Skip to main content
SpringerLink
Log in

Firm-level export performance assessment: Review, evaluation, and development

  • Published:
Journal of the Academy of Marketing Science Aims and scope Submit manuscript

Abstract

Export performance is one of the most widely researched but least understood and most contentious areas of international marketing. To some extent, this problem can be ascribed to difficulties in conceptualizing, operationalizing, and measuring the export performance construct, often leading to inconsistent and conflicting results. This study reviews and evaluates more than 100 articles of pertinent empirical studies to assess and critique export performance measurements. Based on gaps identified in this evluation, guidelines for export performance measure development are advanced, suggesting, however, a contingency approach in their application. Several conclusions and implications for export strategy and future research are derived from this analysis.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Similar content being viewed by others

References

  • Aaby, Nils-Erik and Stanley F. Slater. 1989. “Managerial Influences on Export Performance: A Review of the Empirical Literature 1978–88.”International Marketing Review 6 (4): 53–68.

    Article  Google Scholar 

  • Albaum, Gerald and Robert A. Peterson. 1984. “Empirical Research in International Marketing: 1976–1982.”Journal of International Business Studies 15 (Spring): 161–173.

    Article  Google Scholar 

  • —, Jesper Stranskov, and Edwin Duerr. 1998.International Marketing and Export Management. Harlow, UK: Addison Wesley.

    Google Scholar 

  • Amine, Lyn S. and S. Tamer Cavusgil. 1986. “Export Marketing Strategies in the Bristish Clothing Industry.”European Journal of Marketing 20 (7): 21–33.

    Article  Google Scholar 

  • Axinn, Catherine N. 1994. “Introduction: International Perspective on Export Marketing.” InAdvances in International Marketing. Eds. S. Tamer Cavusgil and C. Axinn. New York: JAI.

    Google Scholar 

  • —, Thomas Noorderwier, and James M. Sinkula. 1996. “Export Strategies and Export Performance: An Empirical Investigation of a Product/Markets Typology.” InAdvances in International Marketing. Eds. S. Tamer Cavusgil and C. Axinn. New York: JAI.

    Google Scholar 

  • — and Sharon V. Thach. 1990. “Linking Export Performance to the Marketing Practices of Machine Tool Exporters.” InAdvances in International Marketing. Ed. S. Tamer Cavusgil. New York: JAI.

    Google Scholar 

  • Beamish, Paul W., Ron Craig, and Kerry McLellan. 1993. “The Performance Characteristics of Canadian Versus U.K. Exporters in Small-and Medium-Sized Firms.”Management International Review 33 (2): 121–137.

    Google Scholar 

  • — and Hugh Munro. 1987. “Exporting for Success as a Small Canadian Manufacturer.”Journal of Small Business and Entrepreneuship 4 (4): 38–43.

    Google Scholar 

  • Becker, Thomas H. and Robert A. Lenberg. 1990. “Correlates of Competitive Export Performance: How Top U.S. Exporters Adapt to Change in Latin America.”Journal of Global Marketing 3 (4): 83–97.

    Article  Google Scholar 

  • Bhargava, Mukesh, Chris Dubelaar, and Sridhar Ramaswami. 1994. “Reconciling Diverse Measures of Performance: A Conceptual Framework and a Test Methodology.”Journal of Business Research 31: 235–246.

    Article  Google Scholar 

  • Biggadike, E. Ralph. 1981. “The Contribution of Marketing to Strategic Management.”Academy of Management Review 6 (4): 621–632.

    Article  Google Scholar 

  • Bilkey, Warren J. 1987. “Toward a Theory of the Export Marketing Mix.” InAdvances in International Marketing. Eds. S. Tamer Cavusgil and C. Axinn. New York: JAI.

    Google Scholar 

  • Bonoma, Thomas V. and Bruce H. Clark. 1988.Marketing Performance Assessment. Cambridge, MA: Harvard Business School Press.

    Google Scholar 

  • Bourgeois, Lyndon J. 1980. “Strategy and Environment: A Conceptual Integration.”Academy of Management Review 5 (January): 25–39.

    Article  Google Scholar 

  • Brown, D. Michael and Stuart Laverick. 1994. “Measuring Corporate Performance.”Long Range Planning 27 (4): 89–98.

    Article  Google Scholar 

  • Burton, Fred N. and Bodo B. Schlegelmilch. 1987. “Profile Analyses of Nonexporters Versus Exporters Grouped by Export Involvement.”Management International Review 27 (1): 38–49.

