The full-text may be used and/or reproduced, and given to third parties in any format or medium, without prior permission or charge, for personal research or study, educational, or not-for-prot purposes provided that:• a full bibliographic reference is made to the original source • a link is made to the metadata record in DRO • the full-text is not changed in any way The full-text must not be sold in any format or medium without the formal permission of the copyright holders.Please consult the full DRO policy for further details. Design/methodology/approach -Using a vote-counting technique this paper reviews 124 papers published between 2006 and 2014 to assess the determinants of export performance. Findings -The results indicate that significant progress has been made during these nine years and that: (1) numerous new determinants are identified, (2) data quality and statistical biases have received considerable attention, and (3) interaction and indirect relationships are considered. However, at the same time, the research of export performance is still limited by (1) a lack of synthetic theoretical basis, (2) inconsistent empirical test results, and (3) insufficiency in the research framework and statistical methodologies.Originality/value -Export performance has received increasing attention over recent decades, but the area is still characterized by fragmentation and diversity hindering theoretical and practical development. This paper integrates the findings of recent studies on export performance and provides further discussion from both theoretical and methodological aspects, and points out the directions for future research.

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.

Cultural distance and psychic distance are two concepts that are widely used in the international business literature. A large number of studies use both concepts interchangeably with no clear distinction between them. The authors propose a new model to assess cultural distance and psychic distance separately. Through the use of survey data of more than 300 managers, this article shows that both concepts are conceptually different and that psychic distance is determined by cultural distance and the individual values of the managers.

(2015) 'Leveraging marketing capabilities into competitive advantage and export performance.', International marketing review., 32 (1). pp. 78-102. Further information on publisher's website:http://dx.doi.org/10.1108/ IMR-12-2013-0279 Publisher's copyright statement:This article is c Emerald Group Publishing and permission has been granted for this version to appear here http://dro.dur.ac.uk/14799/. Emerald does not grant permission for this article to be further copied/distributed or hosted elsewhere without the express permission from Emerald Group Publishing Limited. Additional information:Use policyThe full-text may be used and/or reproduced, and given to third parties in any format or medium, without prior permission or charge, for personal research or study, educational, or not-for-prot purposes provided that:• a full bibliographic reference is made to the original source • a link is made to the metadata record in DRO • the full-text is not changed in any way The full-text must not be sold in any format or medium without the formal permission of the copyright holders.Please consult the full DRO policy for further details. Originality/value: Although research on marketing capabilities is still in its early infancy, our study provides a base from which future work can be developed. We also contribute to the literature by examining the mediating role of competitive advantage in the marketing capability-export performance relationship, thereby offering new insights into how and why marketing capabilities play a crucial role in explaining the firm's export performance.

Purpose-Despite considerable research on psychic distance (PD), research into the topic is confounded by a general failure to precisely define and fully operationalize the construct. The purpose of this paper is to develop a new measurement scale to assess psychic distance (the PD scale), and also to investigate the impact of the PD scale on the adaptation of international marketing strategies. Design/methodology/approach-The paper uses data collected by mail questionnaire in a sample survey of 301 export firms. The results were analyzed using structural equation modeling. Various statistical tests show that the results are reliable and valid. Findings-Findings reveal that psychic distance is a higher-order construct composed of two dimensions: country distance and people distance. The results also indicate that both dimensions of the PD scale are positively and significantly associated with cultural distance and the adaptation of product, promotion, pricing and distribution strategies to the foreign market. Originality/value-The paper develops a new scale, the PD scale, which is a measure of psychic distance and addresses a gap in the literature by testing its impact on the adaptation of the international marketing strategy.

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Values are an essential element explaining a person's attitudes and behavior. Therefore, it is surprising that despite the number of studies that have examined the organizational and managerial factors affecting export performance, little research has investigated the possible impact of a manager's individual values on strategic choice and the export performance of the firm. To address this gap in the literature, the authors examine the impact of managers’ values on the firm's customer responsiveness and export performance. In addition, they examine the mediating role of customer responsiveness in the values–export performance linkage. The authors explore the empirical usefulness of the psychic distance construct by examining its direct link with export performance and the extent to which it moderates the relationship between individual values and export performance. Overall, the results suggest that managers’ values significantly influence strategic decisions and the export performance of the firm, highlighting the need for more research attention in this area.

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