Journal of International Marketing最新文献_第2页

EXPRESS: The Customer Success Community: an Exploration of Non-firm Epistemic Communities and Their Influence on a New Sales Practice 快讯：客户成功社区：非公司认识论社区及其对新销售实践影响的探索

IF 5.8 2区管理学

Journal of International Marketing Pub Date : 2023-12-11 DOI: 10.1177/1069031x231222417

Roberto Madruga, Bryson Hilton, Hyeyoon Jung, Edison Renato Silva, Bryan Hochstein

{"title":"EXPRESS: The Customer Success Community: an Exploration of Non-firm Epistemic Communities and Their Influence on a New Sales Practice","authors":"Roberto Madruga, Bryson Hilton, Hyeyoon Jung, Edison Renato Silva, Bryan Hochstein","doi":"10.1177/1069031x231222417","DOIUrl":"https://doi.org/10.1177/1069031x231222417","url":null,"abstract":"Customer Success (CS) Management is being implemented across global business markets. CS Management is unique, as it exists within a broader CS Community of professionals who actively support the new customer management practice. However, academic research has yet to investigate non-firm epistemic communities (i.e., knowledge related to a specific domain) that support CS Management and how they differ across geographic settings in ways that may affect the overall practice of CS Management. To address this gap, we investigate how the CS Community is implemented across countries that vary in their levels of uncertainty avoidance. We focus on the CS Community and its impact on CS Management operational factors that represent people, process, and performance factors of CS Management. Following a phenomenological approach, interviews from the United States, Brazil, and Portugal drive our findings and indicate different levels of reliance on the external CS Community to guide internal CS Management operational factors. Our research contributes by establishing the importance of the CS Community and by uncovering insights based on CS Managers’ perceptions of the CS Community and its effect on CS Management operational factors. We also offer salient insights into how managers can optimize CS Management operational factors, as well as provide a discussion of future research topics.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":null,"pages":null},"PeriodicalIF":5.8,"publicationDate":"2023-12-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138979304","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Marketing Capabilities, Strategy, and Performance in the International SME 快递：国际中小企业的营销能力、战略和绩效

IF 5.8 2区管理学

Journal of International Marketing Pub Date : 2023-12-07 DOI: 10.1177/1069031x231221804

Hsing-Hua Stella Chang, Gary Knight, C. Fong

{"title":"EXPRESS: Marketing Capabilities, Strategy, and Performance in the International SME","authors":"Hsing-Hua Stella Chang, Gary Knight, C. Fong","doi":"10.1177/1069031x231221804","DOIUrl":"https://doi.org/10.1177/1069031x231221804","url":null,"abstract":"When expanding abroad, small- and medium-size enterprises (SMEs) experience various constraints, especially the liabilities of small size and foreignness. In this study, we examine postures, capabilities, and strategies related to international brand marketing that help SMEs overcome such challenges, establish a brand presence, and attain superior performance in foreign markets. Framing our investigation in the internationalization and capabilities views, we employ multimethod approaches in a two-phase study among internationalizing SMEs based in Taiwan. In phase one, we undertake an extensive literature review and then conduct case studies to formulate a conceptual model. In phase two, we validate the model and associated hypotheses using survey data from a large sample of SMEs that target their products to markets worldwide. Results point to critical roles for these key constructs — international entrepreneurial orientation, international social media capability, and international market knowledge capability — as key antecedents to international branding capability and international brand strategy, in SME international performance. We discuss the theoretical and managerial implications of these findings, highlighting the role of the critical constructs identified above in driving superior international performance in resource-constrained SMEs.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":null,"pages":null},"PeriodicalIF":5.8,"publicationDate":"2023-12-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138593891","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Exploratory search and international performance: when do local alliances matter? 《快报》:探索性搜索与国际绩效:地方联盟何时起作用?

