Leonidas C. Leonidou and Anna A. Kaleka
This article reports the findings of a study investigating the association of the atmosphere governing buyer‐seller relationships in international markets with the company’s…
Abstract
This article reports the findings of a study investigating the association of the atmosphere governing buyer‐seller relationships in international markets with the company’s involvement in export business. Based on a sample of 100 export manufacturers from Cyprus, the study first classifies firms in three homogeneous groups using 15 clustering criteria of export involvement. It then identifies the underlying dimensions of ten behavioural factors describing the working relationship between exporters and their import customers. Finally, it traces differences in the relationship atmosphere according to the company’s involvement in export markets. Overall, the study revealed that the more a firm is involved in exporting, the more likely its relationships with overseas customers are to be characterized by greater resource and personnel commitment, more communication sufficiency, higher levels of cooperation, substantial partnership dependence, excessive levels of trust, and stronger feelings of satisfaction with both financial and behavioural performance. Certain theoretical and practical implications are derived from the study findings, as well as directions for further research.
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The ability to operate global distribution channels of products is commonly considered a critical determinant of a manufacturer’s competitiveness. Nowadays, many products are…
Abstract
Purpose
The ability to operate global distribution channels of products is commonly considered a critical determinant of a manufacturer’s competitiveness. Nowadays, many products are often complemented with value-added services challenging the efficacy of the status quo of distribution channels. Investigating this rather new phenomenon, the purpose of this paper is to provide an initial understanding of the implications of servitization for manufacturers’ global business-to-business (B2B) distribution.
Design/methodology/approach
The aim is to elaborate service-dominant logic (SDL) in the context of global B2B distribution. The study builds on case study data collected from a medium-sized European manufacturing company offering production equipment and solutions, and three of its global distributors.
Findings
The results indicate that the co-producing customer value, the increasing role of operant resources of both a distributor and a manufacturer, and triadic co-creation between a manufacturer, a distributor and an end customer have increasing importance in the indirect distribution network.
Research limitations/implications
Data are limited to data collected from a single in-depth case study. The results of this study should be investigated by collecting more data in a broader context in the form of surveys.
Practical implications
Several guidelines related to global distribution are developed for managers, and current distributor selection criteria are completed to meet the needs of this servitization approach.
Originality/value
Empirical research on servitizing manufacturers with global B2B distribution is scarce. This paper employs SDL to provide an in-depth understanding of the implications of servitization for distribution.
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Justin Paul and Alexander Rosado-Serrano
During the last two decades, studies on the theoretical models in the area of international business (IB), such as gradual internationalization and the born-global firms, have…
Abstract
Purpose
During the last two decades, studies on the theoretical models in the area of international business (IB), such as gradual internationalization and the born-global firms, have gained the attention of researchers. The purpose of this paper is to critically review the studies on the process of internationalization (Gradual Internationalization vs Born-Global/International new venture models) to identify the research gaps in this area and to prepare a future research agenda.
Design/methodology/approach
Systematic literature review method was employed for this review. The authors highlight the findings from prior studies, compare and contrast salient characteristics and features, based on the articles published in journals with an impact factor score of at least 1.0, and provide directions for research.
Findings
The authors find that there are several areas that were under-explored in prior research. There is a great potential for theoretical extension and theory development in this field as it covers the tenets of four subjects: IB, marketing, strategic management and entrepreneurship.
Originality/value
There is no comprehensive/integrated review exploring the methods/variables and constructs used in prior studies integrating gradual internationalization/born-global models based on all the articles published in well-regarded academic journals. This review seeks to provide deeper insights, which help us to contribute toward the development of this research field.
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Leonidas C. Leonidou, John Hadjimarcou, Anna Kaleka and Gergana T. Stamenova
Reports the findings of a study conducted among 135 Bulgarian consumers, examining their perceptions of products from five Asian Pacific countries. The most common source of…
Abstract
Reports the findings of a study conducted among 135 Bulgarian consumers, examining their perceptions of products from five Asian Pacific countries. The most common source of information for evaluating these products was experiential knowledge, coupled with opinions from friends. Among the country origins investigated, products made in Japan appeared to be liked most, while Indian products received the most negative comments. Japanese products were also ranked first in terms of overall assessment, followed by products from Hong Kong, Singapore, Indonesia, and India. In general, consumer demographics did not play a serious differentiating role in the evaluation of products from these countries. With respect to specific product dimensions, Japanese goods were also rated more highly than those of other countries, the only exception being on price and credit facilities. Finally, in assessing particular categories of products made in Asia Pacific, Japan again received the highest ratings. Some conclusions are drawn from the study findings, as well as managerial implications.
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Enrico Battisti, Elvira Anna Graziano, Erasmia Leonidou, Ioanna Stylianou and Vijay Pereira
The purpose of this paper is to provide a comprehensive analysis of international marketing (IM) studies within the context of banking and finance (B&F), articulating its…
Abstract
Purpose
The purpose of this paper is to provide a comprehensive analysis of international marketing (IM) studies within the context of banking and finance (B&F), articulating its significance and relevance in view of the growing influence of this topic in the global economy.
