International marketing : a study of relational processes, firm competencies and export performance in China

    Research output: Book Chapters | Papers in Conference ProceedingsBook ChapterResearchpeer-review

    Abstract

    A huge country such as the People’s Republic of China (PRC) presents both great opportunities and sizable challenges to international business people. In the first section of this paper, an overview of the market environment of the People’s Republic of China (PRC) is presented. Key indicators on the demographic, economic, and socio-cultural environment of China are reported and followed by some implications on the future directions of change. In the second section of this paper, an empirical study investigating influence of relational processes and firm competencies on export performance of firms based in China is reported. The existent export performance literature offered very limited guidelines over management of exporter-importer relationship in that a) little work has examined the simultaneous use of firm-specific competency factors and inter-firm relationship factors to structure exchange relationships; and b) no work today considers the time-dependent nature of resource factors and relationship factors on critical performance outcomes. To fill these voids, this study made use of the systematic classification of relationship life cycle to examine 389 export ventures that fall into four relational phrases: exploration, buildup, maturity, and decline phases. The current findings suggested that export competencies and exporter-importer collaborations positively affect export performance. Along with these main effects, the contrast in results from the total sample to the phrase-by-phrase analysis underscores the powerful effect of the relationship context in determining export performance and highlights the need for tailoring interorganizational governances according to relational phase.
    Original languageEnglish
    Title of host publicationInternational business and cross cultural marketing : contemporary research in selected countries
    PublisherThe Academic Press International
    Pages97-127
    Number of pages31
    ISBN (Print)9780958572095
    Publication statusPublished - 1 Jan 2004

    Fingerprint

    Competency
    Export performance
    International marketing
    China
    Factors
    Exporters
    Importer
    Tailoring
    Resources
    Life cycle
    Exchange relationships
    International business
    Venture
    Maturity
    Future directions
    Market environment
    Interfirm relationships
    Governance
    Empirical study
    Demographic economics

    Cite this

    LI, L. Y. E. (2004). International marketing : a study of relational processes, firm competencies and export performance in China. In International business and cross cultural marketing : contemporary research in selected countries (pp. 97-127). The Academic Press International.
    LI, Ling Yee, Esther. / International marketing : a study of relational processes, firm competencies and export performance in China. International business and cross cultural marketing : contemporary research in selected countries. The Academic Press International, 2004. pp. 97-127
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    LI, LYE 2004, International marketing : a study of relational processes, firm competencies and export performance in China. in International business and cross cultural marketing : contemporary research in selected countries. The Academic Press International, pp. 97-127.

    International marketing : a study of relational processes, firm competencies and export performance in China. / LI, Ling Yee, Esther.

    International business and cross cultural marketing : contemporary research in selected countries. The Academic Press International, 2004. p. 97-127.

    Research output: Book Chapters | Papers in Conference ProceedingsBook ChapterResearchpeer-review

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    LI LYE. International marketing : a study of relational processes, firm competencies and export performance in China. In International business and cross cultural marketing : contemporary research in selected countries. The Academic Press International. 2004. p. 97-127