scholarly journals Managerial Ties, Market Orientation, and Export Performance: Chinese Firms Experience

2017 ◽  
Vol 13 (3) ◽  
pp. 611-638 ◽  
Author(s):  
Hui Yan ◽  
Xinming He ◽  
Binwu Cheng
Keyword(s):  
Market Orientation ◽  
Business Performance ◽  
Export Performance ◽  
Resource Based View ◽  
Exporting Firms ◽  
Market Intelligence ◽  
Managerial Ties ◽  
Market Focus ◽  
Potential Customers ◽  
Positive Effect

ABSTRACTManagerial ties (MT) are important for business performance by providing firms access to valuable resources and protecting them from opportunism. Drawing on the resource-based view and the market orientation (MO) literature, we argue that (1) MT can help exporting firms to enhance export performance; and (2) MO will help strengthen the positive effect of MT as MO directs the value of MT for improvement of competitive strategy and customer experience with a market focus on generation, dissemination, and use of market intelligence concerning existing and potential customers and competitors. Using a sample of 230 Chinese exporting firms, we found that MT is linked to superior export performance, and the link is positively moderated by MO. Therefore, this study expands our understanding of how firms can not only improve their export performance through the development of MT, but also use MO to reinforce MT and export performance association.

scholarly journals The influence of relational capability and marketing capabilities on the export performance of emerging market firms

2017 ◽  
Vol 34 (5) ◽  
pp. 606-628 ◽  
Author(s):  
Thi Song Hanh Pham ◽  
Lien Le Monkhouse ◽  
Bradley R. Barnes
Keyword(s):  
Emerging Market ◽  
Export Performance ◽  
Price Setting ◽  
Marketing Capabilities ◽  
Resource Based View ◽  
Content Type ◽  
Exporting Firms ◽  
Market Intelligence ◽  
Export Marketing ◽  
Marketing Intelligence

Purpose Drawing on the resource-based view, the purpose of this paper is to focus on the influence of relational capability and marketing capabilities on export performance. The study also examines the interaction effects of relational capability on the marketing capabilities – export performance relationships. Design/methodology/approach A stratified random sample of 1,047 exporting firms was approached. Survey data were collected from 333 Vietnamese exporting firms and analysed using hierarchical moderated regression. Findings The results reveal that a firm’s relational capability not only strengthens the efficiency of the export pricing capability – performance, marketing intelligence capability – performance, and marketing communication capability – performance relationships, but is also the strongest predictor of export performance amongst those capabilities identified. Whilst engagement in market intelligence, product development, price setting and promotional activities have a positive payoff, the findings confirm that there is less need for exporters to engage in after-sales service and distribution capabilities. Originality/value The study introduces the notion of relational capability alongside export marketing capabilities as predictors of export performance. The authors also examine the moderating influence of relational capability on the link between export marketing capabilities and export performance. By focusing on Vietnam, the study provides fresh insights surrounding the development pathway for firms in emerging markets.

Enhancing Business Performance of Pakistani Manufacturing Firms via Strategic Agility in the Industry 4.0 Era

2021 ◽  
pp. 1057-1076
Author(s):  
Qaisar Iqbal ◽  
Noor Hazlina Ahmad ◽  
Heru Kurnianto Tjahjono ◽  
Adeel Nasim ◽  
Muhammad Mustafa Muqaddis ◽  
...  
Keyword(s):  
Industry 4.0 ◽  
Business Performance ◽  
Manufacturing Firms ◽  
Dynamic Capability ◽  
Organizational Networks ◽  
Resource Based View ◽  
Organizational Network ◽  
Entrepreneurial Bricolage ◽  
Strategic Agility ◽  
Positive Effect

Manufacturing plays a substantial role in the economic development of any country because of its multiplier impact on the growth of value addition. Currently, industry 4.0 requires manufacturers to deliver highly customized products without compromising on quality at a reduced life cycle. The objective of this study was to find out a solution for the optimum operation of manufacturing firms. By applying resource-based view, dynamic capability, and effectuation theory, this study has proposed an integrated framework of the organizational network, entrepreneurial bricolage, strategic agility and business performance in the context of the industry 4.0. Moreover, the positive effect of the organizational networks on the strategic agility ultimately improves the business performance of manufacturers. Furthermore, strategic agility is also claimed to play its role as mediator between organizational networks and business performance.

