IDEAS home Printed from https://ideas.repec.org/a/eee/worbus/v39y2004i1p12-36.html
   My bibliography  Save this article

The export marketing information system: an integration of the extant knowledge

Author

Listed:
  • Leonidou, Leonidas C.
  • Theodosiou, Marios

Abstract

This article provides an integrative review of extant knowledge on the export marketing information system, based on input received from 27 studies conducted on the subject. A detailed analysis of research into the constituent parts of the system revealed that this is too atheoretic, fragmented, repetitive, non-programmatic, and inconsistent. Despite these weaknesses, it was concluded that: (a) with the exception of company size, the role of antecedent factors in influencing information behavior is not very clear; (b) the emphasis of export information needs is on customers, competitors, and pricing; (c) information is mainly acquired on a person-to-person basis; (d) the dissemination of information, although superficially examined, tends to be bottom-up and casual (e) proper information utilization enhances the quality of export management decisions, while at the same time satisfying the individual needs of decision makers; and (f) export performance is positively influenced by the synergistic rather than the individual effect of information behavior components.

Suggested Citation

  • Leonidou, Leonidas C. & Theodosiou, Marios, 2004. "The export marketing information system: an integration of the extant knowledge," Journal of World Business, Elsevier, vol. 39(1), pages 12-36, February.
    • Handle: RePEc:eee:worbus:v:39:y:2004:i:1:p:12-36
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S1090951603000397
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Finn Wiedersheim-Paul & Hans C Olson & Lawrence S Welch, 1978. "Pre-Export Activity: The First step in Internationalization," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 9(1), pages 47-58, March.
    2. Robert G Cooper & Elko J Kleinschmidt, 1985. "The Impact of Export Strategy on Export Sales Performance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 16(1), pages 37-55, March.
    3. Samiee, Saeed & Walters, Peter G. P., 1999. "Determinants of structured export knowledge acquisition," International Business Review, Elsevier, vol. 8(4), pages 373-397, August.
    4. Leonidas C Leonidou & Constatine S Katsikeas, 1996. "The Export Development Process: An Integrative Review of Empirical Models," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(3), pages 517-551, September.
    5. Culpan, Refik, 1989. "Export behavior of firms: Relevance of firm size," Journal of Business Research, Elsevier, vol. 18(3), pages 207-218, May.
    6. Carl H Christensen & Angela da Rocha & Rosane Kerbel Gertner, 1987. "An Empirical Investigation of Factors Influencing Exporting Success of Brazilian Firms," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 18(3), pages 61-77, September.
    7. Leonidou, Leonidas C., 2000. "Barriers to export management: an organizational and internationalization analysis," Journal of International Management, Elsevier, vol. 6(2), pages 121-148.
    8. Cavusgil, S. Tamer, 1984. "Differences among exporting firms based on their degree of internationalization," Journal of Business Research, Elsevier, vol. 12(2), pages 195-208, June.
    9. Cavusgil, S. Tamer, 1985. "Guidelines for export market research," Business Horizons, Elsevier, vol. 28(6), pages 27-33.
    10. Samiee, Saeed & Walters, Peter G. P., 1990. "Influence of firm size on export planning and performance," Journal of Business Research, Elsevier, vol. 20(3), pages 235-248, May.
    11. Nicholas Athanassiou & Douglas Nigh, 2000. "Internationalization, Tacit Knowledge and the Top Management Teams of MNCs," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 31(3), pages 471-487, September.
    12. Stan D Reid, 1981. "The Decision-Maker and Export Entry and Expansion," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 12(2), pages 101-112, June.