    Google Scholar 

  • Cameron, Kim. 1986. “Effectiveness as Paradox: Consensus and Conflict in Conceptualizations of Organizational Effectiveness.”Management Science 32 (May): 539–553.

    Google Scholar 

  • — and David A. Whetten. 1983.Organizational Effectiveness: A Comparison of Multiple Models. New York: Academic Press.

    Google Scholar 

  • Cannon, Tom. 1981. “International and Export Marketing.” InManagement Bibliographies & Reviews, vol. 5. Ed. B. O. Pettman. West Yorkshire, UK: J. Ward.

    Google Scholar 

  • Cavusgil, S. Tamer and John N. Nevin. 1981. “Internal Determinants of Export Marketing Behavior: An Empirical Investigation.”Journal of Marketing Research 18 (1): 114–119.

    Article  Google Scholar 

  • — and Shaoming Zou. 1994. “Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures.”Journal of Marketing 58 (January): 1–21.

    Article  Google Scholar 

  • Chakravarthy, Balaji S. 1986. “Measuring Strategic Performance.”Strategic Management Journal 7: 437–458.

    Google Scholar 

  • Chetty, Sylvie K. and R. T. Hamilton. 1993. “The Export Performance of Smaller Firms: A Multi-Case Study Approach.”Journal of Strategic Marketing 1: 247–256.

    Article  Google Scholar 

  • Child, John. 1972. “Organization Structure, Environment, and Performance: The Role of Strategic Choice.”Sociology 6: 1–22.

    Article  Google Scholar 

  • Christensen, Carl H., Angela Da Rocha, and Rosane K. Gertner. 1987. “An Empirical Investigation of the Factors Influencing Exporting Success of Brazilian Firms.”Journal of International Business Studies 18 (Fall): 61–77.

    Article  Google Scholar 

  • Cooper, Robert G. and Elko J. Kleinschmidt. 1985. “The Impact of Export Strategy on Export Sales Performance.”Journal of International Business Studies 16 (Spring): 37–55.

    Article  Google Scholar 

  • Craig, Samuel C., Susan P. Douglas, and S. K. Reddy. 1987. “Market Structure, Performance, and Strategy: A Comparison of U.S. and European Markets.” InAdvances in International Marketing. Ed. S. Tamer Cavusgil. Greenwich, CT: JAI.

    Google Scholar 

  • Cravens, David W. 1999.Strategic Marketing. New York: McGraw-Hill.

    Google Scholar 

  • Crick, Dave. 1995. “An Investigation Into the Targeting of U.K. Export Assistance.”European Journal of Marketing 29 (8): 76–94.

    Article  Google Scholar 

  • Culpan, Refik. 1989. “Export Behavior of Firms: Relevance of Firm Size.”Journal of Business Research 18: 207–218.

    Article  Google Scholar 

  • Czinkota, Michael R. 1994. “A National Export Assistance Policy for New and Growing Businesses.”Journal of International Marketing 2 (1): 91–101.

    Google Scholar 

  • — and Ilkka A. Ronkainen. 1998.International Marketing. Fort Worth, TX: Dryden.

    Google Scholar 

  • — and Michael Ursic. 1991. “Classification of Exporting Firms According to Sales and Growth Into a Share Matrix.”Journal of Business Research 22: 243–253.

    Article  Google Scholar 

  • Da Rocha, Angela and Carl H. Christensen. 1994. “The Export Experience of a Developing Country: A Review of Empirical Studies of Export Behavior and the Performance of Brazilian Firms.” InAdvances in International Marketing. Eds. S. Tamer Cavusgil and C. Axinn. New York: JAI.

    Google Scholar 

  • —,—, and Carlos E. Da Cunha. 1990. “Aggressive and Passive Exporters: A Study in the Brazilian Furnitute Industry.”International Marketing Review 7 (5): 6–15.

    Article  Google Scholar 

  • Dalli, Daniele. 1994. “The ‘Exporting’ Process: The Evolution of Small and Medium Sized Firms Toward Internationalization.” InAdvances in International Marketing. Eds. S. Tamer Cavusgil and C. Axinn. New York: JAI.

    Google Scholar 

  • Day, George S. and Prakash Nedungadi. 1994. “Managerial Representations of Competitive Advantage.”Journal of Marketing 58 (2): 31–44.

    Article  Google Scholar 

  • — and Robin Wensley. 1994. “Assessing Advantage: A Framework for Diagnosing Competitive Superiority.”Journal of Marketing 52 (2): 1–20.

