, 1990;Cavusgil & Zou, 1994;Shoham, 1998, Katsikeas et al 2000. It is more in accordance with the complexity of international performance to construct a scale from a set of variables (Madsen, 1998).…”

Section: International Performancementioning

confidence: 99%

International new ventures as “small multinationals”: The importance of marketing capabilities

Ripollés

Blesa

2012

Journal of World Business

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This paper aims to explore how marketing capabilities contribute to the international expansion of international new ventures, and the influence of these capabilities on the entry mode these firms choose. Specifically, the study examines how marketing This study extends previous international entrepreneurship research, including insights on antecedents of international new ventures' choice of higher commitment entry modes in foreign markets. Additionally, the results of this work encourage international entrepreneurs to look beyond the explicit value of experiential market knowledge to realize the potential value of marketing capabilities as an antecedent to higher commitment entry modes.

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Section: International Performancementioning

confidence: 99%

International new ventures as “small multinationals”: The importance of marketing capabilities

Ripollés

Blesa

2012

Journal of World Business

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“…como estratégicos (posicionamiento internacional, incremento de la cuota de mercado derivado de la exportación, logro de objetivos internacionales, etc. ), a través de la planificación y ejecución de la estrategia de marketing de la empresa exportadora (Cavusgil & Zou, 1994).…”

Section: Medición De Resultados Exportadoresunclassified

“…La dimensión cuantitativa fue medida a través del crecimiento de las ventas y de la rentabilidad derivadas de la exportación en el último año (Cavusgil & Zou, 1994;Navarro et al, 2011). Se observa en la Tabla 3 que el clúster 1 engloba a casi el 71% de las empresas de la muestra, y el segundo algo más del 29%.…”

Section: Escalas De Medidaunclassified

¿influye La Personalidad De Los Directivos De Pymes en Los Resultados Exportadores?

2016

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RESUMEN En este trabajo se analiza si los valores según la escala de Schwartz varían entre los directivos responsables de exportación de Pequeñas y Medianas Empresas (PyMEs) entre las empresas con mayor éxito exportador, frente a las que tienen un éxito exportador limitado. El estudio se aplica a una muestra de 196 PyMEs españolas exportadoras. En primer lugar se aplica un clúster de clases latentes para clasificar las empresas en función del performance exportador, para después aplicar test de comparaciones de medias y buscar diferencias significativas en los valores de Schwartz entre directivos de empresas de ambos grupos. Los valores en los que aparecen diferencias significativas son: honestidad, influencia, ambición, lealtad, justicia social, autoridad, vida excitante y orden social.

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“…Seven very frequently cited frameworks (Cavusgil & Zou, 1994;Cooper & Kleinschmidt, 1985;Louter, Ouwerkerk, & Bakker, 1991;Shoham, 1998Shoham, , 1999Styles, 1998;Zou, Taylor, & Osland, 1998), which may be regarded as representative of the best efforts in the area, and one additional work (Lages & Lages, 2004, a recent measurement scheme that stands out in terms of content (what is measured) and form (how it is measured)) are critically analyzed in order to show in what aspects they do not conform to the generic conceptual and methodological framework advanced in the article. Cavusgil and Zou (1994) identified one performance factor composed of four indicators: the extent to which strategic goals are achieved; perceived success of the venture; average sales growth over the first five years; and average profitability over the first five years. Diamantopoulos (1999) Styles (1998) refined Cavusgil and Zou's (1994) model, not only by using more fine-grained scoring for the indicators, but also by including the evaluation by competitors (although from the perception of respondents in each focal firm) as a way to assess convergent validity.…”

Section: Critical Analysis Of 'Classical' Empirical Workmentioning

confidence: 99%

“…Cavusgil and Zou (1994) identified one performance factor composed of four indicators: the extent to which strategic goals are achieved; perceived success of the venture; average sales growth over the first five years; and average profitability over the first five years. Diamantopoulos (1999) Styles (1998) refined Cavusgil and Zou's (1994) model, not only by using more fine-grained scoring for the indicators, but also by including the evaluation by competitors (although from the perception of respondents in each focal firm) as a way to assess convergent validity. Styles cross-validated the (refined) framework in two countries: Australia and United Kingdom.…”

Section: Critical Analysis Of 'Classical' Empirical Workmentioning

confidence: 99%

A critical analysis of measurement models of export performance

Carneiro

Rocha

Silva

2007

BAR, Braz. Adm. Rev.

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Poor conceptualization of the export performance construct may undermine theory development efforts and may be one of the reasons behind the often conflicting findings in empirical research on the export performance phenomenon. This article reviews the conceptual and empirical literature and proposes a new analytical scheme that may serve as a standard for judging content validity and a guiding yardstick for drawing operational representations of the construct. A critical assessment of some of the most frequently cited measurement frameworks, followed by an analysis of recent (1999)(2000)(2001)(2002)(2003)(2004) empirical research, leaves no doubt that there are flaws in the conceptualization and operationalization of the performance construct that ought to be addressed. A new measurement model is advanced along with some guidelines which are suggested for its future empirical validation. The new measurement framework allegedly improves on other past efforts in terms of breadth of coverage of the construct's domain (content validity). It also offers a measurement perspective (with the simultaneous use of both formative and reflective approaches) that appears to reflect better the nature of the construct.

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Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures

Cited by 1,232 publications

References 0 publications

International new ventures as “small multinationals”: The importance of marketing capabilities

International new ventures as “small multinationals”: The importance of marketing capabilities

¿influye La Personalidad De Los Directivos De Pymes en Los Resultados Exportadores?

A critical analysis of measurement models of export performance

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