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The Role of Cultural Intelligence in Marketing Adaptation and Export Performance

Published on Dec 1, 2013in Journal of International Marketing 3.38
· DOI :10.1509/jim.13.0055
Peter Magnusson16
Estimated H-index: 16
(FIU: Florida International University),
Stanford A. Westjohn11
Estimated H-index: 11
(UT: University of Toledo)
+ 2 AuthorsSrdan Zdravkovic9
Estimated H-index: 9
(Bryant University)
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Abstract
This study examines how export manager cultural intelligence (CQ) affects the relationship between marketing-mix adaptation and export performance. From a resource-advantage theory perspective, the authors posit that export man agers’ motivational and metacognitive CQ are intangible but valuable resources that influence marketing strategy and export performance. According to survey data from 153 U.S. exporting firms, export managers’ metacognitive CQ positively moderates the relationship between marketing-mix adaptations and export performance. Furthermore, export managers’ motivational CQ positively moderates the relationship between environmental differences and marketing-mix adaptations. The study adds to the theoretical understanding of the adaptation‐performance relationship and provides valuable guidelines for exporting firms in the recruitment, training, and promotion of export managers.
  • References (63)
  • Citations (50)
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References63
Newest
Published on Dec 1, 2014in Journal of International Marketing 3.38
Athina Zeriti6
Estimated H-index: 6
(Durham University),
Matthew J. Robson16
Estimated H-index: 16
(University of Leeds)
+ 1 AuthorsConstantinos N. Leonidou18
Estimated H-index: 18
(University of Leeds)
Despite the growing global importance of sustainability issues, scant research has examined marketing strategy sustainability issues in international settings. Although significant prior work has examined drivers and performance consequences of adaptation/standardization of marketing strategies in international markets, researchers have yet to apply this avenue of inquiry to sustainable marketing strategies. Building on contingency theory and the concept of strategic fit, the authors develop a m...
Published on Sep 1, 2014in Journal of International Marketing 3.38
David A. Griffith44
Estimated H-index: 44
(Lehigh University),
Boryana V. Dimitrova4
Estimated H-index: 4
(Drexel University)
Abstract Psychic distance is a key element in the field of international marketing. Unfortunately, the literature exhibits a lack of consistency with respect to its effects. To help increase understanding of the influence of psychic distance, the authors investigate business and cultural psychic distance as separate constructs. They develop a model in which an export manager's business and cultural psychic distance influences the structuring of the export relationship (i.e., whether it has compl...
Published on Sep 1, 2014in Journal of International Marketing 3.38
Abdul R. Ashraf6
Estimated H-index: 6
(UNSW: University of New South Wales),
Narongsak (Tek) Thongpapanl13
Estimated H-index: 13
(CMU: Chiang Mai University),
Seigyoung Auh29
Estimated H-index: 29
(ASU: Arizona State University)
Abstract Global usage of the Internet has increased remarkably in the past few decades, thus necessitating a better understanding of e-commerce adoption across cultures. Against this backdrop, this study contributes to the existing technology adoption and acceptance literature in the following ways. First, the authors develop an extended technology acceptance model that incorporates trust and perceived behavioral control and examine it in settings outside the United States to better understand t...
Published on Jun 1, 2014in Journal of International Marketing 3.38
Arjen Slangen17
Estimated H-index: 17
(EUR: Erasmus University Rotterdam),
Desislava Dikova10
Estimated H-index: 10
Abstract International marketing studies have extensively examined the antecedents of firms' marketing standardization/adaptation decisions. However, it is unclear whether such decisions, once planned, codetermine the choice between buying and building foreign subsidiaries. Analyzing a sample of 150 foreign entries by Dutch firms, the authors find that the level of marketing adaptation planned for a wholly owned subsidiary is positively related to the likelihood that the subsidiary will be estab...
Published on Jun 1, 2014in Journal of International Marketing 3.38
Leonidas C. Leonidou38
Estimated H-index: 38
(UCY: University of Cyprus),
Saeed Samiee32
Estimated H-index: 32
(TU: University of Tulsa)
+ 1 AuthorsMichael A. Talias10
Estimated H-index: 10
(OU: Open University)
Abstract The authors identify, synthesize, and evaluate antecedents, components, and outcome factors of exporter–importer relationship quality following a meta-analysis of the extant empirical studies on the subject. Using information extracted from a content analysis of 76 empirical studies, they propose and test an integrative conceptual model comprising five antecedents (i.e., opportunism, conflict, communication, distance, and adaptation) and two outcomes (i.e., relational performance and fi...
