Includes bibliographical referencesAvailable from British Library Document Supply Centre- DSC:DX2... more Includes bibliographical referencesAvailable from British Library Document Supply Centre- DSC:DX221788 / BLDSC - British Library Document Supply CentreSIGLEGBUnited Kingdo
Business scholars and managers stress the importance of achieving and sustaining competitive adva... more Business scholars and managers stress the importance of achieving and sustaining competitive advantage as a critical strategic step in enabling superior firm performance. Yet which types of competitive advantage may yield the best performance outcomes—and what contingency factors may affect this—remains largely unexplored. This article examines the contribution of price, product, and service advantages to market performance in international ventures. Applying customer value logic to the literature on value creation and value capture, the authors posit that the symmetric achievement of all pairs of advantages leads to increased market performance. The findings confirm this conjecture, while for the product–service advantage pairing, even asymmetry in achievement has a positive market performance effect when the asymmetry is toward service. Using primary data from a sample of U.K. manufacturing exporters, the authors find that price advantage has a direct positive effect on market per...
Common prescriptions for improving the performance of supermarket retailers center on using key s... more Common prescriptions for improving the performance of supermarket retailers center on using key suppliers as “category captains” and leveraging their resources and capabilities to implement effective category management that will both reduce retailer costs and provide a basis for differentiation. However, despite these widespread prescriptions, the potential for supplier opportunism means that supermarket retailers are either skeptical or have failed to make such category management relationships with key suppliers work. Drawing on agency, transaction costs, and network theory, we synthesize insights from qualitative fieldwork with retailer and supplier managers and primary data from 73 category managers in U.K. supermarket retailers to empirically examine antecedents and consequences of category‐level focal supplier opportunism. Our findings suggest that focal supplier opportunism decreases retailer category performance and increases militant behaviors among non‐focal suppliers in ...
Both the size and the rapid growth of global exporting have focused the attention of marketing re... more Both the size and the rapid growth of global exporting have focused the attention of marketing researchers on the factors associated with firms’ export performance. However, knowledge of this increasingly important domain of marketing activity remains limited. To address this knowledge gap, the authors draw on the strategy and marketing literature to develop an integrative theory of the antecedents of export venture performance. The interplay among available resources and capabilities, competitive strategy decisions, and competitive intensity determines export venture positional advantages and performance outcomes in the theoretical model. The authors empirically assess predicted relationships using survey data from 287 export ventures. Results broadly support the theoretical model, indicating that resources and capabilities affect export venture competitive strategy choices and the positional advantages achieved in the export market, which in turn affect export venture performance ...
Http Dx Doi Org 10 1509 Jimk 19 1 40, May 29, 2013
ABSTRACT Because services account for an increasingly large percentage of the gross domestic prod... more ABSTRACT Because services account for an increasingly large percentage of the gross domestic product globally, achieving competitive advantage in the international markets depends to a great extent on the level of service the firm offers to its customers. Focusing on exporting manufacturers, this study draws from the resource-based view of the firm to develop and test a model of those key resources and capabilities that drive service advantage in the overseas markets. The author finds that exporting experience nurtures customer relationships and informational capabilities, and availability of finance facilitates informational and product development capabilities and enables exporters to achieve service advantage and superior venture performance in the overseas markets.
While extant research has welcomed the resource and capability perspectives as valuable lenses to... more While extant research has welcomed the resource and capability perspectives as valuable lenses to study international business phenomena, there have been scant attempts to study the role of comprehensive sets of firm resources and capabilities on different aspects of export venture performance and even less the role of their interactions. This study examines the impact of experience, scale of operation
... It is related to market intelligence generation, export assistance, and market research proce... more ... It is related to market intelligence generation, export assistance, and market research processes that aim to improve firm understanding of the dynamics of the particular export market (Leonidou and Theodosiou 2004; Souchon and Diamantopoulos 1996). ...
... advantage; and (3) offer industrial exporters and public policy makers a set of guidelines fo... more ... advantage; and (3) offer industrial exporters and public policy makers a set of guidelines for designing ... from the distinct stream of research on the role that firm and managerial characteristics and competencies play in influencing export development and success [1 and 14]. ...
