The DOI matches its Crossref record; 115 of the 115 references it cites were found in a registry or an index.
When does export customer responsiveness strategy contribute to export market competitive advantage?
Open accessAbstract
Purpose The purpose of this study is to explore the nature of the relationship between export customer responsiveness and export growth. Design/methodology/approach The study uses primary data obtained by questioning over 200 exporting firms. The model constructed predicts the export growth of those firms with export customer responsiveness data, together with a variety of moderator and control variables. The model is assessed using multiple regression. Findings Exporters with higher levels of export customer responsiveness often have higher export sales growth rates than those with lower levels of export customer responsiveness, but not always. For some firms, the opposite is true, such that those with lower levels of export customer responsiveness outperform those with higher levels. Originality/value The study is the first to provide export decision-makers with empirically grounded recommendations regarding (1) when it is advisable to have high export customer responsiveness levels and (2) those situations when firms may benefit from having lower export customer responsiveness levels.
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In the citing paper
“In export marketing, responsiveness to export customers-understood as the ability to sense, interpret, and react to customer needs-has been shown to contribute to export market competitive advantage under certain conditions, reflecting the strategic value of customer-linked capabilities in international competition (11).”
From Developing an Export-Oriented Competitiveness Model for Iranian Hybrid Maize Seed in International Markets Using a Mixed-Methods Approach (2026) · cites this paper as [11]
In the citing paper
“The importance of export planning and competitor monitoring also aligns with research indicating that export customer responsiveness and proactive market orientation significantly enhance export market advantage (11,12).”
From Developing an Export-Oriented Competitiveness Model for Iranian Hybrid Maize Seed in International Markets Using a Mixed-Methods Approach (2026) · cites this paper as [11]
Citations
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Research works printed but not linked: 2
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Cited by
Dankyira, F. K., Essuman, D., Boso, N., Ataburo, H., & Quansah, E. K. (2024) · International Journal of Production Economics · doi:10.1016/j.ijpe.2024.109314 · Cited by 46
Kikumori, M., & Ishii, R. (2023) · Industrial Marketing Management · doi:10.1016/j.indmarman.2023.08.015 · Cited by 16
Unpacking the relationship between export coopetition activities and export sales performance
Crick, J. M., & Crick, D. (2024) · International Marketing Review · doi:10.1108/imr-02-2024-0030 · Cited by 15
Ishii, R., & Kikumori, M. (2024) · International Marketing Review · doi:10.1108/imr-01-2024-0008 · Cited by 11
Differing associations between organizational training types and operational resilience
Ataburo, H., Essuman, D., Mensah, H. K., Aditchere, J., & Nkrumah, P. (2025) · Management Decision · doi:10.1108/md-05-2024-1194 · Cited by 9
Metadata
- Authors
- Miocevic, D., Gnizy, I., & Cadogan, J. W.
- Affiliations
- Ono Academic College (IL)
- Loughborough University (GB)
- Venue
- International Marketing Review
- Publisher
- Emerald
- Published
- 2022-06-07
- Volume
- 40
- Issue
- 3
- Pages
- 497-527
- ISSN
- 0265-1335 (ISSN-L)
- OpenAlex
- W4281888865
- Cited by
- 16
- References
- 114
- Citations by year
- 2026: 3 · 2025: 6 · 2024: 6 · 2023: 1
- FWCI
- 2.43
- Type
- journal article
- Language
- en
- Open access
- green
- figshare.com
- Licence
- cc-by-nc
- www.emerald.com/insight/site-policies (tdm)
- Locations
- International Marketing Review (publishedVersion)
- Figshare (submittedVersion, cc-by-nc)
- Topics
- Social Sciences › Business, Management and Accounting › Strategy and Management › International Business and FDI
- Social Sciences › Economics, Econometrics and Finance › General Economics, Econometrics and Finance › Global trade and economics
- Social Sciences › Business, Management and Accounting › Marketing › Customer Service Quality and Loyalty
- Keywords
- export growth, exporters, international marketing strategy
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