Published on Oct 1, 2013in Management International Review 2.69
Qun Tan4
Estimated H-index: 4
(Durham University),
Carlos M. P. Sousa18
Estimated H-index: 18
(Durham University)
Throughout the past four decades, researchers have examined several antecedents and consequences of international marketing program standardization. However, the findings reported in the literature are too fragmented to yield clear insights. To address this issue, the authors conduct a meta-analysis to quantitatively synthesize and analyze the empirical findings on antecedents and consequences of international marketing program standardization. The empirical results reported in this study have b...
Published on Apr 3, 2013
Joseph F. Hair41
Estimated H-index: 41
,
G. Tomas M. Hult60
Estimated H-index: 60
+ 1 AuthorsMarko Sarstedt43
Estimated H-index: 43
Chapter 1: An Introduction to Structural Equation Modeling What Is Structural Equation Modeling? Considerations in Using Structural Equation Modeling Structural Equation Modeling With Partial Least Squares Path Modeling PLS-SEM, CB-SEM, and Regressions Based on Sum Scores Organization of Remaining Chapters Chapter 2: Specifying the Path Model and Examining Data Stage 1: Specifying the Structural Model Stage 2: Specifying the Measurement Models Stage 3: Data Collection and Examination Case Study ...
Published on Feb 18, 2013in International Marketing Review 3.45
David A. Griffith44
Estimated H-index: 44
(Lehigh University),
Jessica J. Hoppner7
Estimated H-index: 7
(GMU: George Mason University)
Purpose – Although a great deal of research has focused on global marketing strategy development and implementation, little research has focused on the global marketing managers charged with the responsibilities of developing and implementing such strategy. The aim of this paper is to develop a model that identifies a set of soft skills that have the ability to increase the effectiveness of global marketing managers in making the tactical adaptations necessary to develop and implement global mar...
Published on Dec 1, 2012in Journal of Retailing 3.67
Scott B. MacKenzie47
Estimated H-index: 47
(IU: Indiana University Bloomington),
Philip M. Podsakoff53
Estimated H-index: 53
(IU: Indiana University Bloomington)
There is a great deal of evidence that method bias influences item validities, item reliabilities, and the covariation between latent constructs. In this paper, we identify a series of factors that may cause method bias by undermining the capabilities of the respondent, making the task of responding accurately more difficult, decreasing the motivation to respond accurately, and making it easier for respondents to satisfice. In addition, we discuss the psychological mechanisms through which these...
Roy Y. J. Chua14
Estimated H-index: 14
(Harvard University),
Michael W. Morris49
Estimated H-index: 49
(Columbia University),
Shira Mor7
Estimated H-index: 7
(Columbia University)
We propose that managers adept at thinking about their cultural assumptions (cultural metacognition) are more likely than others to develop affect-based trust in their relationships with people from different cultures, enabling creative collaboration. Study 1, a multi-rater assessment of managerial performance, found that managers higher in metacognitive cultural intelligence (CQ) were rated as more effective in intercultural creative collaboration by managers from other cultures. Study 2, a soc...
Cited By50
Newest
Published on Jan 7, 2019
Martin Mabunda Baluku2
Estimated H-index: 2
(MUK: Makerere University),
Julius Fred Kikooma2
Estimated H-index: 2
(MUK: Makerere University)
+ 2 AuthorsKathleen Otto13
Estimated H-index: 13
The purpose of this paper is to assess the impact of personal cultural orientation and behavioral aspect of cultural intelligence on subjective success in self-employment in a multi-ethnic context. Based on Sharma (J Acad Mark Sci 38: 787–806, 2010) taxonomy of personal cultural orientations, the paper examines the impact of interdependence and social inequality orientations on subjective success in self-employment (measured in terms of job satisfaction). Self-employed individuals working in mul...
Published on Apr 15, 2019in Journal of International Marketing 3.38
Shahin Assadinia1
Estimated H-index: 1
,
Nathaniel Boso9
Estimated H-index: 9
+ 1 AuthorsMatthew J. Robson16
Estimated H-index: 16
Our understanding of experiential learning via export learning process, and its outcomes, is limited in the international marketing literature. Using multi-source, time-lagged data of exporting firms in the United Kingdom (U.K.) and China, this study finds that export learning process 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, multina...
