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Cited by 2,152

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Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures

Cavusgil, S. Tamer, Zou, Shaoming·1994·Journal of Marketing
DOI 10.1177/002224299405800101
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Abstract

The relationship between marketing strategy and performance has been well documented in the domestic marketing context. However, empirical work in the context of export marketing has been fragmented. The authors investigate the marketing strategy-performance relationship in the context of export ventures. The study differs from previous export marketing studies in that (1) a comprehensive set of potential determinants of export market performance is considered; (2) the unit of analysis is the individual product-market export venture, rather than the firm or a business division; and (3) the analysis is based on in-depth personal interviews. The authors propose a conceptual framework of export marketing strategy and performance and test it by path analysis. The results support the contention that export marketing strategy, firm's international competence, and managerial commitment are the key determinants of export performance. Export marketing strategy is influenced by internal (firm and product characteristics) and external factors (industry and export market characteristics). They then discuss implications for management and further research.

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Citations

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Metadata

Authors
Cavusgil, S. T., & Zou, S.
Venue
Journal of Marketing
Publisher
SAGE Publications
Published
1994-01
Volume
58
Issue
1
Pages
1-21
ISSN
  • 0022-2429 (ISSN-L)
  • 1547-7185
DOI
10.1177/002224299405800101
OpenAlex
W2158929402
Cited by
2,152
References
2
FWCI
94.96
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)

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Cavusgil, S. T., & Zou, S. (1994). Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures. Journal of Marketing. https://doi.org/10.1177/002224299405800101

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