<b>Export Marketing: The Moderator Effects of Dysfunctional Competition </b> <b>and Institutional Barriers</b>

In recent decades, companies have become more focused on the export market and cross-border trade. Companies use international expansion to grow, increase profits and sales, maintain a competitive market position, and compensate for the presence of foreign companies in their market. The purpose of this study is to examine the impact of export marketing capabilities and diversification of export entry on export performance, with inefficient competition and organizational barriers acting as moderators. This study is applied, descriptive, and survey-based. The statistical population consists of 67 Niro Motor Industrial Company senior, middle, and production line managers. In this study, the census method was used for sampling. In order to collect data, a questionnaire was extracted from previous studies, and its validity and reliability were confirmed by tests. Structured equation modeling and Smart PLS software were used to analyze the collected data. This study's findings show that greater levels of product innovation and market responsiveness as a result of export marketing capabilities have a significant impact on export performance.

Content

Author and article information

Journal

Title: ScienceOpen Preprints

Publisher: ScienceOpen

Publication date (Electronic preprint): 3 December 2022

Affiliations

[1 ] Department of Management, E-Branch, Islamic Azad University (IAU), Tehran, Iran

[2 ] Department of Management, Tehran Nourt Branch, Islamic Azad University (IAU), Tehran, Iran

[3 ] Department of Management, Parandak University, Tehran, Iran

Author notes

[* ]Email: ndsalehi@ 123456gmail.com .

Author information

Nader Salehi https://orcid.org/0000-0001-5424-1801

Ali Kashmari https://orcid.org/0000-0003-4410-7355

Haniye Shahsavari https://orcid.org/0000-0002-3204-6009

Article

DOI: 10.14293/S2199-1006.1.SOR-.PPRWZEZ.v2

SO-VID: f9484a7b-75cc-4be3-9bc5-194f7c4fde31

License:

This work has been published open access under Creative Commons Attribution License CC BY 4.0 , which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited. Conditions, terms of use and publishing policy can be found at www.scienceopen.com .

History

Date received : 10 October 2022

References

Ford David. Guest editorial: The IMP Group and international marketing. International Marketing Review. Vol. 21(2):139–141. 2004. Emerald. [Cross Ref]
Boso Nathaniel, Cadogan John W., Story Vicky M.. Entrepreneurial orientation and market orientation as drivers of product innovation success: A study of exporters from a developing economy. International Small Business Journal: Researching Entrepreneurship. Vol. 31(1):57–81. 2013. SAGE Publications. [Cross Ref]
Cadogan J. W., Sundqvist S., Salminen R. T., Puumalainen K.. Export Marketing, Interfunctional Interactions, and Performance Consequences. Journal of the Academy of Marketing Science. Vol. 33(4):520–535. 2005. Springer Science and Business Media LLC. [Cross Ref]
Cai Li, Chen Biao, Chen Juanyi, Bruton Garry D.. Dysfunctional competition & innovation strategy of new ventures as they mature. Journal of Business Research. Vol. 78:111–118. 2017. Elsevier BV. [Cross Ref]
Kramer Roderick M., Goodman Paul S.. Designing Effective Work Groups. Administrative Science Quarterly. Vol. 32(4)1987. JSTOR. [Cross Ref]
Lin Binshan, Hinson Walton. Exporting assistance and guidelines for exporters: a regional survey. Management Decision. Vol. 36(7):433–440. 1998. Emerald. [Cross Ref]
Morgan Neil A., Katsikeas Constantine S., Vorhies Douglas W.. Export marketing strategy implementation, export marketing capabilities, and export venture performance. Journal of the Academy of Marketing Science. Vol. 40(2):271–289. 2012. Springer Science and Business Media LLC. [Cross Ref]
Noureen Shabana, Mahmood Zafar. The effects of trade cost components and uncertainty of time delay on bilateral export growth. Heliyon. Vol. 8(1)2022. Elsevier BV. [Cross Ref]
Oliveira João S., Yazdani Nahid, Cadogan John W., Hodgkinson Ian R., Tsougkou Eleni, Jean Ruey-Jer “Bryan”, Story Vicky M., Boso Nathaniel. The empirical link between export entry mode diversity and export performance: A contingency- and institutional-based examination. Journal of Business Research. Vol. 88:505–512. 2018. Elsevier BV. [Cross Ref]
Sheng Margaret L.. Foreign tacit knowledge and a capabilities perspective on MNEs’ product innovativeness: Examining source-recipient knowledge absorption platforms. International Journal of Information Management. Vol. 44:154–163. 2019. Elsevier BV. [Cross Ref]
Song Yun, de Jong Martin, Stead Dominic. Bypassing institutional barriers: New types of transit-oriented development in China. Cities. Vol. 113:2021. Elsevier BV. [Cross Ref]
Salehi Nader, Jamshidi Sahar. ). Effect of export learning capability and management experience on export performance. Pressacademia. 2022. Pressacademia. [Cross Ref]
Day George S.. The Capabilities of Market-Driven Organizations. Journal of Marketing. Vol. 58(4)1994. SAGE Publications. [Cross Ref]