2区管理学

Journal of International Marketing Pub Date : 2023-11-09 DOI: 10.1177/1069031x231216409

Majid Abdi, Preet S. Aulakh, Zicheng Ma

引用次数: 0

EXPRESS: Price increases and their Financial Consequences in International Business-To-Business Selling EXPRESS:国际企业对企业销售中的价格上涨及其财务后果

2区管理学

Journal of International Marketing Pub Date : 2023-11-01 DOI: 10.1177/1069031x231214160

Maximilian Friess, Roland Kassemeier

{"title":"EXPRESS: Price increases and their Financial Consequences in International Business-To-Business Selling","authors":"Maximilian Friess, Roland Kassemeier","doi":"10.1177/1069031x231214160","DOIUrl":"https://doi.org/10.1177/1069031x231214160","url":null,"abstract":"Although price increases are common in business-to-consumer (B2C) and business-to-business (B2B) markets, research examining the consequences of price increases on financial performance outcomes in B2B contexts is scarce. This study takes a relationship perspective on price increases and examines how a portfolio price increase affects the financial performance of the customer relationship and whether and how this effect varies between international business customers from different cultures. Based on objective data from 966 international B2B customers of a chemical goods company, this study examines a large-scale field intervention. Results show that higher portfolio price increases, although rooted in an increase of upstream costs, have more severe harm to B2B customers’ sales revenue than lower portfolio price increases. These consequences vary with customers’ cultures as B2B customers with culture-specific communal norms are more susceptible to the magnitude of portfolio price increases than customers without such norms. International B2B companies, therefore, need to refrain from implementing uniform price increases and should consider their business customers’ cultural origin when designing and implementing price increases.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2023-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135274168","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Untangling the influence of corporate sustainability on export intensity: the moderating role of R&D intensity 解析企业可持续发展对出口强度的影响:研发强度的调节作用

2区管理学

Journal of International Marketing Pub Date : 2023-11-01 DOI: 10.1177/1069031x231214233

Mine Aksoy, Mustafa K. Yilmaz, Ismail Golgeci, Ekrem Tatoglu, Metin Canci, Atike Elanur Hızarcı

{"title":"EXPRESS: Untangling the influence of corporate sustainability on export intensity: the moderating role of R&D intensity","authors":"Mine Aksoy, Mustafa K. Yilmaz, Ismail Golgeci, Ekrem Tatoglu, Metin Canci, Atike Elanur Hızarcı","doi":"10.1177/1069031x231214233","DOIUrl":"https://doi.org/10.1177/1069031x231214233","url":null,"abstract":"Growing global environmental and social issues have imposed increased pressure on firms to address sustainability challenges in international markets, with a particular focus on improving their export performance. This is of significant importance for emerging market firms aiming to expand their presence in international markets, as they are compelled to bolster their environmental and social sustainability capacity to enhance their export intensity. This study delves into the relationship between corporate sustainability and export intensity through a longitudinal examination of 141 firms listed on Borsa Istanbul from 2014 to 2021. The results suggest that corporate sustainability positively influences export intensity, and this influence is further positively moderated by R&D intensity. Additionally, post-hoc analysis employing supplementary data pertaining to the environmental, social, and governance dimensions of corporate sustainability reveals that environmental performance plays a positive role in shaping export intensity, with R&D intensity positively moderating this relationship. In summary, our findings underscore that exporting firms that effectively integrate impactful R&D intensity into their international business operations are likely to harness their sustainability strategies, particularly those related to the natural environment, to achieve higher export intensity.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2023-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135372204","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Within and between Two Worlds: Conceiving, Measuring, and Applying Mixed-ethnic Identity in Three Countries EXPRESS:在两个世界之内和之间:在三个国家中混合种族身份的构思、测量和应用

2区管理学

Journal of International Marketing Pub Date : 2023-10-25 DOI: 10.1177/1069031x231212859

Mark Cleveland

{"title":"EXPRESS: Within and between Two Worlds: Conceiving, Measuring, and Applying Mixed-ethnic Identity in Three Countries","authors":"Mark Cleveland","doi":"10.1177/1069031x231212859","DOIUrl":"https://doi.org/10.1177/1069031x231212859","url":null,"abstract":"Accompanying the rising ethnic diversity of Western countries is a burgeoning number of mixed-ethnic unions and people with mixed-ethnic ancestry. These people do not fit neatly into one group or another. This ambiguity is compounded by the fact that their ethnic identity is affected by how they are perceived and labeled by others. Theories have been advanced to explain ethnic identity, and its corollaries for cognition, emotions, and consumer behaviors. However, aside from a handful of ethnographic studies, knowledge about how social identity for mixed-ethnic consumers is formed and shaped, and how it potentially affects consumer dispositions, remains largely uncharted. Using data gathered in three countries (Canada, USA, UK), and considering various ethnic mixture combinations, this paper presents the development and validation of a multidimensional scale for measuring mixed-ethnic identity (MEI) and examines the relationships of the thirteen MEI components to consumer dispositions used to segment domestic and international markets. The consistency of the relationships between the MEI components and the established consumer dispositions are scrutinized. Implications for theory and practice are discussed.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2023-10-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135217367","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Standardization and Adaptation as a Co-Constituted Process: The Pursuit of Relational Fit in International Markets 标准化与适应是一个共同构成的过程:国际市场中关系契合的追求