scholarly journals The effect of entrepreneurial orientation variables on business performance in the SME industry context

2020 ◽  
Vol 32 (1) ◽  
pp. 35-62
Author(s):  
Ni Made Wahyuni ◽  
I Made Sara
Keyword(s):  
Market Orientation ◽  
Entrepreneurial Orientation ◽  
Textile Industry ◽  
Business Performance ◽  
Learning Orientation ◽  
Potential Contribution ◽  
Significant Positive Effect ◽  
Content Type ◽  
And Performance ◽  
Positive Effect

Purpose The purpose of this study is to provide new practical and theoretical insights into how small and medium-sized enterprises (SMEs) adjust and further develop business competencies, innovations and performance by using market orientation, learning orientation behaviors and entrepreneurial orientation. Design/methodology/approach The data was collected from manufacturing SMEs of textile products that had a number of employees between 5 and 99 people in the province of Bali, Indonesia, in 2016. Bali province was chosen as a research location because Bali was one of the tourism centers in Indonesia and even in the world was considered suitable for this research. It was because it had textile product industries that contributed in the fulfillment of the needs of tourism clothing, national economy, the fulfillment of fashion needs and foreign exchange contributors from non-oil exports (Industry and Trade Service of Bali). Findings Based on the results of descriptive and inferential analysis that has been conducted, it can be concluded that the answer to the problems and objectives that have been determined is market orientation, learning orientation and entrepreneurial orientation affect business performance through knowledge competence and innovation directly and its influence is significantly positive. But market orientation, learning orientation and entrepreneurial orientation do not directly have a significant positive effect on innovation through knowledge competence. Market orientation, learning orientation and entrepreneurship orientation indirectly have a significant positive effect on business performance through knowledge and innovation competencies. Originality/value The lack of studies in the existing literature underscores the potential contribution of this subsequent study. The novelty of the research is first to develop a concept of learning orientation that is linked to competence of knowledge, which this link has not been much expressed in the context of industry SMEs; second, to build the concept of innovation development of small and medium-sized industry of textile industry based on market orientation by strengthening the mediation role of competence of knowledge.

scholarly journals The interplay between market intelligence activities and sales strategy as drivers of performance in foreign markets

2019 ◽  
Vol 53 (10) ◽  
pp. 2080-2108 ◽  
Author(s):  
Evangelia Katsikea ◽  
Marios Theodosiou ◽  
Katerina Makri
Keyword(s):  
Export Performance ◽  
Performance Outcomes ◽  
Strategic Decision ◽  
Export Market ◽  
Equation Modeling ◽  
Content Type ◽  
Exporting Firms ◽  
Market Intelligence ◽  
Positive Effects ◽  
Sales Strategy

Purpose Exporting is a popular foreign market entry mode, especially among small- and medium-sized enterprises (SMEs). The success of SME exporters depends on their ability to establish and maintain profitable long-term relationships with foreign customers. This study aims to propose that the development of an effective export sales strategy can contribute greatly toward this aim. The study also demonstrates that export market intelligence generation and export market intelligence dissemination activities are important drivers of export sales strategy. Export sales strategy comprises three dimensions, which are expected to have a positive influence on export performance. Design/methodology/approach The study uses survey data obtained from 168 exporting firms based in Greece, to test a set of research hypotheses. Structural equation modeling procedures are used. Findings Findings indicate that export market intelligence generation and dissemination activities support and facilitate the development of effective export sales strategies, tailored to serve individual foreign accounts. Furthermore, all strategic dimensions of export sales strategy demonstrate significant positive effects on export performance. Research limitations/implications The research underlines the importance of incorporating export sales strategy in studies that aim to investigate the drivers of export performance. Practical implications The findings also indicate that exporting firms must actively engage in market intelligence activities to reinforce their strategic decision-making process. Originality/value The study emphasizes the crucial importance of export sales strategy in achieving superior export performance. The study provides a theory-driven conceptualization and operationalization of export sales strategy and offers an empirical assessment of a comprehensive model that includes the key antecedents and performance outcomes of export sales strategy.

