Resource-performance relationships in industrial export ventures: The role of resource inimitability and substitutability

Drawing on resource-based theory and insights from qualitative fieldwork we examine resource drivers of export venture performance in industrial firms using primary data from German and UK industrial-goods manufacturers. Our results indicate that while the levels of individual export venture resources are not directly related to export venture performance in the firms in our sample, many of the resources are related to two important characteristics of resources — namely the inimitability and non-substitutability of the mix of resources available to the export venture. Furthermore, we find that that resource inimitability and non-substitutability are directly related to export venture performance. Taken together these results demonstrate the important role that inimitability and non-substitutability play in mediating the resource-to-performance relationship in the industrial goods export ventures in our sample. Our study provides some of the first direct evidence supporting a key premise of the resource-based view of the firm — that the competitive imitability of a firm's resources and the inability of rivals to use substitute resources to execute a similar strategy are important drivers of firm performance.     

Developing e-commerce marketing capabilities and efficiencies for enhanced performance in business-to-business export ventures

This study builds on resource based view (RBV) theory by examining the effects of e-commerce on exporting performance. Specifically, a framework is developed and tested to determine the e-commerce resources/capabilities–marketing efficiencies–performance relationship. To explore the impact of e-commerce on exporting, a two-stage methodological approach was employed. Results from 15 depth interviews with exporters were used to gain insight into types of e-commerce resources and capabilities and their impact on export marketing efficiencies and performance. Next, the framework was empirically tested using a sample of 340 exporters. The evidence shows that specialized e-commerce marketing capabilities directly increase a firm's degree of distribution and communication efficiency, which in turn leads to enhanced export venture market performance. Overall, the analyses provide support for the need to incorporate e-commerce constructs into existing RBV theory in export marketing. Theoretical and managerial contributions are discussed and directions for future research are offered.     

The role of corporate image in business-to-business export ventures: A resource-based approach

Although a growing body of studies suggests that good corporate images have strategic value for the firms that possess them, no research to date has looked at the role of corporate image in export markets. To fill this gap in the extant literature, this study draws on the resource-based view and insights from qualitative interviews to develop a model that links an exporter's financial resources and relationship management capabilities with its corporate image advantage and its performance in the export market. Findings reveal that both financial resources and relationship management capabilities are significant contributors of corporate image advantage, which, in turn, is an important determinant of superior export performance. The study concludes with a discussion of the implications of the findings for marketing theory and practice and suggestions for future research.     

Export intensity,scope, and destinations: Evidence from Brazil

How do the three dimensions of geographic export diversification—namely, (1) export intensity, (2) export scope, and (3) export destinations—interact in determining firm performance? How does the export intensity–performance relationship change considering export scope and destinations? Drawing on institution-based and resource-based lenses, we argue that differences between home and destination country institutional environments are amplified by the scope or variety of export destinations. As firm resources nurtured in the home country may not fit an increasing number of different foreign institutional environments, the export intensity–firm performance relationship turns negative. Conversely, our panel data analysis suggests a positive relationship between export intensity and performance when exporters from an emerging economy increase their exports to a limited number of other emerging economies. Thus, our findings extend conventional wisdom on the export intensity–firm performance relationship and suggest that the international marketing strategy literature needs to simultaneously incorporate three dimensions (including export destinations) into the geographic export diversification construct.     

Effects of intra- and inter-regional geographic diversification and product diversification on export performance: Evidence from the Chilean fresh fruit export sector

This study examines individually the effects of intra- and inter-regional geographic diversification on the export performance of firms from the Chilean fresh fruit sector. It also explores the direct effect of related product diversification on export performance and its role as a moderator in the relationship between geographic diversification and export performance. By employing panel trade data of 279 purely exporting firms over a six-years period (2010–2015), we found that both intra- and inter-regional diversification have an inverted U-shaped relationship with export performance, where moderate levels of diversification have positive effects on export performance, but higher levels may be counterproductive. Results also showed that related product diversification has a positive effect on firm export performance and a negative moderating effect on the relationship between inter-regional diversification and export performance. In the case of intra-regional diversification, we did not find any moderating effect from product diversification. By focusing on firms from the agricultural sector based in an emerging economy, this study offers practical implications for firm managers, trade organizations and private export associations, that may also be applicable to other export-based activities and emerging economies.     

