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Executive Insights: Exporting Services to Southeast Asia: Lessons from Australian Knowledge-Based Service Exporters

Published on Dec 1, 2005in Journal of International Marketing 3.38
· DOI :10.1509/jimk.2005.13.4.104
Chris Styles23
Estimated H-index: 23
(USYD: University of Sydney),
Paul G. Patterson38
Estimated H-index: 38
(UNSW: University of New South Wales),
Vinh Q. La3
Estimated H-index: 3
(UNSW: University of New South Wales)
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Abstract
Abstract Despite the growing importance of service exports in the world economy, there is limited research into the unique success factors in this sector. This article reports the key lessons from 17 Australian exporters of knowledge-based services (e.g., market research, legal, advertising, engineering) that conduct business in Southeast Asia. The authors selected the cases in accordance with Patterson and Cicic's (1995) classification scheme, which recognizes key differences across service types. Analysis of the data shows that though there are some common success factors across service types, services characterized by high tangibility on the one hand and low tangibility on the other hand derived additional success factors on the basis of their tangible and intangible assets, respectively. Furthermore, the performance of firms with high face-to-face contact during service manufacturing and delivery was enhanced by personnel-related factors. This suggests a “contingency guide” to knowledge-based service ...
  • References (25)
  • Citations (34)
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References25
Newest
Published on Apr 12, 2013in International Marketing Review 3.45
Naresh K. Malhotra11
Estimated H-index: 11
,
Francis M. Ulgado11
Estimated H-index: 11
+ 1 AuthorsImad B. Baalbaki9
Estimated H-index: 9
Discusses and applies a general framework for services quality to make a comparative evaluation of ten dimensions of service quality between developed and developing countries. Derives specific hypotheses for each of the service quality dimensions based on the relevant environmental factors characterizing developed and developing economies. Discusses managerial implications of the hypotheses that are derived, and proposes the empirical investigation of these hypotheses as a direction for future ...
Published on Mar 1, 2006in International Marketing Review 3.45
Chris Styles23
Estimated H-index: 23
(USYD: University of Sydney),
Richard Seymour7
Estimated H-index: 7
(USYD: University of Sydney)
Purpose – Entrepreneurship is a growing phenomenon in world markets. In response, the past two decades have seen increasing attention given to research and theory development in the area of international entrepreneurship. However, contributions from marketing scholars have been minimal. The purpose of this paper is to define the emerging research field of international entrepreneurship and to explore opportunities for contribution to that field from marketing scholars.Design/methodology/approach...
Published on Jan 1, 2004in Australasian Marketing Journal (amj)
Paul G. Patterson38
Estimated H-index: 38
The globalization of business has created increased opportunities for the export of a wide range of services. However to date, no study has examined the attitudes, motives and characteristics that propel some service firms to embark on an internationalization path. This study of three hundred and fifty Australian service enterprises examines perceptions and attitudes towards exporting. A theoretical model was developed based on the Resourced Based View, the Theory of Reasoned Action and the Stag...
Published on Feb 1, 2003in International Small Business Journal 3.71
Sylvie Chetty25
Estimated H-index: 25
(Massey University),
Colin Campbell-Hunt12
Estimated H-index: 12
(University of Otago)
Published on Jan 1, 2003in MIT Sloan Management Review 2.20
Michael H. Zack19
Estimated H-index: 19
Many companies have embraced the notion that to operate effectively in today's economy, it is necessary to become a knowledge-based organization. But few truly understand what that means or how to carry out the changes required to bring it about. Perhaps the most common misunderstanding is the view that the more a company's products or services have knowledge at their core, the more the organization is, by definition, knowledge based. But products and services are only what are visible or tangib...
Published on Apr 1, 2002in Academy of Management Review 10.63
Sara L. Mcgaughey1
Estimated H-index: 1
The rise of the knowledge economy brings to the foreground questions of how firms might best capture the value of their intellectual assets. In this article I introduce the notion of strategic interventions in intellectual asset flows designed to influence the level and composition of intellectual asset scarcity, with implications for firm performance. I also present propositions that explain and predict how contingencies at differing levels of analysis influence the choice of strategic interven...