Internal resources, local externalities and export performance: An application in the Iberian ham cluster

2013 ◽  
Vol 19 (4) ◽  
pp. 478-497 ◽  
Author(s):  
Isabel Díez-Vial ◽  
Marta Fernández-Olmos
Keyword(s):  
Export Performance ◽  
Local Institutions ◽  
Cluster Approach ◽  
Employee Education ◽  
Resource Based View ◽  
Exporting Firms ◽  
Internal Resources ◽  
Intangible Resources ◽  
Knowledge Based ◽  
Organizational Experience

AbstractThis research aims to complement resource-based view with a cluster approach in identifying which elements, both internal to the firm and locally available, improve firms’ export performance. While in the resource-based view exporting firms are contingent upon the development of intangible resources, from a cluster approach exporters exploit local externalities, mainly related to local information, knowledge and resource spillovers. We present empirical evidence from the Iberian ham cluster in Spain, which confirms the relevance of intangibles such as R&D and marketing promotion, but also of cluster linkages with local institutions – technological centres, universities and use of Designation of Origins – in improving export performance. Contrary to expectations, employee education, organizational experience, and information and knowledge-based spillovers from proximate exporters have no significant effect. These findings suggest that an augmented framework may improve the predictive elements of export performance in clusters.

scholarly journals Analysis of Market Orientation and Innovation on SMEs Business Performance: Evidence in Kebumen

2020 ◽  
Vol 19 (1) ◽  
pp. 1-10
Author(s):  
Ika Susilowati ◽  
Eni Kaharti
Keyword(s):  
Regression Analysis ◽  
Linear Regression ◽  
Market Orientation ◽  
Business Performance ◽  
Customer Orientation ◽  
Linear Regression Analysis ◽  
Multiple Linear Regression Analysis ◽  
Research Data ◽  
Competitor Orientation ◽  
Positive Effect

This study aims to analyze empirically the influence of customer orientation, competitor orientation, coordination between functions, innovation on business performance in SMEs in Kebumen. The research data was obtained from SME businesses to scientifically test whether customer orientation, competitor orientation, coordination between functions, innovation affects business performance. The sample used in this study were 100 SMEs in Kebumen Regency who had met the established criteria. The analytical method used is multiple linear regression analysis, using the SPSS 21.0 for windows statistical computer program. The results of hypothesis testing in this study indicate that customer orientation and coordination between functions have a positive effect on business performance. Whereas competitor orientation and innovation have no influence on business performance.

scholarly journals STRATEGI MANAJEMEN SDM, ORIENTASI PASAR, DAN KINERJA UKM

2018 ◽  
Vol 14 (2) ◽  
pp. 120-131
Author(s):  
Titik Inayati
Keyword(s):  
Human Resource Management ◽  
Market Orientation ◽  
Human Resource ◽  
Business Performance ◽  
Quantitative Methods ◽  
Secondary Data ◽  
Strategic Human Resource Management ◽  
Significant Positive Effect ◽  
Study Population ◽  
Positive Effect

This study aims to analyze Strategic Human Resource Management (SHRM) and market orientation towards business performance with innovation as an intervening variable for SMEs. This study uses primary and secondary data with descriptive quantitative methods. Analysis using the Anova test. The study population was all leather shoe SMEs in Mojokerto with a sample size of 34 SME shoe products in Mojokerto, East Java Province. Techniques for selecting samples with certain criteria. The results showed that SHRM and market orientation had a significant positive effect on business performance with innovation as an intervening variable. Intervening innovation variables are not the only mediating SHRM relationships and market orientation on business performance, there are other mediating variables. Penelitian ini bertujuan untuk menganalisis Strategic Human Resource Managemen (SHRM) dan orientasi pasar terhadap kinerja usaha dengan inovasi sebagai variabel intervening pada UKM. Penelitian menggunakan data primer dan sekunder dengan metode kuantitatif deskriptif. Analisis menggunakan uji Anova. Populasi penelitian seluruh UKM  sepatu kulit di Mojokerto dengan ukuran sampel 34 UKM produk sepatu di Mojokerto, Provinsi Jawa Timur. Teknik memilih sampel dengan kriteria tertentu. Hasil penelitian menunjukkan bahwa SHRM dan orientasi pasar memiliki pengaruh positif signifikan terhadap kinerja usaha dengan inovasi sebagai variabel intervening. Variabel intervening inovasi bukan satu-satunya pemediasi hubungan SHRM dan orientasi pasar terhadap kinerja usaha, terdapat faktor variabel pemediasi lainnya.  

scholarly journals The Impact of Market Orientation on Business Performance: Evidence from a Developing Country

