Strategic Orientations in Export Pricing: A Clustering Approach to Create Firm Taxonomies

Çavuşgil, S. Tamer; Chan, Kwong; Zhang, Chun

doi:10.1509/jimk.11.1.47.20136

Cited by 38 publications

(33 citation statements)

References 40 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…Export price manipulations items were derived from Cavusgil, Chan and Zhang (2003), Leonidou, Katsikeas, and Samiee (2002);Myers, Cavusgil, and Diamantopoulos (2002) and Piercy, Katsikeas and Cravens (1997) whose research synthesizes export pricing components. The five items assess all export price manipulations described in these articles.…”

Section: Measurementmentioning

confidence: 99%

“…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%

See 1 more Smart Citation

Pricing to manage export channel relationships

Obadia¹,

Stöttinger²

2015

International Business Review

View full text Add to dashboard Cite

Section: Measurementmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Pricing to manage export channel relationships

Obadia¹,

Stöttinger²

2015

International Business Review

View full text Add to dashboard Cite

“…However, with the exception of few studies (e.g. Cavusgil, Chan, & Zhang 2003), research on hierarchical decentralization, lateral communication, and political behavior in export decisionmaking is missing in the literature. Cross-functional dispersion of influence on export marketing activities (i.e.…”

Section: Strategic Export Decision-making Process and Export Dispersionmentioning

confidence: 99%

The empirical link between export dispersion and export performance: A contingency-based approach

Gnizy

Cadogan

Oliveira

et al. 2017

International Business Review

View full text Add to dashboard Cite

Practitioners and scholars point out that firms are increasingly dispersing their capabilities across organizational functions. However, it is not clear whether all forms of dispersion, of any function, result in the same consequences. This study initiates investigation into the link between the cross-functional dispersion of influence on export marketing decisions (export dispersion) and export performance. Drawing on data from a sample of 225 UK exporters, the findings support the argument that active participation of non-export functions in export-marketing decisions affects export success. However, those performance consequences are dependent on internal and external contingencies. Export dispersion is beneficial for export performance when the export customer environment is more turbulent and, simultaneously, the export technological environment is more stable and the firm has lower levels of export information sharing. In all other scenarios examined in this study, greater levels of concentration of export decision-making (i.e. lower levels of export dispersion) appear to be more beneficial for export performance. Our findings imply that the management of the firm's level of export dispersion is a complex task, whereby the degree of export dispersion pursued needs to match external environmental and internal firm factors.

show abstract

“…Além da necessidade de adaptação dos produtos segundo os padrões técnicos, de saúde, ou de vigilância sanitária (Cavusgil, Chan, & Zhang, 2003), torna-se necessário um maior grau de diferenciação para garantir as vendas em ambiente altamente competitivo.…”

Section: Características Do Mercado De Exportaçãounclassified

“…A abertura comercial aumenta o grau de adaptação em 18%, conforme Cavusgil et al (2003), havendo necessidade de adaptação dos produtos conforme os padrões técnicos de saúde e vigilância sanitária. A proximidade, conforme se esperava, apresentou relação inversa ao grau de adaptação, ou seja, os mercados de exportação mais próximos reduzem o grau de adaptação das firmas em 17%, uma vez que não existem grandes diferenças entre o mercado de origem e o exportador.…”

Section: Variáveis Independentesunclassified

Determinantes das Estratégias Internacionais de Adaptação e Diferenciação de PME´s

Paiva

Alcântara

Cintra

et al. 2014

RIAE

View full text Add to dashboard Cite

PME´S RESUMOÉ consenso na literatura que as circunstâncias do mercado induzem as firmas a promover estratégias de ajustes (adaptação e diferenciação) para atender às suas exigências. Todavia, o desafio para a academia consiste em determinar em que grau as firmas se adaptam ou diferenciam para exportar seus produtos. Desta forma, o presente estudo propõe-se evidenciar, por meio de um estudo empírico, como as características da firma e do mercado estrangeiro influenciam nas estratégias de exportação (adaptação e diferenciação) de empresas de pequeno e médio porte. Foram coletados dados de natureza primária e secundária, obtidos através que questionário semiestruturado, aplicado às PME´s mineiras e estes foram tratados por meio da Regressão Múltipla. Os resultados mostram que as estratégias de adaptação são influenciadas mais pelos condicionantes locais do país hospedeiro, ao passo que para as estratégias de diferenciação as características das firmas são mais relevantes.Palavras-chave: Estratégias de Diferenciação. Estratégias de Adaptação. PME´s. DETERMINANTS OF ADAPTATION AND DIFFERENTIATION INTERNATIONAL STRATEGIES OF SMES ABSTRACTThere is a consensus that the market circumstances induce firms to promote strategies adjustments (adaptation and differentiation) to meet its requirements. However, the challenge for academia is to determine the degree to which firms adapt or differentiate their products to export. Thus, this study aims to demonstrate through an empirical study, which characteristics of the firm and the foreign market influence export strategies (adaptation and differentiation) of small and medium businesses. Data were obtained from primary and secondary nature, through semi-structured questionnaire administered to SMEs from Minas Gerais and these were treated by Multiple Regression. The results show that adaptation strategies are influenced more by local conditions of the host country whereas differentiation strategies are influenced by the firm specific characteristics. FACTORES DETERMINANTES DE LAS ESTRATEGIAS INTERNACIONALES "ADAPTACIÓN Y DIFERENCIACIÓN" DE LAS PYME RESUMENHay un consenso de que las circunstancias del mercado inducen a las empresas a promover estrategias de adaptación y ajustes (diferenciación) para cumplir sus requisitos. Sin embargo, el reto para el mundo académico es determinar el grado en que las empresas se adaptan o se diferencian para exportar sus productos. Así, este trabajo tiene como objetivo demostrar a través de un estudio empírico, cómo las características de la empresa y el mercado extranjero influencian sobre las estrategias de exportación (adaptación y diferenciación) de las pequeñas y medianas empresas. Fueron recogidos datos de carácter primario y secundario, que obtiene a través de cuestionario semiestructurado administrado a la Mineira PYME y éstas fueron tratados por medio de regresión múltiple. Los resultados muestran que las estrategias de adaptación está más influido por las condiciones locales del país anfitrión, mientras que las estrategias de diferenci...

show abstract

Strategic Orientations in Export Pricing: A Clustering Approach to Create Firm Taxonomies

Cited by 38 publications

References 40 publications

Pricing to manage export channel relationships

Pricing to manage export channel relationships

The empirical link between export dispersion and export performance: A contingency-based approach

Determinantes das Estratégias Internacionais de Adaptação e Diferenciação de PME´s

Contact Info

Product

Resources

About