The effect of export marketing capabilities on export performance: Moderating role of dysfunctional competition

This study utilizes multiple-informant and time-lagged primary data from 162 industrial exporting firms in Sub-Saharan Africa to contribute to an understanding of when export marketing capabilities can be deployed to drive export performance. The study finds that market responsiveness capability drives export performance when it is deployed together with a product innovation capability. The joint effect of both capabilities on export performance is weakened at high levels of dysfunctional competition in export market environment. The findings suggest that a stronger capability to respond to export market needs and a greater competence in introducing new products in export markets are not always beneficial in Sub-Saharan African markets as the resulting export performance outcome is dependent upon degrees of dysfunctional competition.     

基于平衡计分卡的人力资源信息系统绩效模糊综合评价

构建了基于平衡计分卡的人力资源信息系统绩效评价指标体系,并且运用层次分析法确定了指标体系的权重,进而以模糊数学原理为基础构建了人力资源信息系统绩效综合评价模型,并对大连宏孚集团的人力资源信息系统绩效水平进行了评价与分析,找出了大连宏孚集团人力资源信息系统在运行中存在的问题,并提出了相应的发展策略。     

Export experience counts: exploring its effect on product design change

In this paper, we explore how managers' export experience can affect the change in product design following changes in perceived past performance. Using data from 519 Portuguese exporters, we find that performance improvement will encourage safe decision making in which firms either will not change the product design or will change it in a way that makes it more similar across the product range. However, when managers' export experience is greater, they encourage change in ways that could support product differentiation. The abilities of experienced managers to read the market, i.e. to interpret changes in performance and translate them into product specifications, help explain these findings. We contribute to the literature in two ways. First, we explore the relationship among past export performance change, product design, and managers' export experience. Second, we identify specific kinds of design changes that firms adopt in response to changes in different dimensions of organizational performance. Based on our findings, we would recommend to new product development managers to consider both managers' export experience and the dimension used to measure performance when evaluating calls for standardizing the design by export managers. Our findings suggest that such calls could be driven by short‐term gains in export performance. Furthermore, we would also emphasize the need to routinely capture information from experienced export managers to ensure that it is considered in future decisions about design changes.     

The influence of firms' technological capabilities on export performance in supplier-dominated industries: the case of ceramic tiles firms

In this paper, we study the effects that firms' technological capabilities, as an expression of their technological innovation strategy, have on their international competitiveness. In doing so, we draw on export and international trade literature to justify the influence that the firms' technological activity has on their export performance. In addition, we use concepts derived from the literature on technological innovation to identify different capabilities that the firms may develop to manage their innovation process, i.e., those related to investment, production and co-operation. These constitute the basis of our hypothesis, in which the technological innovation capabilities identified are related to firms' export performance. Empirical work is carried out on a sample of 88 Spanish exporting firms belonging to the ceramic tiles industry, which is characterized as being a supplier-dominated industry. Data were mainly gathered through a postal survey directed at firm managers. Our findings show that technological innovation capabilities have a positive impact on export performance. Specifically, results show that investment in internal non-R&D innovative activities, such as engineering design and pre-production, exerts a positive influence on export performance. However, neither investment in R&D nor investment in external acquisition of technology exerts any influence on export performance. In addition, our findings show that production capabilities have a positive effect linked to both improvement and imitation of products and processes. Regarding co-operation, export performance is related to capabilities that derive from co-operation with universities and research institutes rather than co-operation with other companies.     