    Article  Google Scholar 

  • Dess, Gregory G. and Peter S. Davis. 1984. “Porter’s (1980) Generic Strategies as Determinants of Strategic Group Membership and Organizational Performance.”Academy of Management Journal 27 (3): 467–488.

    Article  Google Scholar 

  • — and Richard B. Robinson. 1984. “Measuring Organizational Performance in the Absence of Objective Measures: The Case of the Privately Held Firm and Conglomerate Business Unit.”Strategic Management Journal 5: 265–273.

    Article  Google Scholar 

  • Diamantopoulos, Adamantios and Bodo B. Schlegelmilch. 1994. “Linking Export Manpower to Export Performance: A Canonical Regression Analysis of European and U.S. Data.” InAdvances in International Marketing. Eds. S. Tamer Cavusgil and C. Axinn. New York: JAI.

    Google Scholar 

  • Dichtl, Erwin, Hans-Georg Köglmayr, and Stefan Müller. 1990. “International Orientation as a Precondition for Export Success.”Journal of International Business Studies 21 (Spring): 23–40.

    Article  Google Scholar 

  • Dominguez, Luis V. and Carlos G. Sequeira. 1993. “Determinants of LDC Exporters’ Performance: A Cross-National Study.”Journal of International Business Studies 24 (First Quarter): 19–40.

    Article  Google Scholar 

  • Donthu, Naveen and Sang Hyeon Kim. 1993. “Implications of Firm Controllable Factors on Export Growth.”Journal of Global Marketing 7 (1): 47–63.

    Article  Google Scholar 

  • Douglas, Susan P. and C. Samuel Craig. 1983.International Marketing Research. Englewood Cliffs, NJ: Prentice Hall.

    Google Scholar 

  • Emerson, R. M. 1983.Contemporary Field Research. Boston: Little, Brown.

    Google Scholar 

  • Evangelista, Felicitas U. 1994. “Export Performance and Its Determinants: Some Empirical Evidence From Australian Manufacturing Firms.” InAdvances in International Marketing. Eds. S. Tamer Cavusgil and C. Axinn. New York: JAI.

    Google Scholar 

  • Farley, U. and J. Wind. 1980. “International Marketing: The Neglect Continues.”Journal of Marketing 44 (2): 5–6.

    Google Scholar 

  • Fiegenbaum, Avi, Stuart Hart, and Dan Schendel. 1996. “Strategic Reference Points Theory.”Strategic Management Journal 17: 219–235.

    Article  Google Scholar 

  • Ford, Jeffrey D. and Deborah A. Schellenberg. 1982. “Conceptual Issues of Linkage in the Assessment of Organizational Performance.”Academy of Management Review 7: 49–58.

    Article  Google Scholar 

  • Fraser, Cynthia and Robert E. Hite. 1990. “Participation in the International Marketplace by U.S. Manufacturing Firms.”International Marketing Review 7 (5): 63–71.

    Article  Google Scholar 

  • Gomez-Mejia, Luis R. 1988. “The Role of Human Resources Strategy in Export Performance: A Longitudinal Study.”Strategic Management Journal 9: 493–505.

    Article  Google Scholar 

  • Grosse, Robert E. and Duane Kujawa. 1995.International Business: Theory and Managerial Implications. Boston: Irwin.

    Google Scholar 

  • Grunert, Klaus G. and C. Ellegaard. 1993. “The Concept of Key Success Factors: Theory and Method.” InPerspectives on Marketing Management. Ed. M. J. Baker. Chichester, UK: Wiley.

    Google Scholar 

  • Hitt, Michael A. 1988. “The Measuring of Organizational Effectiveness: Multiple Domains and Constituencies.”Management International Review 28: 28–40.

    Google Scholar 

  • —, Robert E. Hoskisson, and Robert D. Ireland. 1994. “A Mid-Range Theory of the Interactive Effects of International Product Diversification on Innovation and Performance.”Journal of Management 20 (2): 297–326.

    Article  Google Scholar 

  • —,—, and Hicheon Kim. 1997. “International Diversification: Effects on Innovation and Firm Performance in Product-Diversified Firms.”Academy of Management Journal 40 (4): 767–798.

    Article  Google Scholar 

  • Hofer, Charles W. 1983. “ROVA: A New Measure for Assessing Organizational Performance,” InAdvances in Strategic Management. Ed. R. Lamb. New York: JAI.

    Google Scholar 

  • Holzmüller, Hartmut H. and Helmut Kasper. 1990. “The Decision-Maker and Export Activity: A Cross-National Comparison of the Foreign Orientation of Austrian Managers.”Management International Review 30 (3): 217–230.

