Now showing items 1-5 of 5
Leveraging Dynamic Export Capabilities for Competitive Advantage and Performance Consequences: Evidence from China
As the business arena becomes more global and therefore dynamic, organizations must balance their capabilities with the demands and the conditions of the international marketplace. This leads firms to trade off the ...
Spontaneity and International Marketing Performance
Purpose – The purpose of this paper is to ascertain how today’s international marketers can perform better on the global scene by harnessing spontaneity. Design/methodology/approach – The authors draw on contingency theory ...
Salesperson improvisation: Antecedents, performance outcomes, and boundary conditions
Premised on the idea that not all salesperson behaviors can be pre-scripted and that, increasingly, salespersons must find ways to respond to unexpected but urgent market conditions, this study theorizes the drivers, ...
Does Improvisation Help or Hinder Planning in Determining Export Success? Decision Theory Applied to Exporting
(AMA journals, 2015)
Exporting enables organizations to diversify risk and generate multiple income streams. In turn, the ability to make good export decisions is purported to be a main determinant of performance. Although substantive export ...
Quadratic effects of dynamic decision-making capability on innovation orientation and performance: evidence from Chinese exporters
This study examines quadratic effects of three export decision-making approaches (planning, creativity and spontaneity) on innovation orientation, and the direct effect of innovation orientation on export market performance. ...