Http Dx Doi Org 10 1080 0267257x 1995 9964361, May 6, 2010
ABSTRACT Following a review of the export marketing literature, and in light of certain important... more ABSTRACT Following a review of the export marketing literature, and in light of certain important gaps observed in this area, the focus of this study is an investigation of problems facing the ongoing exporting activities of indigenous manufadurers in a small European country An attempt is made specifically to examine the existence of potentially significant differences in perceptions of exporting problems between two distina exporter categories in terms of export development The findings suggest that the most important export problems experienced by those firms were associated with the intensity of competition in export markets and the lack of effective national export policies The study also reveals several significant differences in perceived export problems between the two exporter classes Avenues for future research are discussed along with the limitations of the study, and managerial and public policy implications of the findings highlighted
Http Dx Doi Org 10 1080 0267257x 1997 9964462, May 6, 2010
ABSTRACT While there are many studies of domestic distribution channel behaviour, there is far le... more ABSTRACT While there are many studies of domestic distribution channel behaviour, there is far less empirical research relating to the behavioural dimensions of cross‐cultural buyer‐seller interactions. The focus of this study is on the role of a company's export development in influencing the amount of power exercised by exporters in relationships with overseas customers. Specifically, an attempt is made: to examine exporting manufacturer power exercised in trading relationships with overseas distributors; and, to identify differences between two distinct exporter categories in terms of degree of internationalisation, with regard to the level of manufacturer power exercised in such business relationships. Eighty‐seven Greek manufacturer‐German overseas distributor relationships have been studied from the manufacturer's perspective. The findings suggest there are significant differences in the level of manufacturers' exercised power, based on the level of export development. These findings have significant implications for managers, public policy makers, and researchers in the field of exporter internationalisation.
... economic situation (Martin 1992) Theoret-ically, no prohibitive obstades exist for such count... more ... economic situation (Martin 1992) Theoret-ically, no prohibitive obstades exist for such countries not to be involved in export trade, especially when many of them are producers of scarce raw materials or unique manufactured products (Domínguez and Sequeira 1993) It is ...
ABSTRACT While there are many studies of domestic distribution channel behaviour, there is far le... more ABSTRACT While there are many studies of domestic distribution channel behaviour, there is far less empirical research relating to the behavioural dimensions of cross‐cultural buyer‐seller interactions. The focus of this study is on the role of a company's export development in influencing the amount of power exercised by exporters in relationships with overseas customers. Specifically, an attempt is made: to examine exporting manufacturer power exercised in trading relationships with overseas distributors; and, to identify differences between two distinct exporter categories in terms of degree of internationalisation, with regard to the level of manufacturer power exercised in such business relationships. Eighty‐seven Greek manufacturer‐German overseas distributor relationships have been studied from the manufacturer's perspective. The findings suggest there are significant differences in the level of manufacturers' exercised power, based on the level of export development. These findings have significant implications for managers, public policy makers, and researchers in the field of exporter internationalisation.
Includes bibliographical referencesAvailable from British Library Document Supply Centre- DSC:DX2... more Includes bibliographical referencesAvailable from British Library Document Supply Centre- DSC:DX221788 / BLDSC - British Library Document Supply CentreSIGLEGBUnited Kingdo
Business scholars and managers stress the importance of achieving and sustaining competitive adva... more Business scholars and managers stress the importance of achieving and sustaining competitive advantage as a critical strategic step in enabling superior firm performance. Yet which types of competitive advantage may yield the best performance outcomes—and what contingency factors may affect this—remains largely unexplored. This article examines the contribution of price, product, and service advantages to market performance in international ventures. Applying customer value logic to the literature on value creation and value capture, the authors posit that the symmetric achievement of all pairs of advantages leads to increased market performance. The findings confirm this conjecture, while for the product–service advantage pairing, even asymmetry in achievement has a positive market performance effect when the asymmetry is toward service. Using primary data from a sample of U.K. manufacturing exporters, the authors find that price advantage has a direct positive effect on market per...
Common prescriptions for improving the performance of supermarket retailers center on using key s... more Common prescriptions for improving the performance of supermarket retailers center on using key suppliers as “category captains” and leveraging their resources and capabilities to implement effective category management that will both reduce retailer costs and provide a basis for differentiation. However, despite these widespread prescriptions, the potential for supplier opportunism means that supermarket retailers are either skeptical or have failed to make such category management relationships with key suppliers work. Drawing on agency, transaction costs, and network theory, we synthesize insights from qualitative fieldwork with retailer and supplier managers and primary data from 73 category managers in U.K. supermarket retailers to empirically examine antecedents and consequences of category‐level focal supplier opportunism. Our findings suggest that focal supplier opportunism decreases retailer category performance and increases militant behaviors among non‐focal suppliers in ...
Both the size and the rapid growth of global exporting have focused the attention of marketing re... more Both the size and the rapid growth of global exporting have focused the attention of marketing researchers on the factors associated with firms’ export performance. However, knowledge of this increasingly important domain of marketing activity remains limited. To address this knowledge gap, the authors draw on the strategy and marketing literature to develop an integrative theory of the antecedents of export venture performance. The interplay among available resources and capabilities, competitive strategy decisions, and competitive intensity determines export venture positional advantages and performance outcomes in the theoretical model. The authors empirically assess predicted relationships using survey data from 287 export ventures. Results broadly support the theoretical model, indicating that resources and capabilities affect export venture competitive strategy choices and the positional advantages achieved in the export market, which in turn affect export venture performance ...