Published on Jun 12, 2019in International Marketing Review 3.45
Yoel Asseraf3
Estimated H-index: 3
(Ruppin Academic Center),
Aviv Shoham35
Estimated H-index: 35
(University of Haifa)
Published on Jun 1, 2019in Journal of International Marketing 3.38
Nicholas G. Paparoidamis8
Estimated H-index: 8
,
Nicholas G. Paparoidamis + 0 AuthorsConstantinos N. Leonidou18
Estimated H-index: 18
Intercultural service encounters, in which customers and service employees from different cultures interact, are becoming more common in the market. Despite the importance of such encounters for international marketers, limited research attention has been directed to this area. Drawing on social exchange theory, this study examines how frontline employees’ cultural intelligence (CQ) influences customer loyalty outcomes of service quality perceptions. Specifically, the authors propose that the th...
Published on May 14, 2019
Nguyen Anh Khoa Dam , Thang Le Dinh7
Estimated H-index: 7
(Université du Québec à Trois-Rivières)
+ 0 AuthorsWilliam Menvielle
The internationalization process has been constantly moving with an exceptional transformation led by the digital era. In order to face the challenges of the internationalization, enterprises need to understand thoroughly the new business environment, including foreign markets and customer insights to offer innovative products and services. Indeed, big data as the new source of knowledge helps enterprises convert business information into competitive advantages in the global market. Although the...
Published on Apr 8, 2019in International Marketing Review 3.45
Yoel Asseraf3
Estimated H-index: 3
(Ruppin Academic Center),
Luis Filipe Lages20
Estimated H-index: 20
(NOVA: Universidade Nova de Lisboa),
Aviv Shoham35
Estimated H-index: 35
(University of Haifa)
Purpose The purpose of this paper is to develop and empirically test a new conceptualization of international marketing agility (IMA). Importantly, the empirical test includes agility’s drivers, outcomes and boundary conditions for its impact on international market performance. Design/methodology/approach The authors draw on the resource-based view and dynamic capabilities theories to develop a model and test it quantitatively via structural equation modeling with survey data from 195 Israeli e...
Published on Apr 1, 2019in Business Process Management Journal
Ilan Alon26
Estimated H-index: 26
,
Shan Chen1
Estimated H-index: 1
(Polytechnic University of Milan),
Marco Mandolfo1
Estimated H-index: 1
(Polytechnic University of Milan)
Purpose The purpose of this paper is to discuss China’s New Silk Road initiative as an opportunity for European small and medium-sized enterprises (SMEs) to export to Chinese market. It offers research propositions on redefining the business process of European SMEs and Chinese importers in light of the initiative. Design/methodology/approach SMEs’ export barriers, particularly in SCM and marketing, are identified through literature review. Then they are discussed in accordance with the measures...
Published on Dec 1, 2018in Business Strategy and The Environment 6.38
Yunhui Zhao1
Estimated H-index: 1
(Inner Mongolia University of Finance and Economics),
Taiwen Feng2
Estimated H-index: 2
(HIT: Harbin Institute of Technology),
Hongbo Shi1
Estimated H-index: 1
(HIT: Harbin Institute of Technology)
Although the importance of external involvement has been recognized, under what conditions it is more effective is still unclear. To address this research gap, this study explores the moderating roles of three dimensions of environmental uncertainty on the relationship between external involvement and green product innovation based on contingency theory and organizational information processing theory. We examine the research hypotheses employing survey data collected from 198 Chinese manufactur...
Published on Sep 1, 2018in International Journal of Intercultural Relations 1.71
Fang Fang1
Estimated H-index: 1
(NHH: Norwegian School of Economics),
Vidar Schei8
Estimated H-index: 8
(NHH: Norwegian School of Economics),
Marcus Selart16
Estimated H-index: 16
(NHH: Norwegian School of Economics)
Abstract Cultural intelligence (CQ), the capability by which expatriates, managers, and others involved in cross-cultural interactions function effectively in a globalized world, was introduced in 2002 and has garnered wide attention recently. In this paper, we present a detailed and up-to-date review of 142 empirical articles in the CQ research field. We first examine the concept of CQ, including its definition, structure, measurement, and validity. We then review the vast number of empirical s...
Rachel Lam1
Estimated H-index: 1
(PolyU: Hong Kong Polytechnic University),
Catherine Cheung19
Estimated H-index: 19
(PolyU: Hong Kong Polytechnic University)
ABSTRACTIn a culturally diverse hospitality context, service employees are expected to perform high levels of culturally acceptable behaviour to culturally different guests during times of service interaction to boost guest satisfaction. Unarguably, cultural intelligence (CQ) is pivotal to both service employees and hospitality organisations. The present study aims to investigate of hotel service employees’ CQ by employing a 14-item Cultural Intelligence Scale (CQS) in a questionnaire survey. A ...