    13. Reid, Stan, 1984. "Information acquisition and export entry decisions in small firms," Journal of Business Research, Elsevier, vol. 12(2), pages 141-157, June.
    14. Coyne, Kevin P., 1986. "Sustainable competitive advantage--What it is, what it isn't," Business Horizons, Elsevier, vol. 29(1), pages 54-61.
    15. Robertson, Kim R. & Wood, Van R., 2001. "The relative importance of types of information in the foreign market selection process," International Business Review, Elsevier, vol. 10(3), pages 363-379, June.
    16. Erwin Dichtl & Hans-Georg Koeglmayr & Stefan Mueller, 1990. "International Orientation as a Precondition for Export Success," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 21(1), pages 23-40, March.
    17. Jan Johanson & Jan-Erik Vahlne, 1977. "The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 8(1), pages 23-32, March.
    18. Ursic, Michael L. & Czinkota, Michael R., 1984. "An experience curve explanation of export expansion," Journal of Business Research, Elsevier, vol. 12(2), pages 159-168, June.
    19. Diamantopoulos, Adamantios & Horncastle, Stephen, 1997. "Use of export marketing research by industrial firms: an application and extension of Deshpande and Zaltman's model," International Business Review, Elsevier, vol. 6(3), pages 245-270, June.
    20. Diamantopoulos, Adamantios & Souchon, Anne L., 1999. "Measuring Export Information Use: Scale Development and Validation," Journal of Business Research, Elsevier, vol. 46(1), pages 1-14, September.
    21. Belich, Thomas J. & Dubinsky, Alan J., 1995. "Factors related to information acquisition in exporting organizations," Journal of Business Research, Elsevier, vol. 33(1), pages 1-11, May.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. CUYVERS, Ludo & DUMONT, Michel & VIVIERS, W. & DE PELSMACKER, Patrick & MULLER, M.-L. & JEGERS, Marc & SAAYMAN, A., "undated". "Export intensity and the competitive intelligence of exporting companies: Evidence from Belgium and South Africa," Working Papers 2006023, University of Antwerp, Faculty of Business and Economics.
    2. Christian Volpe Martincus & Jerónimo Carballo, 2010. "Export Promotion: Heterogeneous Programs and Heterogeneous Effects," IDB Publications (Working Papers) 36759, Inter-American Development Bank.
    3. Bel Hadj Tarek & Ghodbane Adel, 2016. "Business Intelligence versus Entrepreneurial Competitive Intelligence and International Competitiveness of North African SMEs," Journal of International Entrepreneurship, Springer, vol. 14(4), pages 539-561, December.
    4. Leonidou, Leonidas C. & Katsikeas, Constantine S., 2010. "Integrative assessment of exporting research articles in business journals during the period 1960-2007," Journal of Business Research, Elsevier, vol. 63(8), pages 879-887, August.
    5. Ngo, Vi Dung & Janssen, Frank & Leonidou, Leonidas C. & Christodoulides, Paul, 2016. "Domestic institutional attributes as drivers of export performance in an emerging and transition economy," Journal of Business Research, Elsevier, vol. 69(8), pages 2911-2922.
    6. Ebadullah Akbari & Samad Aali & Yaghoub Alavi Matin & Morteza Mahmoudzadeh, 2021. "Evaluating Export Incentive Programs' Performance of Trade Promotion Organization of Iran on Export Performance: The Mediating Role of Exporting Companies' Marketing Implementation Capabilities and th," International Journal of Finance, Insurance and Risk Management, International Journal of Finance, Insurance and Risk Management, vol. 11(4), pages 3-23.
    7. Martin, Silvia L. & Javalgi, Rajshekhar (Raj) G. & Ciravegna, Luciano, 2018. "Service advantage built on service capabilities: An empirical inquiry of international new ventures," Journal of Business Research, Elsevier, vol. 88(C), pages 371-381.
