Search results

The purpose of this paper is to examine how the learning orientation of export functions affects their growth performance.

A mail survey of 354 exporters was conducted, and the data were analyzed using confirmatory factor analysis and structural equation modeling.

Results show that the link between response to export information and export growth is quadratic (U‐shaped), and that this relationship is moderated by use of export memory. Export memory itself was found to be beneficial to export growth when responsiveness to export information is low, but detrimental under high levels of export information responsiveness. In turn, response to export information is driven by export information acquisition and distribution, as well as by the management of mental export models. Export memory use is also enhanced by the latter and the integration of export information within organizational systems.

The authors examine learning orientation in the context of export functions for the first time, and in doing so, uncover specific relationships that export learning constructs have with the growth performance of export firms. In addition, most of the organizational learning literature focuses on the information‐processing behaviors of firms (e.g. acquisition, dissemination, use), overlooking the important discipline‐based constructs such as the management of mental models. The authors show how important the challenging of mental export models is for maximizing response to export information and use of export memory.

High levels of (human and financial) investment in export information processing are important for export growth. Export memory use should be encouraged, but only to confirm or triangulate new information. In addition, export staff should be formally trained in challenging the preconceptions they may have developed about their export markets.

This study is the first to consider the learning orientation of export functions, and to do so from a holistic (both information processing‐ and discipline‐based) perspective.

The purpose of this paper is to provide managerial insights into how consumer goods companies adopt the traditional mini‐sized retail modalities and adjust their strategies to market sachets successfully in the Philippines.

The study uses case studies through semi‐structured in‐depth interviews with marketing managers from major multinational and regional companies that have used sachets as part of their marketing strategy.

The findings suggest that companies use sachet marketing to facilitate trials of new products and to deliver value across the market by making products more affordable and accessible. The extensive network of corner stores provides the distribution system needed to reach the farthest and remotest markets. To be successful, the brands must be popular and priced in a manner compatible with the coinage system in a market.

There has been little analysis of consumer goods companies' strategies that cause quick acceptance of sachets. This study fills this gap in research and shows how companies have adopted the piecemeal retailing and adapted their strategies to create a burgeoning sachet market.

The purpose of this paper is to examine the influence of volume and valence of online movie ratings on consumers’ risk perceptions and purchase intentions, as well as the moderating impact of cultural values, in four emerging Asian markets.

Using a survey questionnaire, data was collected from 204 respondents for Study 1 and 376 respondents for Study 2 in four emerging markets (China, India, Chinese Macau, and the Philippines). The analysis was conducted using analysis of variance.

Results indicate that moviegoers express higher risk perceptions and lower purchase intentions when the volume of online ratings is smaller and when the valence (average rating) is lower. These effects are enhanced for more conservative consumers, but are not influenced by consumers’ self-transcendence. Indian consumers were found to be more conservative than the other Asian consumers in the study.

Taken together, the findings make significant contributions to the literature on services marketing, online ratings, cultural values, risk perceptions, and emerging markets. In contrast to correlational studies, the experimental design controls for potential confounding factors and provides evidence of causality between online ratings and consumer responses. In addition, by using cultural values, the authors avoid the problems associated with using national culture scores to characterize individuals or sub-groups within countries.

The study suggests that despite the geographical proximity of these emerging markets, key discernible differences exist due to the moderating impact of cultural values on consumer responses. When targeting consumers in relatively conservative markets (e.g. India), a large volume of positive online ratings may lower consumers’ risk perceptions and increase their purchase intentions.

This study is one of the pioneering studies examining the impacts of volume and valence of online movie ratings on consumers’ risk perceptions and purchase intentions in emerging Asian markets.

This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting‐edge research and case studies.

This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.

The paper considers the reasons for the success of sachet marketing in economies such as the Philippines and India.

The paper provides strategic insights and practical thinking that have influenced some of the world's leading organizations.

The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy‐to digest format.

The purpose of this paper is to investigate how social loneliness, emotional loneliness and social isolation relate to Indian consumers’ enjoyment of social interaction with an in-store salesperson.

Over 300 Indian respondents are surveyed about personal disposition, shopping experiences and other factors. The research model and hypotheses are evaluated utilizing partial least squares structural equation modeling.

As posited, Indian consumers dealing with loneliness and social isolation tend to enjoy in-store shopping experiences involving personal interactions with salespersons. Further, salespersons’ adaptive selling relates positively to consumers’ predisposition to comply with salesperson input and three outcomes (i.e. trust in salesperson, purchase intention and retail patronage).

This study fills a void in current marketing and retailing literature, providing one of the first known empirical investigations of consumers’ experiences with loneliness and social isolation. Overall, the study shows that store-based retailers within culturally collectivistic emerging markets can capitalize on their unique ability to attract and retain shoppers through in-store salesperson interactions.

This paper aims to assess the contribution of competitiveness factors in how small and medium-size enterprises (SMEs) would access competitive advantage (CA) by focussing on industry structure and devise a conceptual model thereof.

The enterprises from three industries consisting of knowledge-based, single-use medical device producers and construction stone cutting each with different structures were assessed. The method is qualitative and quantitative where grounded theory and exploratory factor analysis (EFA) are applied. The initial survey involves 36 deep semi-structured interviews with some of the top managers of each of the three selected industries and a questionnaire distributed among 158 individuals with 46 structured questions.

The findings indicate that the micro-competitiveness factors are more contributive in achieving CA than macro factors as follows: in knowledge-based enterprises, customer relationship management (CRM), goods/services features and knowledge management are the most important variables. As to single-use medical device production industry, the sales force, sales promotion, and CRM are the most effective factors. Regarding construction stone-cutting industry, quality of the stone, sales promotion, and advertisement play the same role. The results of the EFA indicate that the three impressive factors, including capabilities of the enterprises, strategies of the enterprises and macro factors, are the extracted factors.

The findings here would assist SMEs’ managers in identifying the most essential factors in accessing CA.

The innovation of this study is that although there exist many studies on SMEs and their CAs, this study seeks the models of CA among SMEs in industries with different structures.