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Title: Export strategic orientation–performance relationship: Examination of its enabling and disenabling boundary conditions
Authors: Cadogan, John W.
Boso, Nathaniel
Story, Vicky
Adeola, Ogechi
Keywords: Export entrepreneurial orientation
Export market orientation
Resource coordination capability
Export sales performance
Issue Date: 2017
Publisher: © Elsevier
Citation: CADOGAN, J.W. ...et al., 2017. Export strategic orientation–performance relationship: Examination of its enabling and disenabling boundary conditions. Journal of Business Research, 69 (11), pp. 5046-5052.
Abstract: This study finds that the form of relationship between export strategies – entrepreneurial orientation (EO) and export market orientation (MO) – and export sales performance is curvilinear and dependent on levels of intra-firm resource coordination capabilities. Findings from primary data drawn from new international ventures reveal that increased changes in combined EO and MO strategies lead to decreases in export sales performance. Results further indicate that when levels of resource coordination flexibility and MO are higher the effect of EO on performance is strengthened. However, when levels of MO increase in magnitude along with higher levels of resource coordination flexibility, the levels of sales performance decrease. A natural conclusion to draw is that new international ventures that develop their MO resources and align these with their intra-firm resource coordination competencies will fully realize the export sales benefits of their EO activities.
Description: This paper is in closed access until 30th Nov 2017.
Version: Accepted for publication
DOI: 10.1016/j.jbusres.2016.04.078
URI: https://dspace.lboro.ac.uk/2134/21875
Publisher Link: http://dx.doi.org/10.1016/j.jbusres.2016.04.078
ISSN: 0148-2963
Appears in Collections:Closed Access (Business School)

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