    Google Scholar 

  • — and —. 1991. “On a Theory of Export Performance: Personal and Organizational Determinants of Export Trade Activities Observed in Small- and Medium-Sized Firms.”Management International Review 31 (Special Issue): 45–70.

    Google Scholar 

  • Hrebiniak, Lawrence G. and F. W. Joyce. 1985. “Organization Adaptation: Strategic Choice and Environmental Determinism.”Administrative Science Quarterly 30: 336–349.

    Article  Google Scholar 

  • Huber, George P. and Daniel J. Power. 1985. “Retrospective Reports of Strategic-Level Managers: Guidelines for Improving Their Accuracy.”Strategic Management Journal 6: 171–180.

    Article  Google Scholar 

  • Jacobson, Robert. 1987. “On the Validity of ROI as a Measure of Business Performance.”American Economic Review 77 (3): 470–478.

    Google Scholar 

  • —. 1990. “Unobservable Effects and Business Performance.”Marketing Science 9 (1): 74–85.

    Article  Google Scholar 

  • Jain, Subhash C. 1993.International Marketing Management. Boston: PWS-Kent.

    Google Scholar 

  • Johanson, Jan and Jan-Erik Vahlne. 1990. “The Mechanism of Internationalization.”International Marketing Review 7 (4): 11–24.

    Article  Google Scholar 

  • Kamath, Shyam, Philip J. Rosson, Donald Patton, and Mary Brooks. 1987. “Research on Success in Exporting: Past, Present, and Future.” InManaging Export Entry and Expansion. Eds. P. J. Rosson and S. D. Reid. New York: Praeger.

    Google Scholar 

  • Kaplan, Robert S. and David P. Norton. 1993. “The Balanced Scorecard—Measures That Drive Performance.”Harvard Business Review, January/February, pp. 71–79.

    Google Scholar 

  • Kerin, Roger A., Vijay Mahajan, and P. Rajan Varadarajan. 1990.Contemporary Perspectives on Strategic Market Planning. Englewood Cliffs, NJ: Prentice Hall.

    Google Scholar 

  • Kidder, L. H., S. Wrightsman, and Cook. 1981.Research Methods in Social Relations. Japan: Holt-Saunders International.

    Google Scholar 

  • Kirpalani, V. H. and D. Balcome. 1987. “International Markeging Success: On Conducting More Relevant Research.” InManaging Export Entry and Expansion: An International Context. Eds. P. J. Rosson and S. D. Reid. New York: Praeger.

    Google Scholar 

  • Koh, Anthony C. 1991. “Relationships Among Organizational Characteristics, Marketing Strategy and Export Performance.”International Marketing Review 8 (3): 46–60.

    Article  Google Scholar 

  • Kohli, Ajay and Bernard J. Jaworski. 1993. “Business Performance Implications of Market Orientation.” InProceedings of AMA Educators’ Conference, Winter, Boston.

  • Kotabe, Masaaki and Kristiaan Helsen. 1998.Global Marketing Management. New York: John Wiley.

    Google Scholar 

  • Kumcu, Erdogan, Talha Harcar, and M. Ercan Kumcu. 1995. “Managerial Perceptions of the Adequacy of Export Incentive Programmes: Implications for Export-Led Economic Development Policy.”Journal of Business Research 32: 163–174.

    Article  Google Scholar 

  • Lee, Chong S. and Yoo S. Yang. 1990. “Impact of Export Market Expansion Strategy on Export Performance.”International Marketing Review 7 (4): 41–51.

    Article  Google Scholar 

  • Leonidou, Leonidas C. 1995. “Export Stimulation Research: Review, Evaluation, and Integration.”International Business Review 4 (2): 133–156.

    Article  Google Scholar 

  • — 1998. “Organizational Determinants of Exporting: Conceptual, Methodological, and Empirical Insights.”Management International Review 38 (1): 7–52.

    Google Scholar 

  • —, Constantine S. Katsikeas, and Nigel F. Piercy. 1998. “Identifying Managerial Influences on Exporting: Past Research and Future Directions.”Journal of International Marketing 6 (2): 74–102.

    Google Scholar 

  • Lewin, Arie Y. and John W. Minton. 1986. “Determining Organizational Effectiveness: Another Look, and Agenda for Research.”Management Science 32 (5): 515–538.

    Google Scholar 

  • Louter, Pieter J., Cok Ouwerkerk, and Ben A. Bakker. 1991. “An Inquiry Into Successful Exporting.”European Journal of Marketing 25 (6): 7–23.