Quadratic effects of dynamic decision-making capability on innovation orientation and performance: Evidence from Chinese exporters

This study examines quadratic effects of three export decision-making approaches (planning, creativity and spontaneity) on innovation orientation, and the direct effect of innovation orientation on export market performance. The model, anchored in decision theory and dynamic capabilities, is tested on a sample of Chinese exporting firms using structural equation modelling. Findings indicate that while a greater proclivity to innovate is beneficial for export market performance, a more complex web of relationships is revealed between the three export decision-making approaches and innovation orientation, providing insights on the operationalization of a dynamic decision-making capability. Specifically, while an increasing level of export planning reduces an exporter’s capacity to innovate, creativity has a positive direct effect on exporters’ innovation orientation, which also benefits from extreme spontaneity in export decision-making. We discuss theoretical contributions and export managerial implications of this dynamic decision-making capability for industrial marketing management.     

Factors that reduce rigid product adaptation decisions: The case of exporting firms in China

As a distinct stream of research, export marketing strategy examines management's reaction to environmental threats in the forms of export adaptation strategies. Review studies repeatedly found that product adaptation was correlated with superior export performance. Despite the insights gained from strategic export marketing research, there remains very limited knowledge concerning organizational factors that may reduce rigid product adaptation decisions. Based on the threat-rigidity theory, this study identified two critical factors that reduce rigid product adaptation decisions: export coordination and process control mechanisms. The empirical evidence showed that export venture performance was adversely affected by rigid product adaptation decisions, and such adverse effect was particularly strong when operating under technological uncertainty. Exporting firms are advised to reduce likelihood of rigid product adaptation decisions by expanding export coordination when integrating business functions within the firm and adopting process control when monitoring exchanges with foreign agents.     

转变浙江外贸增长方式的对策探讨

经过多年的快速增长,浙江已经成为我国的外贸大省。但是,浙江外贸增长具有明显的粗放式特征,外贸发展面临商品结构升级迟缓、出口低价竞争、贸易失衡、贸易摩擦频发和资源环境约束加剧等严峻形势。必须采取有效措施促进外贸增长方式的转变,保持浙江外贸的持续健康发展。     

人力资源管理的传统模式与胜任力模型的比较研究

顺从心理定式导致现有人力资源管理面临困境，基于胜任力的人力资源管理有助于克服上述困境，追寻绩效卓越的胜任力是这种管理理论的核心，但基于胜任力的人力资源管理也面临着挑战。人力资源管理的发展逻辑是追寻辩证的卓越者。     

A comparison of export sales forecasting practices among UK firms

Although the practice of sales forecasting is a widely researched area, only recently have empirical studies differentiated between export and domestic sales forecasting. To identify whether firms adapt their export sales forecasting activities according to the organizational and environmental context in which they are operating, this investigation develops a typology of exporters which is then used to contrast export sales forecasting practices and performance. The findings show how export forecasting activities are adapted according to organizational and environmental influences facing the firm; the impact of such influences on both perceived and actual forecast performance is also noted.     

我国进出口贸易的内涵碳对他国的气候补偿效应

日益严峻的气候变化问题导致气候资源不再免费使用而将其纳入经济体系,由此催生了碳交易。我国贸易的低端环节导致出口产品中的内涵碳长期处于总量巨大且加速增长的态势,形成了在贸易环节我国补贴他国气候资源的事实。文章应用投入产出法测算了我国出口产业内涵碳及其波及效果,应用碳市场对气候资源的补偿价格,得出了我国无论是某些产业还是出口总体,在贸易中对他国气候资源的补贴都已经超过了从贸易中所获经济利益的事实。     

The effect of government-designed export promotion service use on small and medium-sized enterprise goal achievement: A multidimensional view of export performance

Extant literature is equivocal on the effect of government-designed export promotion instruments and services (EPS) on firm performance. Moreover, literature examining the effects of EPS on exporting firms' success is dominated by a single performance perspective, namely, financial goal achievement. Further, the majority of the studies are conducted in developed countries, with limited attention to exporters in developing countries. In order to address these gaps, this study examines the impact of EPS use on export goal achievement of small and medium-sized enterprises (SME) from a developing country, while adopting a four-dimensional view of export performance. Based on a survey of 143 firms in Turkey, the findings suggest that EPS use improves all four export performance dimensions considered, namely, financial, stakeholder relationship, strategic, and organizational learning goal achievements. The article also delineates the performance effects of specific EPS. For example, stakeholder relationship goal achievement is influenced by only one EPS considered, namely, informational materials (e.g., brochures, pamphlets) on exporting. The paper concludes with a discussion of the implications for scholars, public policy makers, and managers.     

