IDEAS home Printed from https://ideas.repec.org/a/eee/iburev/v10y2001i4p399-420.html
   My bibliography  Save this article

The influence of interfirm relational capabilities on export advantage and performance: an empirical analysis

Author

Listed:
  • Ling-yee, Li
  • Ogunmokun, Gabriel O.

Abstract

Owing to the nature of the export channel environment, exporting firms cannot rely solely on their internal competencies for achieving competitive advantages and export success. Instead, exporters must look beyond the firm's boundary to tap into the distinctive competencies of external actors such as distributors if they want to realize the full potential of their products. Yet, there is little empirical evidence of the strategic impact of resources and capabilities that can be shared in marketing's cooperative relationships. This study raises two research questions: (1) does a firm's relational capability contribute to its export competitive advantages? and (2) does a firm's relational factors make an incremental contribution to its export advantage and performance beyond the contribution of firm factors. A significant conclusion of this study is that after controlling for internal firm factors, relational factors make a unique contribution to both the competitive advantages of the firm and its export performance.

Suggested Citation

  • Ling-yee, Li & Ogunmokun, Gabriel O., 2001. "The influence of interfirm relational capabilities on export advantage and performance: an empirical analysis," International Business Review, Elsevier, vol. 10(4), pages 399-420, August.
    • Handle: RePEc:eee:iburev:v:10:y:2001:i:4:p:399-420
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969593101000233
    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. Jay B. Barney, 1986. "Strategic Factor Markets: Expectations, Luck, and Business Strategy," Management Science, INFORMS, vol. 32(10), pages 1231-1241, October.
    2. Morgan, Robert M. & Hunt, Shelby, 1999. "Relationship-Based Competitive Advantage: The Role of Relationship Marketing in Marketing Strategy," Journal of Business Research, Elsevier, vol. 46(3), pages 281-290, November.
    3. Piercy, Nigel F & Kaleka, Anna & Katsikeas, Constantine S, 1998. "Sources of competitive advantage in high performing exporting companies," Journal of World Business, Elsevier, vol. 33(4), pages 378-393, January.
    4. 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.
    5. N. C. G. Campbell & M. T. Cunningham, 1983. "Customer analysis for strategy development in industrial markets," Strategic Management Journal, Wiley Blackwell, vol. 4(4), pages 369-380, October.
    6. 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.
    7. Håkansson, Håkan & Snehota, Ivan, 1989. "No business is an island: The network concept of business strategy," Scandinavian Journal of Management, Elsevier, vol. 5(3), pages 187-200.
    8. Kaynak, Erdener & Kuan, Wellington Kang-yen, 1993. "Environment, strategy, structure, and performance in the context of export activity: An empirical study of Taiwanese manufacturing firms," Journal of Business Research, Elsevier, vol. 27(1), pages 33-49, May.
    9. Frank M. Bass, 1995. "Empirical Generalizations and Marketing Science: A Personal View," Marketing Science, INFORMS, vol. 14(3_supplem), pages 6-19.
    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. Aykol, Bilge & Leonidou, Leonidas C., 2018. "Exporter-importer business relationships: Past empirical research and future directions," International Business Review, Elsevier, vol. 27(5), pages 1007-1021.
    2. Majidah Hassan Author_Email: NIL & Grace McCarthy, 2011. "Influential Organisational Capabilities For Smes’ Export Performance: An Exploratory Study," Annual Summit on Business and Entrepreneurial Studies (ASBES 2011) Proceeding 2011-045-168, Conference Master Resources.
    3. Gomez-Conde, Jacobo & Lopez-Valeiras, Ernesto & Ripoll-Feliú, Vicente M. & Gonzalez-Sanchez, María Beatriz, 2013. "El efecto mediador y moderador de la internacionalización en la relación entre los sistemas de control de gestión y el compromiso con la innovación," Revista de Contabilidad - Spanish Accounting Review, Elsevier, vol. 16(1), pages 53-65.
    4. Demetris Vrontis & Jaroslav Belas & Alkis Thrassou & Gabriele Santoro & Michael Christofi, 2023. "Strategic agility, openness and performance: a mixed method comparative analysis of firms operating in developed and emerging markets," Review of Managerial Science, Springer, vol. 17(4), pages 1365-1398, May.
    5. Salman Ali & Guihua Li & Yousaf Latif, 2020. "Unleashing the importance of creativity, experience and intellectual capital in the adaptation of export marketing strategy and competitive position," PLOS ONE, Public Library of Science, vol. 15(11), pages 1-26, November.
    6. Singh, Deeksha A., 2009. "Export performance of emerging market firms," International Business Review, Elsevier, vol. 18(4), pages 321-330, August.
    7. Loufrani-Fedida, Sabrina & Hauch, Valérie & Elidrissi, Djamila, 2019. "The dynamics of relational competencies in the development of born global firms: A multilevel approach," International Business Review, Elsevier, vol. 28(2), pages 222-237.
    8. Feng Liu & Kwangtae Park & Unjung Whang, 2019. "Organizational Capabilities, Export Growth and Job Creation: An Investigation of Korean SMEs," Sustainability, MDPI, vol. 11(14), pages 1-16, July.
    9. Navarro-García, Antonio & Ledesma-Chaves, Pablo & Gil-Cordero, Eloy & De-Juan-Vigaray, María Dolores, 2024. "Intangible resources, static and dynamic capabilities and perceived competitive advantage in exporting firms. A PLS-SEM/fsQCA approach," Technological Forecasting and Social Change, Elsevier, vol. 198(C).
    10. Gonzalo Maldonado-Guzman & Sandra Yesenia Pinzón-Castro & Heira Georgina Valdez-Bocanegra, 2017. "Logistics Flexibility and Customer Satisfaction in Spain’s Furniture Industry," International Business Research, Canadian Center of Science and Education, vol. 10(8), pages 161-172, August.
    11. Oura, Mauricio Massao & Zilber, Silvia Novaes & Lopes, Evandro Luiz, 2016. "Innovation capacity, international experience and export performance of SMEs in Brazil," International Business Review, Elsevier, vol. 25(4), pages 921-932.
    12. Krammer, Sorin M.S. & Strange, Roger & Lashitew, Addisu, 2018. "The export performance of emerging economy firms: The influence of firm capabilities and institutional environments," International Business Review, Elsevier, vol. 27(1), pages 218-230.
    13. Parhizkar, Omid & Miller, Chad R. & Smith, Robert L., 2010. "Private sector development implications of the export performance determinants of U.S. small-medium forest enterprises to Mexico, Europe, and Asia," Forest Policy and Economics, Elsevier, vol. 12(5), pages 387-396, June.
    14. Mário Nuno Mata & Mohammad Falahat & Anabela Batista Correia & João Xavier Rita, 2021. "Impact of Institutional Support on Export Performance," Economies, MDPI, vol. 9(3), pages 1-13, July.
    15. Bahaee, Mahmood & Pisani, Michael J., 2009. "Iranian consumer animosity and U.S. products: A witch's brew or elixir?," International Business Review, Elsevier, vol. 18(2), pages 199-210, April.
    16. Christos Karelakis & Konstadinos Mattas & George Chryssochoidis, 2008. "Greek wine firms: determinants of export performance," Agribusiness, John Wiley & Sons, Ltd., vol. 24(2), pages 275-297.

