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

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  • 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.

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  • 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
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    3. 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.
    4. Singh, Deeksha A., 2009. "Export performance of emerging market firms," International Business Review, Elsevier, vol. 18(4), pages 321-330, August.
    5. 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.
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    7. 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.
    8. 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.
    9. 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.
    10. 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.
    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. 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.
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