The Positive Effect of Industrial District on the Export Performance of Italian Firms

Economies of scale in the provision of export services and informal face-to-face exchanges of information about export markets may improve export performance of small firms located in Marshallian districts (locales). This paper presents an empirical test of this hypothesis and finds that geographical agglomeration of small-medium firms in a delimited area significantly affects their export intensity and their probability of becoming exporters. The significance of geographical agglomeration persists in spite of all controls which show how the dependent variable is also (positively) affected by export subsidies, formal export cooperation among firms, cooperation in (and quality of) innovation, size and age.     

Does experience help or hinder top managers? Working with different types of resources in Hollywood

Research summary: Research on the resource‐based view has begun to place more emphasis on the ability of managers to extract better performance from the resources that are available to them. In this paper, we show that prior experience can both help and hinder their ability to generate performance from various categories of resources. Further, we argue that the fungibility of each resource influences the opportunities managers have to use their experiences in order to find the best method to deploy them. We test our hypotheses by examining the ability of Hollywood film producers to generate results from financial, brand, and human resources. Our findings show that experienced producers can generate better performance from more fungible resources, but they actually achieve weaker results with less fungible resources. Managerial summary: Do more experienced top managers get better results from their resources? We examine this question for Hollywood film producers. Our results show that experience can really help when producers work with resources such as cash (budgets) and brand resources (such as film sequels). However, such experiences actually reduce performance when they work with some human resources, such as highly talented directors. We argue that experience can be most helpful when managers work with more fungible resources, which can be used in a variety of different ways but can actually hurt when they work with resources that are more constrained in how they can be deployed. Under ideal circumstances, we find that experienced producers can generate nearly 40 percent more revenue with the right mix of resources. Copyright © 2015 John Wiley & Sons, Ltd.     

Exports and antitrust: Complements or substitutes?

Conflicting arguments have recently been voiced concerning the impact of antitrust statutes on the export performance of U.S. industries. On the one hand, opponents of vigorous enforcement have argued that antitrust constraints prevent firms from achieving efficiencies, thereby hampering competitiveness on world markets. On the other hand, proponents of antitrust have argued that vigorous enforcement tempers monopolistic pricing, thereby improving export performance. This paper presents an empirical test of these competing arguments. Our results indicate that Sherman Act Section 1 (price-fixing) enforcement has a positive effect on export shares, while Clayton Act Section 7 (merger) enforcement appears to have a negative effect.     

Slack resources,firm performance,and the institutional context: Evidence from privately held European firms

Research summary : Integrating the behavioral and institutional perspectives, we propose that a country's formal institutions, particularly its legal frameworks, affect managers' deployment of slack resources. Specifically, we explore the moderating effects of creditor and employee rights on the performance effects of slack. Using longitudinal data from 162,633 European private firms in 26 countries, we find that financial slack enhances firm performance at diminishing rates, whereas human resource (HR) slack lowers performance at diminishing rates. However, financial slack has a more positive effect on firm performance in countries with weaker creditor rights, whereas HR slack has a more negative effect on performance in countries with stronger employee rights. The results provide a richer view of the relationship between slack and firm performance than currently assumed in the literature. Managerial summary : A key dilemma managers often encounter is whether, on the one hand, they should build in excess resources to buffer their firms from internal and external shocks and to pursue new opportunities or whether, on the other hand, they should develop “lean” firms. Our study suggests that excess cash resources—which are usually viewed as easy to redeploy—benefit firm performance, especially when firms operate in countries with weaker creditor rights. However, excess human resources—which are usually viewed as more difficult to redeploy—hamper firm performance, particularly when firms operate in countries with stronger labor protection laws. Thus, the management of slack resources critically depends on the characteristics of these resources (e.g., redeployability) and the institutional context in which managers operate. Copyright © 2016 John Wiley & Sons, Ltd.