    8. Haahti, Antti & Madupu, Vivekananda & Yavas, Ugur & Babakus, Emin, 2005. "Cooperative strategy, knowledge intensity and export performance of small and medium sized enterprises," Journal of World Business, Elsevier, vol. 40(2), pages 124-138, May.
    9. Nguyen, Tho D. & Barrett, Nigel J. & Fletcher, Richard, 2006. "Information internalisation and internationalisation--Evidence from Vietnamese firms," International Business Review, Elsevier, vol. 15(6), pages 682-701, December.
    10. Christian Volpe Martincus & Jerónimo Carballo & Pablo M. Garcia, 2012. "Public programmes to promote firms’ exports in developing countries: are there heterogeneous effects by size categories?," Applied Economics, Taylor & Francis Journals, vol. 44(4), pages 471-491, February.
    11. He, Xinming & Wei, Yingqi, 2011. "Linking market orientation to international market selection and international performance," International Business Review, Elsevier, vol. 20(5), pages 535-546, October.
    12. Volpe Martincus, Christian & Carballo, Jerónimo, 2010. "Export Promotion: Heterogeneous Programs and Heterogeneous Effects," IDB Publications (Working Papers) 3176, Inter-American Development Bank.
    13. Bel Hadj Tarek & Ghodbane Adel & Aouadi Sami, 2016. "Business Intelligence Versus Competitive Intelligence in the Case of North African SMEs," Journal of Information & Knowledge Management (JIKM), World Scientific Publishing Co. Pte. Ltd., vol. 15(04), pages 1-21, December.
    14. Carballo, Jerónimo & Rodriguez Chatruc, Marisol & Salas Santa, Catalina & Volpe Martincus, Christian, 2022. "Online business platforms and international trade," Journal of International Economics, Elsevier, vol. 137(C).
    15. Velez, Maria L. & Sanchez, Jose M. & Florez, Raquel & Alvarez-Dardet, Concha, 2015. "How control system information characteristics affect exporter–intermediary relationship quality," International Business Review, Elsevier, vol. 24(5), pages 812-824.
    16. Xiaoting Wang & Aihua Chen & Huafeng Wang & Shengxiao Li, 2017. "Effect of export promotion programs on export performance: evidence from manufacturing SMEs," Journal of Business Economics and Management, Taylor & Francis Journals, vol. 18(1), pages 131-145, January.
    17. Eduardsen, Jonas & Marinova, Svetla, 2020. "Internationalisation and risk: Literature review, integrative framework and research agenda," International Business Review, Elsevier, vol. 29(3).
    18. Alberto Bertello & Alberto Ferraris & Stefano Bresciani & Paola Bernardi, 2021. "Big data analytics (BDA) and degree of internationalization: the interplay between governance of BDA infrastructure and BDA capabilities," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 25(4), pages 1035-1055, December.
    19. Christian Volpe Martincus & Sebastián Castresana & Tomás Castagnino, 2010. "ISO Standards: A Certificate to Expand Exports? Firm‐Level Evidence from Argentina," Review of International Economics, Wiley Blackwell, vol. 18(5), pages 896-912, November.
    20. Bel Hadj Tarek & Mighri Zouhayer & Ghodbane Adel, 2019. "Entrepreneurial Competitive Intelligence Between Uppsala Model and Born Global Theories in the Case of North African SMEs," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 10(2), pages 734-755, June.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Leonidou, Leonidas C. & Katsikeas, Constantine S., 2010. "Integrative assessment of exporting research articles in business journals during the period 1960-2007," Journal of Business Research, Elsevier, vol. 63(8), pages 879-887, August.
    2. Dosoglu-Guner, Berrin, 2001. "Can organizational behavior explain the export intention of firms? The effects of organizational culture and ownership type," International Business Review, Elsevier, vol. 10(1), pages 71-89, February.
    3. Leonidou, Leonidas C. & Katsikeas, Constantine S. & Coudounaris, Dafnis N., 2010. "Five decades of business research into exporting: A bibliographic analysis," Journal of International Management, Elsevier, vol. 16(1), pages 78-91, March.