Published on Feb 1, 2001in Journal of Marketing Research 4.20
Paul D. Ellis19
Estimated H-index: 19
(PolyU: Hong Kong Polytechnic University),
Anthony Pecotich17
Estimated H-index: 17
(UWA: University of Western Australia)
Abstract The authors examine the influence of antecedent social ties on export behavior in an exploratory cross-case investigation of a sample of small and medium-sized exporters drawn from different industries. Data pertaining to 31 export market entries support the view that decision makers’ cosmopolitanism has a significant influence on the initiation of exports.
Published on Dec 1, 2000in Australian Journal of Management 1.18
Chris Styles23
Estimated H-index: 23
(UNSW: University of New South Wales),
Francis Chittenden35
Estimated H-index: 35
(LBS: London Business School)
The impact of relational variables on export performance is tested across two countries—the UK and Australia. The key drivers are shown to he two kinds of commitment: to the market (country), and to the relationship with the distributor, both of which begin with experiential data gathering, or social learning. The constructs are operationalised and tested with data from the early stages of export ventures by small and medium sized enterprises (SMEs). The results support the importance of socia...
Published on Dec 1, 2000in Journal of Services Marketing 2.42
Michael D. Clemes14
Estimated H-index: 14
(Canterbury of New Zealand),
Diane A. Mollenkopf18
Estimated H-index: 18
(Canterbury of New Zealand),
Darryl Burn1
Estimated H-index: 1
(Wellington Management Company)
Focuses on the commonly cited marketing problems that arise from the special characteristics of services. Empirically tests for the differing impact of these problems among service organizations, by assessing marketing managers’ perceptions about the problems that their organizations face. Results suggest that managers from three main service typologies (based on Silvestro et al’s 1992 classification scheme) do perceive differences in the degree of impact the problems have on their organizations...
Published on Dec 1, 1999in Journal of International Marketing 3.38
Nicole Coviello29
Estimated H-index: 29
(U of C: University of Calgary),
A Kristina1
Estimated H-index: 1
,
M. Martin1
Estimated H-index: 1
Internationalization traditionally has been examined using a single theoretical framework in the context of large manufactur- ing firms. The authors argue that it is more relevant to examine foreign direct investment (FDI) theory (including transaction cost analysis), the stage models of internationalization, or net- work theory in an integrated and holistic manner. Using case studies of four New Zealand-based engineering consulting firms classified as small or medium-sized enterprises (SMEs), t...
Cited By34
Newest
Published on Jun 1, 2019in Industrial Marketing Management 4.78
Jay Weerawardena21
Estimated H-index: 21
(UQ: University of Queensland),
Sandeep Salunke4
Estimated H-index: 4
(QUT: Queensland University of Technology)
+ 2 AuthorsPeter W. Liesch23
Estimated H-index: 23
(UQ: University of Queensland)
Abstract We examine the role of learning firm-specific advantages of small and medium size (SME) service firms in their internationalization. We focus on technical services that have received limited scholarly attention. We theorize that innovative born global firms build a set of capabilities in market, internal and relational learning that will provide new knowledge configurations to undertake technical and administrative innovations. Adopting an organizational sub-system view, we posit that m...
Published on Mar 1, 2018in Journal of Financial Services Marketing
Craig C. Julian16
Estimated H-index: 16
(SCU: Southern Cross University)
The objective of this paper is to provide a theoretical framework to study the relationship between host country government policy, market and technological turbulence, competitive intensity and export marketing performance in the financial services sector using Dunning’s (J Int Bus Stud 11(1): 9–31, 1980) eclectic paradigm. A literature review is used to define and set out the main conceptual framework and propositions for further research. A better understanding of the factors that contribute ...
Published on Feb 12, 2018in International Marketing Review 3.45
Lori Radulovich4
Estimated H-index: 4
(Baldwin Wallace University),
Rajshekthar G. Javalgi32
Estimated H-index: 32
(CSU: Cleveland State University),
Robert F. Scherer3
Estimated H-index: 3
(UAH: University of Alabama in Huntsville)
Purpose The purpose of this paper is to empirically examine the relationships between the drivers of economic growth in emerging markets to include entrepreneurial orientation (EO), human capital (HC), relational capital (RC), and international performance (IP). Design/methodology/approach Data were collected from 199 small- to medium-sized Indian professional service entrepreneurs that employ less than 500 employees and engage in international business. Given the multidimensional nature of IP, ...
