An Empirical Investigation of the Factors Influencing Exporting Success of Brazilian Firms

Christensen, Carl Huish; Rocha, Ângela da; Gertner, Rosane K.

doi:10.1057/palgrave.jibs.8490412

Cited by 306 publications

(228 citation statements)

References 13 publications

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“…Pricing method was confined to the use of a market-based pricing approach, whereby the firm sets export prices according to customer demand and competitive practices. The adoption of such an approach ensures responsiveness to changes in overseas market conditions, competitive situations, and environmental forces, increasing the likelihood of export development and success (Christensen et al, 1987). However, the metaanalysis results indicated that this argument is valid only to the extent that success is measured in terms of export proportion of sales and profit level ( p < 0.05).…”

Section: Pricingmentioning

confidence: 99%

Marketing strategy determinants of export performance: a meta-analysis

Leonidou

Katsikeas

Samiee

2002

Journal of Business Research

585

542

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Identifying the marketing strategy elements that influence export performance has been the subject of sizeable empirical research. However, the findings reported in the literature are characterized by fragmentation and diversity, limiting theory development and improvement of management practice in the field. This article aims to synthesize extant knowledge on the subject based on a meta-analysis of empirical studies on the export marketing strategy -performance relationship. The assessment reveals that: (a) although many marketing strategy variables demonstrate positive effects on overall export performance, the relationship is not always significant; (b) of the export performance measures examined in various studies, stronger effects are observed in relation to export proportion of sales; and (c) time of study, geographic focus, and product type had a limited impact on the effect of marketing strategy elements on export performance. Implications for export management and future research are discussed. D

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Section: Pricingmentioning

confidence: 99%

Marketing strategy determinants of export performance: a meta-analysis

Leonidou

Katsikeas

Samiee

2002

Journal of Business Research

585

542

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“…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. The direction of the association between export performance and export experience is also unclear.…”

Section: Literature Reviewmentioning

confidence: 99%

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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“…In the context of international marketing, many studies (e.g., Christensen et al 1987;Cavusgil and Zou, 1994) have suggested that export performance is influenced by the export marketing strategy. This strategy encompasses all the factors of the conventional marketing plan, including those related to the product, price, promotion and distribution.…”

Section: The Influence Of the International Marketing Strategy On Thementioning

confidence: 99%

“…Consequently, the strategies the firm develops will be expected to influence its international performance. Specifically, the literature provides empirical evidence of a positive relationship between performance and product adaptation (Hill and Still, 1984), promotion adaptation (Killough, 1978), competitiveness through prices (Christensen et al, 1987) and in general, marketing strategies (Cooper and Kleinschmidt, 1985;Chen, 1999).…”

Section: The Influence Of the International Marketing Strategy On Thementioning

confidence: 99%

Marketing capabilities: do they matter in INVs?

Blesa¹,

Meliá²,

Monferrer³

2010

WREMSD

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This paper examines the influence that marketing capabilities developed in international new ventures can have on their international performance and international geographical diversification. Rapid entry in foreign markets is also highlighted as a factor contributing to the development of marketing capabilities in international new ventures. The central concept advanced in the paper is that international new ventures generate competitive advantages associated with early internationalisation that derive from their influence on the development of marketing capabilities in these firms. The study's conclusions provide new keys for the literature on entrepreneurship and marketing, and will contribute to improve our understanding of how new international ventures behave.

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An Empirical Investigation of the Factors Influencing Exporting Success of Brazilian Firms

Cited by 306 publications

References 13 publications

Marketing strategy determinants of export performance: a meta-analysis

Marketing strategy determinants of export performance: a meta-analysis

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

Marketing capabilities: do they matter in INVs?

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