2区管理学

Journal of International Marketing Pub Date : 2023-10-23 DOI: 10.1177/1069031x231212414

Konstantinos Poulis

引用次数: 0

EXPRESS: Live Streaming Use and International Seller Sales Performance: An Information Economics Perspective EXPRESS:在线直播使用与国际卖家销售业绩:信息经济学视角

2区管理学

Journal of International Marketing Pub Date : 2023-10-19 DOI: 10.1177/1069031x231207591

Ye Yu, Jason Lu Jin, Meitong Dong, Kevin Zheng Zhou

引用次数: 0

EXPRESS: An Inquiry into Effective Salesperson Social Media Use in Multinational vs. Local Firms EXPRESS:跨国公司与本地公司销售人员有效使用社交媒体的调查

2区管理学

Journal of International Marketing Pub Date : 2023-09-29 DOI: 10.1177/1069031x231207050

Laurianne Schmitt, Rhett Epler, Casenave Eric, Pallud Jessie

{"title":"EXPRESS: An Inquiry into Effective Salesperson Social Media Use in Multinational vs. Local Firms","authors":"Laurianne Schmitt, Rhett Epler, Casenave Eric, Pallud Jessie","doi":"10.1177/1069031x231207050","DOIUrl":"https://doi.org/10.1177/1069031x231207050","url":null,"abstract":"Salespeople are increasingly required to navigate an international environment - having international customers or international peers. However, much remains to be learned about how salespeople are utilizing social media in an international context. This multi-method, multi-study design contributes to international sales research by showing how business-to-business (B2B) salespeople use social media whether they are in a multinational or local firm. With a social capital lens, the authors explore the importance of social media in regards to strengthening salespeople’s internal and external connections in an international context. In Study 1, with 131 B2B salespeople, salespeople use social media to develop customer relations (i.e., external connections) to engage in positive publicity and social media advocacy, ultimately leading to sales performance. Specifically, social media advocacy enhances sales performance only for salespeople in multinationals. In Study 2, with twenty-three qualitative interviews, the authors contextualize the findings of Study 1 by comparing social media use amongst salespeople in MNEs and local firms. The basis of the exploration involves internal and external connections with the three dimensions of social capital: structural, relational, and cognitive. The authors demonstrate that internal connections with peers on social media allows for increased knowledge transfer and other benefits.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2023-09-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135244579","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 1

EXPRESS: Local Roots and Global Responsibility: Terroir Brands and their Responsible Engagement 《本土根源与全球责任:风土品牌及其责任参与》

2区管理学

Journal of International Marketing Pub Date : 2023-09-19 DOI: 10.1177/1069031x231205255

Nathalie Spielmann, Christopher Williams, Ajay K. Kohli

{"title":"EXPRESS: Local Roots and Global Responsibility: Terroir Brands and their Responsible Engagement","authors":"Nathalie Spielmann, Christopher Williams, Ajay K. Kohli","doi":"10.1177/1069031x231205255","DOIUrl":"https://doi.org/10.1177/1069031x231205255","url":null,"abstract":"We introduce the construct of terroir branding—distinct from country-of-origin effects and place branding—to explain how, in regions such as Champagne, France (wines), Biella, Italy (wool), and Vuelta Abajo, Cuba (cigars), competing local firms develop global brands while being engaged in responsible actions that influence the brand perceptions in the global marketplace. Terroir brands have three critical features: placial distinctiveness, craftsmanship specificity, and processing traditionalism. Terroir branding integrates firm-owned host brands with a collective regional brand. Drawing on the Resource-Based View (RBV), coopetition theory, and the concept of moral engagement, we identify a virtuous circle of local collective efficacy that supports the location and enables a terroir brand to be seen by global markets as being responsibly sustained. We also identify a vicious circle through moral disengagement that can lead global markets to perceive terroir brands as irresponsibly sustained. We identify hazards such as host-brand strength variability, rival set stability, locational ownership, and competitor concentration. Finally, we highlight the importance of local terroir branding using a broad spectrum of place-based characteristics and identify conditions under which terroir branding benefits an individual brand and the wider collective of brands, while sustaining the location.","PeriodicalId":48081,"journal":{"name":"Journal of International Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2023-09-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135107673","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0