Published on Jan 1, 2016in Journal of Management in Engineering 3.27
Weiyan Jiang4
Estimated H-index: 4
,
Xin Hu5
Estimated H-index: 5
+ 1 AuthorsJohnny Wong19
Estimated H-index: 19
AbstractConstruction professional service (CPS) in the international arena has been very competitive despite that the industry is proliferating at a high rate. To excel in international business, CPS firms have the importance of building overseas competition strategies on a proper understanding of the international CPS (I-CPS) market. However, subject to borderless trade, information technology–based networking, global outsourcing, and changing forms of procurement, the I-CPS market structure ha...
Published on Sep 1, 2015in Journal of International Marketing 3.38
Ekaterina Nemkova6
Estimated H-index: 6
(University of Nottingham),
Anne L. Souchon16
Estimated H-index: 16
(Lboro: Loughborough University)
+ 1 AuthorsMilena Micevski7
Estimated H-index: 7
(Lboro: Loughborough University)
Abstract Exporting enables organizations to diversify risk and generate multiple income streams. In turn, the ability to make good export decisions is purported to be a main determinant of performance. Although substantive export decisions are well researched, little is known about how export decisions should be made in practice and whether different decision-making approaches should be combined. This study addresses this gap using decision theory; the authors assess the interaction of planning ...
Published on May 4, 2014in Construction Management and Economics
Carol Jewell7
Estimated H-index: 7
(University of Reading),
Roger Flanagan17
Estimated H-index: 17
(University of Reading),
Weisheng Lu27
Estimated H-index: 27
(HKU: University of Hong Kong)
Construction professional service (CPS) firms sell expertise and provide innovative solutions for projects founded on their knowledge, experience, and technical competences. Large CPS firms seeking to grow will often seek new opportunities in their domestic market and overseas by organic or inorganic growth through mergers, alliances, and acquisitions. Growth can also come from increasing market penetration through vertical, horizontal, and lateral diversification. Such growth, hopefully, leads ...
Published on Apr 8, 2014in International Marketing Review 3.45
Joanne Freeman2
Estimated H-index: 2
(University of the Sunshine Coast),
Chris Styles23
Estimated H-index: 23
Purpose – The purpose of this paper is to build on the resource-based view to analyze the influence of location effects on a firm's ability to develop export-related resources and capabilities which then impacts on export performance. Design/methodology/approach – To test the proposed hypotheses, a sample of small-to-medium exporting firms located in Australia is analyzed using partial least squared modeling. Findings – The findings show that access to location specific advantages (i.e. access t...
Published on Jan 1, 2014
Lori Radulovich4
Estimated H-index: 4
,
Rajshekthar G. Javalgi32
Estimated H-index: 32
,
Robert F. Scherer3
Estimated H-index: 3
The tremendous growth of emerging markets has captured the attention of the world. Global trade in emerging economies continues to expand (UNCTAD, 2009a).1,2,3 For instance, when developed markets experienced negative GDP growth in 2009, India reported growth of 5%, and China’s GDP grew by 7.8%. Service trade, a dominant component of world trade (WTO, 2009), has increased on average 10% per year since 2000 with notable growth from the emerging market of India (UNCTAD, 2009a; WTO, 2009). India, w...
Published on Jul 1, 2013in Journal of Management in Engineering 3.27
Weisheng Lu27
Estimated H-index: 27
,
Kunhui Ye14
Estimated H-index: 14
+ 1 AuthorsCarol Jewell7
Estimated H-index: 7
AbstractConstruction professional services (CPSs), such as architecture, engineering, and consultancy, are not only high value-added profit centers in their own right but also have a knock-on effect on other businesses, such as construction and the export of materials and machinery. Arguably, competition in the international construction market has shifted to these knowledge-intensive CPS areas. Yet CPSs represent a research frontier that has received scant attention. This research aims to enric...