International experience, commitment, distribution adaptation and performance: a study of Ghanaian firms in B2B export markets
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 29 April 2020
Issue publication date: 15 December 2020
Abstract
Purpose
This study aims to contribute to the existing understanding of export practices in sub-Saharan African firms with a contextual focus on Ghanaian exporters operating in business-to-business (B2B) markets. Underpinned by resource-based theory and its association with the relational view, it examines how the interplay between various decision makers’ international experience, export commitment and distribution adaptation decisions influence firms’ performance.
Design/methodology/approach
The study uses a mixed methods approach, using survey data from 116 internationalising Ghanaian businesses across three sectors, supplemented with qualitative insights from 18 follow-up interviews.
Findings
The study establishes a full mediation effect of export commitment on the association between international experience and export performance; also, the moderating effect of distribution adaptation on export commitment – performance relationships. Unique insights are provided into the perceived role of trustworthy, intermediaries as “stakeholders” that add to a respective firm’s resource base; that is, in building capabilities in overseas markets and informing evolving business model decisions to overcome potential export barriers.
Originality/value
The insights from sub-Saharan African firms provide contextual value given the relatively under-represented existing research from the region. Original insights highlight ways in which decision makers build capabilities and that they do not always follow a forward moving internationalisation process, so use different measures of performance regarding B2B product-market ventures over time.
Keywords
Citation
Sraha, G., Sharma, R.R., Crick, D. and Crick, J.M. (2020), "International experience, commitment, distribution adaptation and performance: a study of Ghanaian firms in B2B export markets", Journal of Business & Industrial Marketing, Vol. 35 No. 11, pp. 1715-1738. https://doi.org/10.1108/JBIM-05-2019-0197
Publisher
:Emerald Publishing Limited
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