International Marketing Review: Volume 21 Issue 4/5

Guest editorial: Export marketing: developments and a research agenda

George Balabanis, Marios Theodosiou, Evangelia S. Katsikea

Export marketing research over the last four decades has covered a number of theoretical and practical issues such as standardisation and customisation, export development…

Export‐import relationships in a global organization: a relational contracting analysis of subsidiary behavior

Milorad M. Novicevic, Michael Harvey

The purpose of this paper is to construct a theoretical model that explains the process of governing subsidiaries to enhance their relational behavior in export‐import…

Internet and exporting: determinants of success in virtual export channels

Anna Morgan‐Thomas, Susan Bridgewater

The advent of the Internet has created the possibility for exporters to serve international markets using virtual export channels (VECs). This paper identifies the factors that…

Comparing export marketing channels: developed versus developing countries

Goitom Tesfom, Clemens Lutz, Pervez Ghauri

The article presents a qualitative model, derived from the transaction cost and resource dependence theory, to compare the business relationships in the marketing channels between…

Determinants of satisfaction in sales negotiations with foreign buyers: perceptions of US export executives

Mahesh N. Shankarmahesh, John B. Ford, Michael S. LaTour

The promotion of US exports has been a priority for the US Department of Commerce, with the aim of reducing the trade deficit. This, combined with the worldwide reduction in trade…

Importers' relationships with exporters: does culture matter?

Jungbok Ha, Kiran Karande, Anusorn Singhapakdi

A model is presented that explains how importers' perceptions of five aspects of their relationship with an exporter (trust, dependence, cooperation, satisfaction, and commitment…

Export promotion organization emergence and development: a call to research

Kate Gillespie, Liesl Riddle

Most existing research examines export promotion organization (EPO) performance by assessing how firms benefit from their awareness, perceptions and use of EPO services…

Impact of export promotion programs on firm competencies, strategies and performance: The case of Canadian high‐technology SMEs

June Francis, Colleen Collins‐Dodd

Export promotion programs are provided by governments to help firms, especially small and medium‐sized ones, overcome real or perceived obstacles to exporting. To date, there has…

Strategic flexibility in export expansion: growing through withdrawal

Peter Pauwels, Paul Matthyssens

This paper investigates export market withdrawal as a possible manifestation of strategic flexibility in the export expansion of the firm. A focus on strategic flexibility…

International learning: antecedents and performance implications among newly internationalizing companies in an exporting context

Poh‐Lin Yeoh

This study employs learning‐based theory to shed light on performance among newly internationalizing companies. Earlier studies have suggested that learning is an important goal…

Cracking export markets with genetically modified crops: What is the entry mode strategy?

Grant E. Isaac, Nicholas Perdikis, William A. Kerr

Public and private policy responses to the introduction of genetically modified (GM) crops have differed across countries and regions, resulting in market fragmentation that is in…