    4. Ayob, Abu H. & Freixanet, Joan, 2014. "Insights into public export promotion programs in an emerging economy: The case of Malaysian SMEs," Evaluation and Program Planning, Elsevier, vol. 46(C), pages 38-46.
    5. Nguyen, Tho D. & Barrett, Nigel J. & Fletcher, Richard, 2006. "Information internalisation and internationalisation--Evidence from Vietnamese firms," International Business Review, Elsevier, vol. 15(6), pages 682-701, December.
    6. Kahiya, Eldrede T., 2018. "Five decades of research on export barriers: Review and future directions," International Business Review, Elsevier, vol. 27(6), pages 1172-1188.
    7. Bell, Jim, 1997. "A comparative study of the export problems of small computer software exporters in Finland, Ireland and Norway," International Business Review, Elsevier, vol. 6(6), pages 585-604, December.
    8. Samiee, Saeed & Walters, Peter G. P., 1999. "Determinants of structured export knowledge acquisition," International Business Review, Elsevier, vol. 8(4), pages 373-397, August.
    9. Javalgi, Rajshekhar G. & White, D. Steven & Lee, Oscar, 2000. "Firm Characteristics Influencing Export Propensity: An Empirical Investigation by Industry Type," Journal of Business Research, Elsevier, vol. 47(3), pages 217-228, March.
    10. Leonidou, Leonidas C., 1995. "Export stimulation research: Review, evaluation and integration," International Business Review, Elsevier, vol. 4(2), pages 133-156, June.
    11. Harald Trabold, 1995. "Market Spreading versus Market Concentration: The Choice of Export Marketing Strategies Reconsidered," Vierteljahrshefte zur Wirtschaftsforschung / Quarterly Journal of Economic Research, DIW Berlin, German Institute for Economic Research, vol. 64(4), pages 573-589.
    12. María Jesús Ruiz Fuensanta, 2004. "Further insights into exporter profiles: a classificatory model," ERSA conference papers ersa04p42, European Regional Science Association.
    13. Axinn, Catherine N. & Savitt, Ron & Sinkula, James M. & Thach, Sharon V., 1995. "Export intention, beliefs, and behaviors in smaller industrial firms," Journal of Business Research, Elsevier, vol. 32(1), pages 49-55, January.
    14. Petersen, Bent & Welch, Lawrence S. & Liesch, Peter, 2002. "The Internet And Foreign Market Expansion By Firms," Working Papers 7-2002, Copenhagen Business School, Department of International Economics and Management.
    15. Calantone, Roger J. & Kim, Daekwan & Schmidt, Jeffrey B. & Cavusgil, S. Tamer, 2006. "The influence of internal and external firm factors on international product adaptation strategy and export performance: A three-country comparison," Journal of Business Research, Elsevier, vol. 59(2), pages 176-185, February.
    16. Stoian, Maria-Cristina & Rialp, Alex & Rialp, Josep, 2011. "Export performance under the microscope: A glance through Spanish lenses," International Business Review, Elsevier, vol. 20(2), pages 117-135, April.
    17. Morgan, Robert E. & Katsikeas, Constantine S., 1997. "Export stimuli: Export intention compared with export activity," International Business Review, Elsevier, vol. 6(5), pages 477-499, October.
    18. Sousa, Carlos M.P. & Bradley, Frank, 2008. "Antecedents of international pricing adaptation and export performance," Journal of World Business, Elsevier, vol. 43(3), pages 307-320, July.
    19. Christian Volpe Martincus & Jerónimo Carballo, 2010. "Is Export Promotion Effective in Developing Countries? Firm-Level Evidence on the Intensive and Extensive Margins of Exports," IDB Publications (Working Papers) 36763, Inter-American Development Bank.
    20. Ramaseshan, B. & Soutar, Geoffrey N., 1996. "Combined effects of incentives and barriers on firms' export decisions," International Business Review, Elsevier, vol. 5(1), pages 53-65, February.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:worbus:v:39:y:2004:i:1:p:12-36. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/620401/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.