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Article
Publication date: 1 August 2004

Mahesh N. Shankarmahesh, John B. Ford and Michael S. LaTour

The promotion of US exports has been a priority for the US Department of Commerce, with the aim of reducing the trade deficit. This, combined with the worldwide reduction in trade…

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Abstract

The promotion of US exports has been a priority for the US Department of Commerce, with the aim of reducing the trade deficit. This, combined with the worldwide reduction in trade barriers, has opened up a number of foreign markets for US companies. A key element of export sales development is successful sales negotiations between US exporters and potential foreign buyers. This study examines sales negotiations between US exporters and foreign buyers from 47 different countries. A large‐scale model of the determinants of satisfaction in exporter‐importer sales negotiations is developed and tested. This model incorporates a series of antecedents (cultural divergence, contextual familiarity, goal compatibility, interdependence, trust, social orientation, cooperative orientation) and two major process variables (sense‐making and sense‐giving) which bring in a communications perspective. The effects of sense‐making and sense‐giving on flexibility and conflict and the impact of flexibility and conflict on satisfaction, the ultimate outcome variable, are also examined. The proposed model is tested with data gathered from 179 respondent US export/international sales managers. The fit was found to be excellent. Implications are provided for US export sales executives, along with a discussion of suggestions for future research.

Details

International Marketing Review, vol. 21 no. 4/5
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 March 2006

Mahesh N. Shankarmahesh

To provide an integrative review of the antecedents and consequences of consumer ethnocentrism (CET).

12836

Abstract

Purpose

To provide an integrative review of the antecedents and consequences of consumer ethnocentrism (CET).

Design/methodology/approach

A comprehensive review of works on CET to date is put forward. An integrative framework and a detailed summary table are provided.

Findings

Four categories of antecedents, namely, socio‐psychological, political, economic and demographic are gathered from the literature. Direct consequences and indirect consequences through relevant mediators and moderators are identified. Future research directions are offered.

Practical implications

The compendium of antecedents and consequences of CET can be used by international marketing managers for their segmentation and target marketing strategies.

Originality/value

As new vistas emerge for furthering international trade in goods and services, this paper provides a timely review and an integrative framework of existing research on CET, its antecedents and consequences. This paper contributes to the marketing discipline both by integrating a wide body of research on an important international marketing topic and by offering broad avenues for further research.

Details

International Marketing Review, vol. 23 no. 2
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 28 August 2009

Anjula Gurtoo

Economic policy reforms, characterised by a market‐driven, privatised policy regime, are being adopted as a strategy by India to promote economic development. As markets become…

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Abstract

Purpose

Economic policy reforms, characterised by a market‐driven, privatised policy regime, are being adopted as a strategy by India to promote economic development. As markets become liberalised, public sector organisations face extreme vulnerability unless they can identify and develop the competencies necessary to thrive in these competitive markets. This paper, drawing on the resource‐based view, aims to identify the pre‐reform capabilities of public sector organisations in India and similar developing country contexts that would be relevant even in the post‐reform context.

Design/methodology/approach

An interpretative and theoretical approach is used to put forth the arguments and a framework is proposed to explain the possibility of deriving competitive advantages from pre‐reform capabilities in the post‐reform context.

Findings

Several unique capabilities of Indian public sector organisations can be identified using the resource based perspective which can be leveraged in the post‐reform context. They have superior resource‐picking capacity compared to private firms, especially for government‐regulated resources, international financial assets and modern technologies. Their internal integrative managerial systems and structures offer them an advantage in meeting the competitive demands of speed and promptness. Under effective leadership, the loyalty of a large workforce and their number of years of experience gives them an advantage of effective coordination and knowledge sharing and flow. Also, their capability in delivering economies of scale and scope due to their size and supply chain integration gives them a cost advantage over others.

Practical implications

This paper takes a practical approach. It accepts the existing organisational culture, processes and systems of public sector organisations as given and matters of long‐term change, and identifies existing capabilities in the current organisational context that could help them survive better.

Originality/value

Unlike most papers that focus on how policy changes affect public sector organisations or those that conduct a comparative analysis with the private sector on various parameters, the main focus of this paper is to identify existing capabilities that can be leveraged by public sector organisations for effective adaptation in the new scenario.

Details

International Journal of Public Sector Management, vol. 22 no. 6
Type: Research Article
ISSN: 0951-3558

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