The Impact of Export Strategy on Export Sales Performance

Cooper, Robert G.; Kleinschmidt, Elko J.

doi:10.1057/palgrave.jibs.8490441

Cited by 406 publications

(277 citation statements)

References 38 publications

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“…The fi rst, percentage of foreign sales, is the most commonly used measure within SMEs' internationalization research (e.g. Aaby & Slater, 1989;Cooper & Kleinschmidt, 1985;Gankema, Snuif & Zwart, 2000;Riahi-Belkaoui, 1998). The second item assessed the amount of time employees dedicate to international operations, similar to a measure used by Reuber and Fischer (1997) that looked at the percentage of a fi rm's employees that spend over 50% of their time on international activities.…”

Section: Methodsmentioning

confidence: 99%

Human capital and SME internationalization: a structural equation modeling study

et al. 2007

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This study uses a structural equation modeling technique to predict the internationalization of small and medium‐sized enterprises (SMEs) from the entrepreneur's human capital (dimensions: international business skills, international orientation, environmental perception, and management know‐how). While international orientation and environmental risk perception predicted internationalization, international business skills and management know‐how did not. The implications of these findings for research and practice are discussed. Copyright © 2007 ASAC. Published by John Wiley & Sons, Ltd.

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Section: Methodsmentioning

confidence: 99%

Human capital and SME internationalization: a structural equation modeling study

et al. 2007

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“…In current study, we use economic indicators (sales growth and profitability) and strategic indicators (export goal achievement and management satisfaction) to measure a firm's performance on international markets. As a matter of fact, export product strategy's impacts on export performance are inconsistent, with some researchers suggest that cost-leadership strategy enhances a firm's export performance in terms of sales volume, sales growth and profitability (e.g., Lado, Martí nez-Ros, & Valenzuela, 2004) and others find that differentiation strategy is desirable to a firm's performance in terms of sales growth, export intensity, profitability, degree of internationalization, and satisfaction with export performance (e.g., Cooper & Kleinschmidt, 1985;Brouthers & Xu, 2002). Additionally, some studies also find non-significant relationships between product competitiveness and export performance (Albaum & Tse, 2001).…”

Section: Performance Effect Of the Pdsmentioning

confidence: 99%

Determinants and Consequences of Product Differentiation Strategy: Evidence from Chinese Indigenous Exporters

Ju¹,

Li-li²,

Hu³

et al. 2017

IBR

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Focusing on Chinese indigenous exporters, this research investigates the antecedents of the product differentiation strategy (PDS), and its impacts on export performance with the moderating role of export target markets. Drawing from the contingency theory and strategy management framework, the authors adopt structural equation modeling (SEM) to analyze the survey data collected from 195 Chinese indigenous exporters. The empirical results suggest that the PDS positively affects Chinese exporters' performance. Firms are more likely to adopt the PDS when innovation and marketing capabilities are high and when they export to turbulent markets. The positive impact of the PDS on export performance is stronger when firms export to developed (vs. other emerging) markets. With the unique perspective from emerging markets, the authors theoretically discuss and empirically examine the antecedents-PDS-performance link. This research suggests that Chinese export firms rationally adopt the PDS and actively cultivate technology and innovation capability and international marketing competence on export businesses.

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“…Whilst quality, delivery times and service orientation are the key competitive advantages of German SMEs, Brazilian and Chinese SMEs compete globally based on the prices of their products or services, and in the case of the US, UK and Japan innovativeness is the main competitiveness driver. While Cooper and Kleinschmidt (1985) found a negative association between export performance (sales) and a company's size (the most frequently investigated characteristic), Kirpalani and Macintosh (1980) found no significant relationship between company size and export performance. Christensen, da Rocha and Gertner (1987) found that larger firms have more competitive advantages with respect to cost and price due to their stronger bargaining position and better human resources.…”

Section: Literature Reviewmentioning

confidence: 93%

International Development of German Enterprises on the example of the Wielkopolska Region

Śliwińska

Śliwiński

2017

EBER

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A B S T R A C T Objective:The aim of the research is to understand how German enterprises are developingtheir activities and sales in the Wielkopolska region in Poland, in particular to investigate how they perform in terms of sales volume, what the drivers of their growth on the foreign market are, what constitutes the Wielkopolska region, and what the barriers to their growth are. Research Design & Methods:The qualitative research method, in particular the multiple case study approach. The research covers 12 firms and was conducted using the direct interview method. Findings: We found that German firms functioning in Wielkopolska have extraordinary growth rates, over 20% per year, substantially higher than those achieved in Germany, that they did not follow the classical Uppsala model of internationalisation, and that their main sources of growth are their high quality, employees, and innovativeness in combination with the fast growing market of a less developed economy. Implications & Recommendations:The study suggests that in order to reduce or eradicate the barriers to growth of German firms in Wielkopolska, the appropriate authorities should care more about the higher stability and good enforcement of the law and political stability in Poland's eastern neighbour -Ukraine. Contribution & Value Added:The research contributes to the development of knowledge on the functioning of German firms' growths rates in Wielkopolska and factors enhancing and impeding their growth on the practical and theoretical level. Article type: research paper

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The Impact of Export Strategy on Export Sales Performance

Cited by 406 publications

References 38 publications

Human capital and SME internationalization: a structural equation modeling study

Human capital and SME internationalization: a structural equation modeling study

Determinants and Consequences of Product Differentiation Strategy: Evidence from Chinese Indigenous Exporters

International Development of German Enterprises on the example of the Wielkopolska Region

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