    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. Carneiro, Jorge & da Silva, Jorge Ferreira & da Rocha, Angela, 2011. "Strategic profiles of Brazilian exporters and performance implications," Journal of Business Research, Elsevier, vol. 64(3), pages 250-257, March.
    2. Bloemer, Josée & Pluymaekers, Mark & Odekerken, Armand, 2013. "Trust and affective commitment as energizing forces for export performance," International Business Review, Elsevier, vol. 22(2), pages 363-380.
    3. Ling-yee, Li & Ogunmokun, Gabriel O., 2001. "Effect of export financing resources and supply-chain skills on export competitive advantages: implications for superior export performance," Journal of World Business, Elsevier, vol. 36(3), pages 260-279, October.
    4. Oura, Mauricio Massao & Zilber, Silvia Novaes & Lopes, Evandro Luiz, 2016. "Innovation capacity, international experience and export performance of SMEs in Brazil," International Business Review, Elsevier, vol. 25(4), pages 921-932.
    5. Yu Xie & Taewon Suh, 2014. "Perceived resource deficiency and internationalization of small- and medium-sized firms," Journal of International Entrepreneurship, Springer, vol. 12(3), pages 207-229, September.
    6. 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.
    7. Dirk Boehe & Luciano Barin Cruz, 2010. "Corporate Social Responsibility, Product Differentiation Strategy and Export Performance," Journal of Business Ethics, Springer, vol. 91(2), pages 325-346, February.
    8. Matanda, Margaret Jekanyika & Freeman, Susan, 2009. "Effect of perceived environmental uncertainty on exporter-importer inter-organisational relationships and export performance improvement," International Business Review, Elsevier, vol. 18(1), pages 89-107, February.
    9. 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.
    10. Cuervo-Cazurra, Alvaro, 2007. "Sequence of value-added activities in the multinationalization of developing country firms," Journal of International Management, Elsevier, vol. 13(3), pages 258-277, September.
    11. Jensen, Peter D. Ørberg, 2012. "A passage to India: A dual case study of activities, processes and resources in offshore outsourcing of advanced services," Journal of World Business, Elsevier, vol. 47(2), pages 311-326.
    12. Zhang, Tingting (Grace) & You, Yu, 2021. "Scale or efficiency? Performance shortfall and engagement in production activities of foreign subsidiaries in China," Journal of International Management, Elsevier, vol. 27(1).
    13. Vi Dung Ngo & Frank Janssen & Marine Falize, 2016. "An incentive-based model of international entrepreneurship in emerging and transition economies," Journal of International Entrepreneurship, Springer, vol. 14(1), pages 52-74, March.
    14. 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.
    15. Rickley, Marketa & Karim, Samina, 2018. "Managing institutional distance: Examining how firm-specific advantages impact foreign subsidiary CEO staffing," Journal of World Business, Elsevier, vol. 53(5), pages 740-751.
    16. Jan-Erik Vahlne & Jan Johanson, 2017. "From internationalization to evolution: The Uppsala model at 40 years," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 48(9), pages 1087-1102, December.
    17. S. Purwanto & M. Setiawan & F. Rohman & N.K. Indrawati, 2018. "Financial Assistance, Marketing Assistance and Export Commitment to Improve Export Performance," European Research Studies Journal, European Research Studies Journal, vol. 0(4), pages 69-91.
    18. Michael J. Enright & Venkat Subramanian, 2007. "An organizing framework for MNC subsidiary typologies," Management International Review, Springer, vol. 47(6), pages 895-924, December.
    19. Tan, Alvin & Brewer, Paul & Liesch, Peter W., 2007. "Before the first export decision: Internationalisation readiness in the pre-export phase," International Business Review, Elsevier, vol. 16(3), pages 294-309, June.
    20. 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.

    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:iburev:v:10:y:2001:i:4:p:399-420. 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/133/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.