A meta-analysis of the determinants of organic sales growth

Bahadir, S. Cem; Bharadwaj, Sundar G.; Parzen, Michael

doi:10.1016/j.ijresmar.2009.06.003

Cited by 58 publications

(46 citation statements)

References 76 publications

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“…Consistent with this expectation, the meta-analysis on firm growth finds that competitive intensity has a significant negative impact on growth [3]. As a result, we expect that in EMs, H1a.…”

Section: Main Effectssupporting

confidence: 61%

“…A significant body of research in psychology finds that when faced with such situations, consumers are likely to delay consumption as a result of choicemaking conflicts, which can reduce the intrinsic motivation to commit to a purchase (e.g., [25,26,49]). Consistent with these results from experimental research, a meta-analysis of organic growth finds that dynamism in markets attenuates organic growth [3].…”

Section: Main Effectsmentioning

confidence: 59%

“…In some EMs, the market structure is changing in a simultaneous fashion with (a) retail structure shifting toward modern trade options (e.g., supermarkets and hypermarkets), (b) policy changes that are allowing an expansion of competition and a reduction in the monopoly position of incumbent manufacturers, and (c) support of entry of local firms and an acceleration of competitive intensity [39,58]. Finally, category structures and associated product varieties are also undergoing rapid changes and affect firm growth [3,18]. The extant literature has significantly advanced the understanding of associated EM characteristics; however, literature streams have rarely intersected and have not studied these dynamics over time.…”

Section: Market Structure and Marketing Strategy In Emerging Marketsmentioning

confidence: 99%

“…For example, a consistent finding across disciplines is the positive impact of exploration strategies such as innovation for organic growth when utilized by incumbent firms [41,43]. Interestingly, a recent meta-analysis finds that innovation has the most significant and positive impact on organic growth [3]. However, these studies are based on data from HIC markets, in general, individual studies (e.g., [11]).…”

Section: Moderator Hypothesesmentioning

confidence: 99%

See 3 more Smart Citations

Exploration- and Exploitation-Oriented Marketing Strategies and Sales Growth in Emerging Markets

Vila

Bharadwaj

Bahadir

2015

Cust. Need. and Solut.

Self Cite

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Extant marketing literature recognizes unique and varied aspects of marketing in emerging markets (EMs), and in this study, we also argue that significant market-structure changes within many EMs are creating new challenges and opportunities for managers. In particular, we propose that managers must simultaneously implement exploitation and exploration strategies to confront a high degree of dynamism in EMs reflected via changes in retail structures, competitive intensities, and category characteristics. The results from a panel dataset of 15 EMs across Africa, Asia, Europe, and South America find evidence for the critical nature of exploitation strategies aimed at expanding the affordability and availability of existing products. We also find support for the importance of exploration strategies, in the form of innovative product portfolio, as a way to mitigate the effects of changes in market conditions. The results indicate that marketing managers must emphasize ambidextrous marketing strategy in EMs instead of viewing EMs strictly as sources of horizontal growth for established products in developed markets.

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Section: Main Effectssupporting

confidence: 61%

Section: Main Effectsmentioning

confidence: 59%

Section: Market Structure and Marketing Strategy In Emerging Marketsmentioning

confidence: 99%

Section: Moderator Hypothesesmentioning

confidence: 99%

See 2 more Smart Citations

Exploration- and Exploitation-Oriented Marketing Strategies and Sales Growth in Emerging Markets

Vila

Bharadwaj

Bahadir

2015

Cust. Need. and Solut.

Self Cite

View full text Add to dashboard Cite

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“…These factors include technological advances (i.e., its sophisticated satellite system that can track cargo loads to the smallest detail), global sourcing, the growth of global consumer segments (da Rocha and Dib 2002), and organic growth (Steil and Hinds 2009). Organic growth is the method by which an MNC expands as a result of increased output, sales, or both (Bahadir et al 2009). MNCs like to follow the strategy of replicating domestic operations in the rest of the world due to familiarity and tried-and-true success while preserving operational control and maintaining identity and brand awareness (Coe and Hess 2005).…”

Section: Wal-martization: a Descriptionmentioning

confidence: 99%

Diffusion and glocalization: dialectical tensions for Wal-Mart de México

Minei

Matusitz

2013

Glob Bus Perspect

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This paper analyzes the role of Wal-Mart in Mexico by following two globalization models that are dialectical pulls: diffusion and glocalization. While diffusion refers to the spread of ideas and practices from one culture to another (Rogers, Diffusion of innovations, 2003), glocalization refers to the strategic choices made by multinational corporations (MNCs) to adapt their products and services in foreign markets to influence local consumer acceptance-where the actual ''Wal-Martization'' is occurring. Essentially, the dialectical tensions between diffusion and glocalization represent tensions between aspirations to preserve local cultures (with their customs and preferences) and the growing pressures of globalization (Williams, Commun Stud 53(1):1-3, 2002).

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Growth or profit? Strategic orientations and long‐term performance in China

Zhou

Park

2020

Strategic Management Journal

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Research summary: This study investigates the longterm performance of growth-oriented versus profitoriented strategies in emerging markets. Theoretical justifications exist for superior performance for both types of strategic orientations, but we argue each orientation will have different implications on firms' long-term survival in emerging markets. The growthoriented strategy faces a shortage of non-scale free resources that would limit the firm's long-term survival, while the profit-oriented strategy would improve the chance of long-term survival by developing and leveraging firm-specific advantages for sustained growth. The study also examines the moderating effects of both the level of non-scale free resources and the extent to which the economic context favors growth. The empirical testing utilizes a sample of Chinese firms during 2008-2017. Managerial summary: Emerging markets present many growth opportunities. Firms often fall into the trap of blindly pursuing these opportunities without considering internal managerial capability. This study presents the theory-based logic and empirical evidence supporting the view that the profit-oriented strategy is likely to outperform the growth-oriented strategy on a long-term basis. The growth orientation strains managerial attention that is in short supplies in emerging

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A meta-analysis of the determinants of organic sales growth

Cited by 58 publications

References 76 publications

Exploration- and Exploitation-Oriented Marketing Strategies and Sales Growth in Emerging Markets

Exploration- and Exploitation-Oriented Marketing Strategies and Sales Growth in Emerging Markets

Diffusion and glocalization: dialectical tensions for Wal-Mart de México

Growth or profit? Strategic orientations and long‐term performance in China

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