Boso, N orcid.org/0000-0001-7043-4793, Adeola, O, Danso, A et al. (1 more author) (2019) The effect of export marketing capabilities on export performance: Moderating role of dysfunctional competition. Industrial Marketing Management, 78. pp. 137-145. ISSN 0019-8501
Abstract
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.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © 2017 Elsevier Inc. This is an author produced version of a paper published in Industrial Marketing Management. Uploaded in accordance with the publisher's self-archiving policy. |
Keywords: | Export marketing capabilities; Export performance; Dysfunctional competition; Business-to-business setting; Sub-Saharan Africa |
Dates: |
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Institution: | The University of Leeds |
Academic Units: | The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS) |
Depositing User: | Symplectic Publications |
Date Deposited: | 12 Sep 2017 10:12 |
Last Modified: | 19 Sep 2019 00:38 |
Status: | Published |
Publisher: | Elsevier |
Identification Number: | 10.1016/j.indmarman.2017.09.006 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:121079 |