Http Dx Doi Org 10 1509 Jimk 19 1 40, May 29, 2013
ABSTRACT Because services account for an increasingly large percentage of the gross domestic prod... more ABSTRACT Because services account for an increasingly large percentage of the gross domestic product globally, achieving competitive advantage in the international markets depends to a great extent on the level of service the firm offers to its customers. Focusing on exporting manufacturers, this study draws from the resource-based view of the firm to develop and test a model of those key resources and capabilities that drive service advantage in the overseas markets. The author finds that exporting experience nurtures customer relationships and informational capabilities, and availability of finance facilitates informational and product development capabilities and enables exporters to achieve service advantage and superior venture performance in the overseas markets.
While extant research has welcomed the resource and capability perspectives as valuable lenses to... more While extant research has welcomed the resource and capability perspectives as valuable lenses to study international business phenomena, there have been scant attempts to study the role of comprehensive sets of firm resources and capabilities on different aspects of export venture performance and even less the role of their interactions. This study examines the impact of experience, scale of operation
... It is related to market intelligence generation, export assistance, and market research proce... more ... It is related to market intelligence generation, export assistance, and market research processes that aim to improve firm understanding of the dynamics of the particular export market (Leonidou and Theodosiou 2004; Souchon and Diamantopoulos 1996). ...
... advantage; and (3) offer industrial exporters and public policy makers a set of guidelines fo... more ... advantage; and (3) offer industrial exporters and public policy makers a set of guidelines for designing ... from the distinct stream of research on the role that firm and managerial characteristics and competencies play in influencing export development and success [1 and 14]. ...
Http Dx Doi Org 10 1080 0267257x 1995 9964361, May 6, 2010
ABSTRACT Following a review of the export marketing literature, and in light of certain important... more ABSTRACT Following a review of the export marketing literature, and in light of certain important gaps observed in this area, the focus of this study is an investigation of problems facing the ongoing exporting activities of indigenous manufadurers in a small European country An attempt is made specifically to examine the existence of potentially significant differences in perceptions of exporting problems between two distina exporter categories in terms of export development The findings suggest that the most important export problems experienced by those firms were associated with the intensity of competition in export markets and the lack of effective national export policies The study also reveals several significant differences in perceived export problems between the two exporter classes Avenues for future research are discussed along with the limitations of the study, and managerial and public policy implications of the findings highlighted
Http Dx Doi Org 10 1080 0267257x 1997 9964462, May 6, 2010
ABSTRACT While there are many studies of domestic distribution channel behaviour, there is far le... more ABSTRACT While there are many studies of domestic distribution channel behaviour, there is far less empirical research relating to the behavioural dimensions of cross‐cultural buyer‐seller interactions. The focus of this study is on the role of a company's export development in influencing the amount of power exercised by exporters in relationships with overseas customers. Specifically, an attempt is made: to examine exporting manufacturer power exercised in trading relationships with overseas distributors; and, to identify differences between two distinct exporter categories in terms of degree of internationalisation, with regard to the level of manufacturer power exercised in such business relationships. Eighty‐seven Greek manufacturer‐German overseas distributor relationships have been studied from the manufacturer's perspective. The findings suggest there are significant differences in the level of manufacturers' exercised power, based on the level of export development. These findings have significant implications for managers, public policy makers, and researchers in the field of exporter internationalisation.
... economic situation (Martin 1992) Theoret-ically, no prohibitive obstades exist for such count... more ... economic situation (Martin 1992) Theoret-ically, no prohibitive obstades exist for such countries not to be involved in export trade, especially when many of them are producers of scarce raw materials or unique manufactured products (Domínguez and Sequeira 1993) It is ...
ABSTRACT While there are many studies of domestic distribution channel behaviour, there is far le... more ABSTRACT While there are many studies of domestic distribution channel behaviour, there is far less empirical research relating to the behavioural dimensions of cross‐cultural buyer‐seller interactions. The focus of this study is on the role of a company's export development in influencing the amount of power exercised by exporters in relationships with overseas customers. Specifically, an attempt is made: to examine exporting manufacturer power exercised in trading relationships with overseas distributors; and, to identify differences between two distinct exporter categories in terms of degree of internationalisation, with regard to the level of manufacturer power exercised in such business relationships. Eighty‐seven Greek manufacturer‐German overseas distributor relationships have been studied from the manufacturer's perspective. The findings suggest there are significant differences in the level of manufacturers' exercised power, based on the level of export development. These findings have significant implications for managers, public policy makers, and researchers in the field of exporter internationalisation.
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Papers by Anna Kaleka