Assadinia, S, Boso, N, Hultman, KGM orcid.org/0000-0003-1771-8898 et al. (1 more author) (2019) Do Export Learning Processes Affect Sales Growth in Exporting Activities? Journal of International Marketing, 27 (3). pp. 1-25. ISSN 1069-031X
Abstract
The understanding of experiential learning through export learning process (XLP), and its outcomes, is limited in the international marketing literature. Using multisource, time-lagged data of exporting firms in the United Kingdom and China, this study finds that XLP is positively associated with marketing strategy adaptation for both U.K. and Chinese exporters. Results suggest contrasting moderating effects of experiential knowledge resources (i.e., psychic dispersion, multinationality, and duration) and strategy adaptation on the relationship between XLP and export sales growth in the two samples. In the U.K. sample, the authors observe a positive moderation effect of psychic dispersion and negative moderation effects of multinationality and duration. For the China sample, they find the exact opposite pattern of moderation effects for the experiential knowledge resources. Marketing strategy adaptation plays a negative moderation role in the China sample but has no such effect in the U.K. sample. The study has implications for theory development on, and the productive management of, processes of learning export management.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © American Marketing Association 2019. This is an author produced version of a paper published in the Journal of International Marketing. Uploaded in accordance with the publisher's self-archiving policy. |
Keywords: | experiential knowledge, export learning process, export sales growth, knowledge-based view, marketing strategy adaptation |
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: | 17 Apr 2019 14:16 |
Last Modified: | 13 Aug 2019 14:59 |
Status: | Published |
Publisher: | SAGE |
Identification Number: | 10.1177/1069031X19848425 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:145097 |