2020 ◽  
Author(s):  
Sany Sanuri Mohd. Mokhtar ◽  
Rushami Zien Yusoff
Keyword(s):  
Market Orientation ◽  
Developing Country ◽  
Business Performance ◽  
Pearson Correlation ◽  
Simple Random Sampling ◽  
Sampling Procedure ◽  
Market Focus ◽  
Market Feedback ◽  
The Impact ◽  
The Relationship

The main aim of this paper is to investigate the relationship between market orientation and business performance. Hypothesis concerning the relationship between market orientation and business performance were posited and tested. Data were collected using a mail questionnaire survey approach. This study employed a simple random sampling procedure in selecting the organisations for inclusion in the sample. A total of 158 Malaysian manufacturing organisations participated in this study. Factor analysis, Pearson correlation, and multiple regression methods of data analysis were utilised for hypotheses testing. The results revealed that market focus, market action, market planning, market feedback, and market coordination jointly explained 32.6% of the variance of business performance. Market focus and market coordination were found to have statistically significant association with business performance. The outcome of this study provides vital information from a developing country perspective on the impact of market orientation practices on manufacturing organisations’ performance.  

Enhancing Business Performance of Pakistani Manufacturing Firms via Strategic Agility in the Industry 4.0 Era

2020 ◽  
pp. 77-97
Author(s):  
Qaisar Iqbal ◽  
Noor Hazlina Ahmad ◽  
Heru Kurnianto Tjahjono ◽  
Adeel Nasim ◽  
Muhammad Mustafa Muqaddis ◽  
...  
Keyword(s):  
Industry 4.0 ◽  
Business Performance ◽  
Manufacturing Firms ◽  
Dynamic Capability ◽  
Organizational Networks ◽  
Resource Based View ◽  
Organizational Network ◽  
Entrepreneurial Bricolage ◽  
Strategic Agility ◽  
Positive Effect

Manufacturing plays a substantial role in the economic development of any country because of its multiplier impact on the growth of value addition. Currently, industry 4.0 requires manufacturers to deliver highly customized products without compromising on quality at a reduced life cycle. The objective of this study was to find out a solution for the optimum operation of manufacturing firms. By applying resource-based view, dynamic capability, and effectuation theory, this study has proposed an integrated framework of the organizational network, entrepreneurial bricolage, strategic agility and business performance in the context of the industry 4.0. Moreover, the positive effect of the organizational networks on the strategic agility ultimately improves the business performance of manufacturers. Furthermore, strategic agility is also claimed to play its role as mediator between organizational networks and business performance.

scholarly journals Synergy of interfunctional cooperation and services in companies producing electrical equipment and electronic components in the Czech Republic: pilot study

2018 ◽  
Vol 9 (3) ◽  
pp. 441-459
Author(s):  
Eva Tomášková ◽  
Lucie Kaňovská ◽  
Josef Bednář
Keyword(s):  
Czech Republic ◽  
Market Orientation ◽  
Business Performance ◽  
Value Added ◽  
Electrical Equipment ◽  
Service Differentiation ◽  
Manufacturing Companies ◽  
Electronic Components ◽  
The Czech Republic ◽  
Positive Effect

Research background:  Interfunctional coordination (IFC) is a part of market orientation and at the same time an approach which helps to improve cooperation between different departments or functions in a company. Market orientation is an approach aimed at external and internal elements and activities leading to performance increase. Services offered by a manufacturer are activities complementing their products. Manufacturers can benefit from the service differentiation and use it to design alternative marketing strategies. Generally, IFC and services — contributes to higher positive effect on business performance. For this reason, it is interesting to know if synergy of IFC and services have a higher positive effect on business performance. Purpose of the article: This article aims to determine how IFC and services at manufacturing companies in the Czech Republic influence business performance. The research question is as follows: Does the synergy of IFC and services in companies producing electrical equipment and electronic components have a higher positive effect on business performance? Methods: Sixty SME’s filled in a questionnaire to gather information about IFC and services. For measurement of correlation for two variables, Spearman's rank correlation coefficient was chosen. Regression analysis was used for measuring the synergy. Findings & Value added: The main finding shows that the synergy of the quantities observed has not been confirmed, although some of the following relations were approved such as a positive relationship between: a) some items of IFC and items of business performance, b) some items of services and items of business performance and c) items of IFC and items of services. The result of the paper shows further consequences of IFC and services in today’s manufacturing companies.

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