The Impact of International Marketing on Improving the Export Performance of Agricultural Exporting Companies
محورهای موضوعی :
Agriculture Marketing and Commercialization
Mitra Tavassoli
1
,
Naser AZAD
2
1 - 1PhD student in Business Management, South Tehran Branch, Islamic Azad University, Tehran, Iran.
2 - Faculty member of Islamic Azad University, South Tehran Branch, Department of Business Management, Tehran, Iran
تاریخ دریافت : 1399/08/15
تاریخ پذیرش : 1400/04/14
تاریخ انتشار : 1400/09/10
کلید واژه:
Firm Size,
Communication,
Customer Orientation,
export performance,
Behavioral commitment,
چکیده مقاله :
The introduction and methodology of research state that the impact of international marketing on the improvement of export performance of agricultural exporting companies. The study population is managers, deputies, supervisors, and agricultural exporting companies in Iran. In the study168 people participated by random sampling method. This study is a descriptive survey design. The study measures are customer orientation, behavioral commitment, communication, export performance (margin, capability of payment and complaints), firm size, environmental uncertainties, and Length of the relationship. The reliability and content, face, and construct validity are evaluated using Cronbach’s alpha and confirmatory factor analysis. The results showed acceptable reliability and validity of measures. In order to analyze data, the path analysis method was used with LISREL software. The results showed that the effect of customer orientation on relationship and behavioral commitment and the effect of communication have positive and significant on behavioral commitment and export performance. The relationship between clients' orientations has positive and significant on improving export performance. The effect of the relationship and size of the firm has positive and significant on the earnings but it affects the ability to pay and complaints have a positive and significant on the environmental ambiguity of earnings and complaints but it has an effect on the ability.
منابع و مأخذ:
Adu-Gyamfi, N., & Korneliussen, T. (2013). Antecedents of export performance: the case of an emerging market. International Journal of Emerging Markets, 8(4), 354-372.
Alteren, G., & Tudoran, A. A. (2016). Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication. International Business Review.
Auh, S., & Menguc, B. (2005b). Top management team diversity and innovativeness: The moderating role of interfunctional coordination. Industrial Marketing Management, 34(3), 249–261.
Auh, S., & Menguc, B. (2005b). Top management team diversity and innovativeness: The moderating role of interfunctional coordination. Industrial Marketing Management, 34(3), 249–261.
Barney, J. (2001): “Is the Resource-based View a useful perspective for Strategic Management research? Yes”, Academy of Management Review, vol. 26, pp. 41-56.
Bloemer, J., Pluymaekers, M., & Odekerken, A. (2013). Trust and affective commitment as energizing forces for export performance. International Business Review, 22(2), 363-380.
Brady, M. K., & Cronin Jr, J. J. (2001). Some new thoughts on conceptualizing perceived service quality: a hierarchical approach. Journal of marketing, 65(3), 34-49.
Cavusgil, S. T., & Zou, S. (1994). Marketing strategy-performance relationship: an investigation of the empirical link in export market ventures. The Journal of Marketing, 1-21.
Coote, L. V., Forrest, E. J., & Tam, T. W. (2003). An investigation into commitment in non-Western industrial marketing relationships. Industrial Marketing Management, 32(7), 595-604.
Deshpandé, R., Farley, J. U., & Webster Jr, F. E. (1993). Corporate culture, customer orientation, and innovativeness in Japanese firms: a quadrad analysis. The journal of Marketing, 23-37.
Diana Escandon-Barbosaa, Josep Rialp Criadob, Sascha,Fuerstc,Augusto,Rodriguez-Orejuelad Geovanny Castro-Aristizabala.(2019). Born global: the influence of international orientation on export performance, Heliyon,Volume 5, Issue 11.
Dionysis Skarmeasa, , Athina Zeritib, Paraskevas Argouslidisa.(2017). Importer and exporter capabilities, governance mechanisms, and environmental factors determining customer-perceived relationship value, Industrial Marketing Management.
Fatahi, Delsuz; Hassani, Seyed Reza; Hashemi, Seyed Reza.( 2014). The evaluation of the effect of effective commitment, continuous commitment and trust as powerful factors on export performance (Case study: Exporting companies of Kermanshah city), International conference of management in the 21th century.
Gatignon H, Xuereb J-M. (1997). Strategic orientation of the firm and new product performance. Journal of Marketing Research, 34(February):77– 90.
