Research on Export Pricing: Still Moving toward Maturity

Tan, Qun; Sousa, Carlos M.P.

doi:10.1509/jimk.19.3.1

Cited by 42 publications

(58 citation statements)

References 140 publications

(157 reference statements)

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“…As one of the most important environmental factors in the field of PDS studies, market turbulence shows significant and direct impact on exporters' international strategies (Powers & Loyka, 2010;Tan & Sousa, 2011). The change in competitors, pricing and technology improvement are different sources of market turbulence.…”

Section: Antecedents 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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Section: Antecedents 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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“…Nevertheless, the research of export performance is still under maturity , and still characterized by divergence and discordance (Katsikeas et al, 2000, Tan and Sousa, 2011. Although a range of theories are considered, each individual theory only provides a fragmented view of export performance.…”

Section: Introductionmentioning

confidence: 99%

“…Although a range of theories are considered, each individual theory only provides a fragmented view of export performance. As such, a systematic theoretical basis and framework that could comprehensively explain all of the drivers of export performance remains absent (Lages et al, 2008, Wheeler et al, 2008, Tan and Sousa, 2011. Furthermore, whilst a wide range of determinants are explored, few of these are studied in depth.…”

Section: Introductionmentioning

confidence: 99%

The determinants of export performance: a review of the literature 2006-2014

Chen

Sousa

2016

IMR

Self Cite

251

394

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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.

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“…Previous research in exporting (Cavusgil, Chan, & Zhang, 2003;Lages & Montgomery, 2005;Myers & Harvey, 2001;Solberg, Stöttinger, & Yaprak, 2006;Sousa & Bradley, 2008; for a comprehensive review, see Tan & Sousa, 2011;Tzokas, Hart, Argouslidis, & Saren, 2000) has focused on export price setting and international price adaptation/standardization. To achieve adequate performance in foreign markets, existing research has highlighted among other influencing factors on export prices, the level of competition in the foreign market (e.g., Cavusgil & Zou, 1994;Lages & Montgomery, 2005;Myers, Cavusgil, & Diamantopoulos, 2002).…”

Section: Introductionmentioning

confidence: 99%