Design/methodology/approach
The systematic review methodology was applied for the purpose of identifying the relevant studies, as well as the key themes and dominant concepts. In establishing a quality benchmark for the review results, the final sample included articles published in peer-reviewed academic journals ranked 3, 4 and 4* in the ABS 2018 journal list, a common practice in existing systematic review studies.
Findings
Based on a systematic review of 66 studies, the results reveal that the topic has grown and continues to expand within the broader IM field over the past 35 years. From the proposed integrative framework, it is possible to identify the links between several IM subjects and B&F topics, highlighting a different intensity of studies and in-depth analysis among the various specific areas investigated.
Originality/value
The authors map and critically evaluate the extant IM research in B&F context for the purpose of increasing its coherence, scope and international dimension. Finally, the authors present a multidisciplinary, integrative framework that organizes the existing literature, provides the theoretical basis for scholars to further expand the boundaries of the domain and serves as a guiding tool for practitioners.
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Anna Zarkada‐Fraser and Campbell Fraser
International sales negotiations are fast becoming a major part of the marketeer’s mandate in an increasingly globalised economy. To be successful in that role, managers need to…
Abstract
International sales negotiations are fast becoming a major part of the marketeer’s mandate in an increasingly globalised economy. To be successful in that role, managers need to be aware of the limits of acceptability of their behaviours, able to anticipate their counterparts’ actions and understand the motivations behind them. Presents a cross‐national study of 332 experienced sales negotiators’ perceptions in Australia, the USA, the UK, Japan, Russia and Greece. It explores the degree to which different tactics are considered morally acceptable in each country and how the decision‐making frameworks the managers employ affect their evaluation. The results demonstrate that, although moral acceptability of specific practices, the overall level of tolerance and the effect of each one of a set of decision‐making variables vary among different nationalities, the mechanism of the evaluation can be analysed by a single explanatory model.
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Ekaterina Nemkova, Anne L. Souchon and Paul Hughes
The purpose of this paper is to examine two predominant export decision‐making orientations emanating from normative and descriptive decision theory, namely planning and…
Abstract
Purpose
The purpose of this paper is to examine two predominant export decision‐making orientations emanating from normative and descriptive decision theory, namely planning and improvisation and their coexistence within exporting firms. In addition, contingencies under which one may be more appropriate than the other for optimal performance consequences are identified.
Design/methodology/approach
A qualitative study was conducted with UK exporters by way of in‐depth interviews. The results were analyzed using within‐ and cross‐case displays of in‐vivo and literature‐based codes, based on Miles and Huberman's recommendations.
Findings
The study reveals widespread use of improvisation in export functions, and its co‐existence with export planning for enhanced decision‐making. In addition, resource‐ and capabilities‐based moderators are identified that may affect the ways in which planning and improvisation are related to export performance.
Research limitations/implications
This is a preliminary study which addresses the two export decision‐making orientations together for the first time. Further quantitative research is needed to formally test the conceptual model developed.
Practical implications
Export decision‐makers often feel guilty about improvising, believing that planning is the accepted norm. Avoidance and covert use of improvisation, however, are not necessary. Indeed, export improvisation can have many positive consequences for the export function, especially when combined with export planning.
Originality/value
Research on export decision‐making has tended to focus on normative decision theory (from which planning emerges), largely overlooking descriptive approaches which identify improvisation as a valid decision‐making orientation. However, in today's global and competitive environment, better performance consequences are increasingly to be found in the faster and more creative export decisions that improvisation can afford. This study addresses for the first time how benefits can be drawn from employing a combination of export planning and improvisation.
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Nicolas Papadopoulos and Oscar Martín Martín
This paper has two overall goals. The first is to serve as a broad overview of the literature on the subject theme, with three main objectives in mind: to highlight the…
Abstract
Purpose
This paper has two overall goals. The first is to serve as a broad overview of the literature on the subject theme, with three main objectives in mind: to highlight the complexities of international market selection or segmentation as a field of study and as a strategic decision by international firms; to explore the various ways and perspectives from which this area has been studied; and to suggest areas for future research by drawing on the preceding discussion. The second goal of the paper is to act as an introduction to the IMR special issue on the title theme, by outlining the special issue's objectives and the contributions to it.
Design/methodology/approach
Drawing on the relevant literatures, the paper begins by outlining the factors that make the field complex in both theoretical and applied terms, moves to consider the research streams that comprise its main components, and concludes by drawing conclusions and implications for future research.
Findings
A large part of the complexity characterizing this field arises from the fact that it is closely intertwined with the broader area of internationalization and a number of other decisions related to it, such as the “go/no‐go” decision and the firm's choice of mode of entry. From the research perspective, theory development has been impeded by a high degree of fragmentation, which has resulted in various different streams studying the same general issues from widely different perspectives.
Research limitations/implications
The paper identifies a large number of directions for potential future research, not the least of which is the need for integrative research that addresses the fragmentation identified in the study.
Practical implications
Although this is primarily a theoretical paper directed at researchers, practitioners can gain useful insights from it by examining the various factors that have a bearing on their internationalization decisions.
Originality/value
The objectives of the main part of the paper will have been met if it succeeds in stimulating interest in further research and discussion on the core issues. The second part summarizes the contributions to the special issue and draws attention to the main message that each aims to convey.