Export intensity and marketing in transition economies : evidence from China

Paul D. ELLIS, Howard DAVIES, Hiu Kan, Ada WONG

Research output: Journal PublicationsJournal Article (refereed)peer-review

34 Citations (Scopus)

Abstract

Firms in transition economies face a common adaptation problem of having to compete within increasingly marketized environments. This creates a need for managers to learn skills associated with marketing, such as those pertaining to the development of new and better products. Although distance is usually a barrier to learning, we propose that in exchange situations involving transition economy firms, the benefits of long-distance trade may outweigh the costs of knowledge acquisition. We find support for this proposition in this study by establishing a link between the export intensity of Chinese exporters and their acquisition of marketing know-how. We also find evidence that the marketing knowledge of transition economy firms has a positive effect on overall performance.
Original languageEnglish
Pages (from-to)593-602
Number of pages10
JournalIndustrial Marketing Management
Volume40
Issue number4
DOIs
Publication statusPublished - 1 May 2011

Bibliographical note

The data collection activities described in this study were made possible through the assistance provided by Wong Pei Wai in Hong Kong and Vicky Pan, Wing Lian and Fiona Yin in the Pearl River Delta. The authors are also grateful to Tian Hanson and March To for their help in translating questionnaire items.

Funding

This project was supported by an Internal Competitive Research Grant of the Hong Kong Polytechnic University (A-PF45).

Keywords

  • China
  • Export intensity
  • international marketing
  • transition economies

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