The Influence of Product Characteristics on the Export Performance of New Industrial Products

McGuinness, Norman W.; Little, Blair

doi:10.1177/002224298104500211

Cited by 93 publications

(53 citation statements)

References 21 publications

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“…Using a sample of 233 US firms they found that export pricing, and going directly to the buyer had the biggest impact on export performance. McGuinness and Little (1981) examined the influence of product and firm characteristics on exporting of new products, whereas Samiee and Walters (1990) examined only firm characteristics such as size on both export planning and performance. McGuinness and Little found that certain product characteristics had an impact on export performance, but that firm characteristics were more important.…”

Section: International Business Marketingmentioning

confidence: 99%

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Business Marketing Comes of Age: A Comprehensive Review of the Literature

Reid¹,

Plank²

2000

Journal of Business-to-Business Marketing

120

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Since 1978 business marketing has seen a great deal of research activity. It is reasonable to ask whether this has led to advances in theory development and a general increase in our level of knowledge of business marketing. This article reviews the business marketing literature from 1978-1997 from twenty-three journals, five sets of proceedings, and selected books of articles in an attempt to answer that question. Over two thousand articles were examined to assess the current state of the field and suggest directions for future development. As the sheer number of articles since 1978 would suggest, the field of business marketing has attracted a considerable amount of attention. Close examination of the past twenty years of research, however, clearly indicates that certain areas have received a disproportionate share of the research effort. Organizational buyer behavior, strategy and planning, and sales management accounted for over forty percent of the articles published. Important areas such as computers and technology in business markets, marketing to the government, ethics in business markets, and pricing, in contrast, have received relatively little research attention. Regardless of the uneven coverage, the research in business marketing over the past twenty years has been conceptually and empirically strong. Changes in the way business is done has also resulted in a recent surge in theory development in the area of buyer-seller relationships within the context Source n % Year

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Section: International Business Marketingmentioning

confidence: 99%

“…How firms integrate customer requirements into the product design process was the subject of a small sample (12) study by Bailetti and Litua (1995). McGuinness (1990) and Rochford (1991) examine new product idea generation and screening, the latter using a small response set of twenty-nine high technology firms.…”

Section: New Product Development and Diffusionmentioning

confidence: 99%

Business Marketing Comes of Age: A Comprehensive Review of the Literature

Reid¹,

Plank²

2000

Journal of Business-to-Business Marketing

120

View full text Add to dashboard Cite

show abstract

“…Since then, the scope of the discussion has expanded to include the entire marketing programme (Buzzell, 1968) and marketing process (Sorenson and Wiechmann, 1975). Among the elements of the marketing programme, the product and advertising variables have received most of the research attention in the literature (Hill and Still, 1984;Jain, 1989;Keegan, 1969;Levitt, 1983;McGuinness and Little, 1981;Walters and Toyne, 1989). Standardization has been conceptualized in different ways.…”

Section: A Brief Review Of the Standardization Literaturementioning

confidence: 99%

Standardization of international marketing strategy by firms from a developing country

Zou

Andrus

Norvell

1997

International Marketing Review

154

104

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“…However, advertising, exhibitions, foreign language proficiency, and use of Government export services did not appear as the most important factors in successful exporting. McGuinness and Little (1981) concluded that new products tend to achieve better than average export sales. Kirpalani and Macintosh (1980) found that pricing and promotion were significantly associated with the firm's export performance, but distribution (quality and compensation of dealers and adequacy of stocks and parts) was not related to success.…”

mentioning

confidence: 99%

Relationships among Organisational Characteristics, Marketing Strategy and Export Performance

Koh¹

1991

International Marketing Review

120

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If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. IntroductionNo attempt has been made empirically to link organisational factors, export marketing strategy, and export performance. Aaby and Slater (1989) remarked in a review article that current research effort in export marketing must go beyond descriptive analysis. They proposed a general model for assessing the impact of export performance and its associated variables. However, the general model was not tested. This article attempts to assess the relationships between organisational characteristics, export marketing strategy, and export performance based on the structure-strategy-performance paradigm popularised by Thorelli (1977).

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The Influence of Product Characteristics on the Export Performance of New Industrial Products

Cited by 93 publications

References 21 publications

Business Marketing Comes of Age: A Comprehensive Review of the Literature

Business Marketing Comes of Age: A Comprehensive Review of the Literature

Standardization of international marketing strategy by firms from a developing country

Relationships among Organisational Characteristics, Marketing Strategy and Export Performance

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