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The effects of transfer of marketing methods on export performance: an empirical examination

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  • Shoham, Aviv
  • Albaum, Gerald

Abstract

The debate about standardization versus adaptation for foreign market has received increased attention in the literature since the early 1980s. This increase is due in part to the globalization of markets for many goods and services. Largely ignored in the rhetoric has been the issue of transference of marketing strategies and tactics. This is especially apparent with regards to empirical studies on this issue. The little research that has been done on transference has centered on advertising. This paper extends the research base to other elements of the marketing mix and assesses the relations between these elements and performance. Owing to the friction that exists between headquarters and subsidiaries or foreign intermediaries, this paper proposes that adaptation of strategies enhances performance, whereas transference reduces performance. As such, the study answers Jain's (Jain, S.C. (1989) Journal of Marketing, Vol. 53, January, pp. 70-79) call for empirical examinations of the relations between adaptation and performance.

Suggested Citation

  • Shoham, Aviv & Albaum, Gerald, 1994. "The effects of transfer of marketing methods on export performance: an empirical examination," International Business Review, Elsevier, vol. 3(3), pages 219-241, September.
    • Handle: RePEc:eee:iburev:v:3:y:1994:i:3:p:219-241
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    Citations

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    Cited by:

    1. Chung, Henry Fuan-Lin, 2004. "An empirical investigation of immigrant effects: the experience of firms operating in the emerging markets," International Business Review, Elsevier, vol. 13(6), pages 705-728, December.
    2. Mandler, Timo & Sezen, Burcu & Chen, Jieke & Özsomer, Ayşegül, 2021. "Performance consequences of marketing standardization/adaptation: A systematic literature review and future research agenda," Journal of Business Research, Elsevier, vol. 125(C), pages 416-435.
    3. Walters, Peter G.P. & Whitla, Paul & Davies, Howard, 2008. "Global strategy in the international advertising industry," International Business Review, Elsevier, vol. 17(3), pages 235-249, June.
    4. Luis Filipe Lages & Cristiana Raquel Lages, 2003. "The MIXADAPT scale: a measure of marketing mix adaptation to the foreign market," Nova SBE Working Paper Series wp429, Universidade Nova de Lisboa, Nova School of Business and Economics.
    5. Theodosiou, Marios & Leonidou, Leonidas C., 2003. "Standardization versus adaptation of international marketing strategy: an integrative assessment of the empirical research," International Business Review, Elsevier, vol. 12(2), pages 141-171, April.
    6. Schmid, Stefan & Kotulla, Thomas, 2011. "50 years of research on international standardization and adaptation--From a systematic literature analysis to a theoretical framework," International Business Review, Elsevier, vol. 20(5), pages 491-507, October.
    7. Leonidou, Leonidas C. & Katsikeas, Constantine S. & Samiee, Saeed, 2002. "Marketing strategy determinants of export performance: a meta-analysis," Journal of Business Research, Elsevier, vol. 55(1), pages 51-67, January.
    8. Gabrielsson, Peter & Gabrielsson, Mika & Gabrielsson, Hannele, 2008. "International advertising campaigns in fast-moving consumer goods companies originating from a SMOPEC country," International Business Review, Elsevier, vol. 17(6), pages 714-728, December.

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