Comments

Comment on this article

[1] Ford David. Guest editorial: The IMP Group and international marketing. International Marketing Review. Vol. 21(2):139–141. 2004. Emerald. [Cross Ref]

[2] Boso Nathaniel, Cadogan John W., Story Vicky M.. Entrepreneurial orientation and market orientation as drivers of product innovation success: A study of exporters from a developing economy. International Small Business Journal: Researching Entrepreneurship. Vol. 31(1):57–81. 2013. SAGE Publications. [Cross Ref]

[3] Cadogan J. W., Sundqvist S., Salminen R. T., Puumalainen K.. Export Marketing, Interfunctional Interactions, and Performance Consequences. Journal of the Academy of Marketing Science. Vol. 33(4):520–535. 2005. Springer Science and Business Media LLC. [Cross Ref]

[4] Cai Li, Chen Biao, Chen Juanyi, Bruton Garry D.. Dysfunctional competition & innovation strategy of new ventures as they mature. Journal of Business Research. Vol. 78:111–118. 2017. Elsevier BV. [Cross Ref]

[5] Kramer Roderick M., Goodman Paul S.. Designing Effective Work Groups. Administrative Science Quarterly. Vol. 32(4)1987. JSTOR. [Cross Ref]

[6] Lin Binshan, Hinson Walton. Exporting assistance and guidelines for exporters: a regional survey. Management Decision. Vol. 36(7):433–440. 1998. Emerald. [Cross Ref]

[7] Morgan Neil A., Katsikeas Constantine S., Vorhies Douglas W.. Export marketing strategy implementation, export marketing capabilities, and export venture performance. Journal of the Academy of Marketing Science. Vol. 40(2):271–289. 2012. Springer Science and Business Media LLC. [Cross Ref]

[8] Noureen Shabana, Mahmood Zafar. The effects of trade cost components and uncertainty of time delay on bilateral export growth. Heliyon. Vol. 8(1)2022. Elsevier BV. [Cross Ref]

[9] Oliveira João S., Yazdani Nahid, Cadogan John W., Hodgkinson Ian R., Tsougkou Eleni, Jean Ruey-Jer “Bryan”, Story Vicky M., Boso Nathaniel. The empirical link between export entry mode diversity and export performance: A contingency- and institutional-based examination. Journal of Business Research. Vol. 88:505–512. 2018. Elsevier BV. [Cross Ref]

[10] Sheng Margaret L.. Foreign tacit knowledge and a capabilities perspective on MNEs’ product innovativeness: Examining source-recipient knowledge absorption platforms. International Journal of Information Management. Vol. 44:154–163. 2019. Elsevier BV. [Cross Ref]

[11] Song Yun, de Jong Martin, Stead Dominic. Bypassing institutional barriers: New types of transit-oriented development in China. Cities. Vol. 113:2021. Elsevier BV. [Cross Ref]

[12] Salehi Nader, Jamshidi Sahar. ). Effect of export learning capability and management experience on export performance. Pressacademia. 2022. Pressacademia. [Cross Ref]

[13] Day George S.. The Capabilities of Market-Driven Organizations. Journal of Marketing. Vol. 58(4)1994. SAGE Publications. [Cross Ref]

Export Marketing: The Moderator Effects of Dysfunctional Competition and Institutional Barriers