Haltiwanger, J., Scarpetta, S., & Schweiger, H. (2014). Cross country differences in job reallocation: the role of industry, firm size and regulations. Labour Economics, 26, 11-25.
Huda Khan ,ZaheerKhan.(2021). The efficacy of marketing skills and market responsiveness in marketing performance of emerging market exporting firms in advanced markets: The moderating role of competitive intensity, International Business Review, https://doi.org/10.1016/j.ibusrev..101860.
Jacobs,Glenda.(2008).ConstructingCorporate Commitment Amongst Remote Employees,A Disposition and Predisposition Approach. Corporate communications:an international Journal, 13:1.
Kaleka, A., & Berthon, P. (2006). Learning and locale: The role of information, memory and environment in determining export differentiation advantage. Journal of Business Research, 59(9), 1016-1024.
Kim, K., & Frazier, G. L. (1997). On distributor commitment in industrial channels of distribution: a multicomponent approach. Psychology & Marketing, 14(8), 847-877.
Korkmaz, M., Kılıç, B., Yücel, A. S., & Aksoy, M. (2014). An Analysis of Orthopedists and Physiatrists’ Perceptions of Organizational Culture, Organizational Commitment and Leadership In Terms of Some Variables.
LaBahn, D. W., & Harich, K. R. (1997). Sensitivity to national business culture: effects on US-Mexican channel relationship performance. Journal of international Marketing, 29-51.
Lengler, J. F., Sousa, C. M., & Marques, C. (2014). Examining the relationship between market orientation and export performance: The moderating role of competitive intensity. Ruey-Jer “Bryan” Jean, Jyh-Shen Chiou, Shaoming Zou (ed.) Advances in International Marketing (Advances in International Marketing, Volume 24) Emerald Group Publishing Limited, 24, 75-102.
Leonidou, L. C., Fotiadis, T. A., Christodoulides, P., Spyropoulou, S., & Katsikeas, C. S. (2015). Environmentally friendly export business strategy: Its determinants and effects on competitive advantage and performance. International Business Review.
Lin, K. H., Huang, K. F., & Peng, Y. P. (2014). Impact of export market orientation on export performance: A relational perspective. Baltic Journal of Management, 9(4), 403-425.
Madani, Hossein; Zahedi, Mohamamd Javad. 2005. Determine priorities of effective factors on organizational commitment of employees. Case study in gas refinement companies and Bidboland. Journal of sociology of Iran. Sixth period. 1, p. 3-33.
Meyer, J. P., & Allen, N. J. (1991). A three-component conceptualization of organizational commitment. Human Resource Management Review, 1, 64–89.
Navarro, A., Acedo, F. J., Losada, F., & Ruzo, E. (2019). Integrated model of export activity: Analysis of heterogeneity in managers’ orientations and perceptions on strategic marketing management in foreign markets. The Journal of Marketing Theory and Practice, 19(2):187–204.
Navarro-García, A., Arenas-Gaitán, J., & Rondán-Cataluña, F. J. (2014). External environment and the moderating role of export market orientation. Journal of Business Research, 67(5), 740-745.
Nes, E. B., Solberg, C. A., & Silkoset, R. (2007). The impact of national culture and communication on exporter–distributor relations and on export performance. International Business Review, 16(4), 405-424
Nobel, P. S., Waisel, Y., Eshel, A., & Kafkafi, U. (2002). Ecophysiology of roots of desert plants, with special emphasis on agaves and cacti. Plant roots: the hidden half, (Ed. 3), 961-973.
Rodriguez, C. M., Wise, J. A., & Martinez, C. R. (2013). Strategic capabilities in exporting: an examination of the performance of Mexican firms. Management Decision, 51(8), 1643-1663.
Sarughi, Ahmad. 1996. Organizational commitment and its relationship with leaving organization. Journal of administrative management. No. 35,j p. 65.73.
Shimp, Terrence A. (1999), Advertising and Promotion: Supplemental Aspects of Integrated Marketing Communications, 5th ed., Fort Worth: The Dryden Press.
Singh, D. A. (2009). Export performance of emerging market firms. International Business Review, 18(4), 321-330.
Villar, C., Alegre, J., & Pla-Barber, J. (2014). Exploring the role of knowledge management practices on exports: A dynamic capabilities view. International Business Review, 23(1), 38-44