    Article  Google Scholar 

  • Lubatkin, Michael and Ronald E. Shrieves. 1986. “Toward a Reconciliation of Market Performance Measures With Strategic Management Research.”Academy of Management Review 11 (July): 497–512.

    Article  Google Scholar 

  • Madsen, Tage Koed. 1987. “Empirical Export Performance Studies: A Review of Conceptualizations and Findings.” InAdvances in International Marketing. Ed. S. Tamer Cavusgil. New York: JAI.

    Google Scholar 

  • —. 1989. “Successful Export Marketing Management: Some Empirical Evidence.”International Marketing Review 6 (4): 41–57.

    Article  Google Scholar 

  • —. 1998. “Managerial Judgement of Export Performance.”Journal of International Marketing 6 (3): 82–93.

    Google Scholar 

  • Mahoney, Thomas A. 1988. “Productivity Defined: The Reliability of Efficiency, Effectiveness and Change.” InProductivity in Organizations: New Perspectives From Industrial and Organizational Psychology. Eds. J. P. Campbell and R. J. Campbell. San Francisco: Jossey-Bass.

    Google Scholar 

  • Matthyssens, Paul and Pieter Pauwels. 1996. “Assessing Export Performance Measurement.” InAdvances in International Marketing. Eds. S. Tamer Cavusgil and Tage K. Madsen. New York: JAI.

    Google Scholar 

  • McConnel, John E. 1979. “The Export Decision: An Empirical Study of Firm Behavior.”Economic Geography 55 (3): 171–183.

    Article  Google Scholar 

  • Menon, Anil and P. Rajan Varadarajan. 1992. “A Model of Marketing Knowledge Use Within Firms.”Journal of Marketing 56 (October): 53–71.

    Article  Google Scholar 

  • Miles, Robert H. 1980.Macro-Organizational Behavior. Santa Monica, CA: Goodyear.

    Google Scholar 

  • Miller, Van, Tom Becker, and Charles Crespy. 1993. “Contrasting Export Strategies: A Discriminant Analysis Study of Excellent Exports.”International Trade Journal 7 (Spring): 321–343.

    Google Scholar 

  • Namiki, Nobuaki. 1989. “The Impact of Competitive Strategy on Export Sales Performance: An Exploratory Study.”The Mid-Atlantic Journal of Business 25 (6): 21–37.

    Google Scholar 

  • —. 1994. “A Taxonomic Analysis of Export Marketing Strategy: An Exploratory Study of U.S. Exporters of Electronic Products.”Journal of Global Marketing 8 (1): 27–50.

    Article  Google Scholar 

  • Nunnally, Jum C. and Ira H. Bernstein. 1994.Psychometric Theory. New York: McGraw-Hill.

    Google Scholar 

  • Pearce, John A., D. K. Robbins, and Robert B. Robinson. 1987. “The Impact of Grand Strategy and Planning Formality on Financial Performance.”Strategic Management Journal 8: 125–134.

    Article  Google Scholar 

  • Phillips, Lynn W. 1981. “Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis.”Journal of Marketing Research 28 (November): 395–415.

    Article  Google Scholar 

  • Piercy, Nigel F. 1982.Export Strategy: Markets and Competition. London: Allen and Unwin.

    Google Scholar 

  • —, Anna Kaleka, and Constantine S. Katsikeas. 1998. “Sources of Competitive Advantage in High Performing Exporting Companies.”Journal of World Business 33 (4): 378–393.

    Article  Google Scholar 

  • Quinn, James B. and Kim Cameron. 1983. “Organizational Life Cycles and Shifting Criteria of Effectiveness: Some Preliminary Evidence.”Management Science 29 (1): 33–51.

    Google Scholar 

  • Rao, C. P. 1990. “Impact of Domestic Recession on Export Marketing Behavior.”International Marketing Review 7 (2): 54–65.

    Article  Google Scholar 

  • Rao, T. R. and G. M. Naidu. 1992. “Are the Stages of Internationalization Empirically Supportable?”Journal of Global Marketing 6 (1/2): 147–170.

    Article  Google Scholar 

  • Raven, Peter V., Jim M. McCullough, and Patriya S. Tansuhaj. 1994. “Environmental Influences and Decision Making Uncertainty in Export Channels: Effects on Satisfaction and Performance.”Journal of International Marketing 2 (3): 37–59.

    Google Scholar 

  • Reid, Stan D. 1983. “Firm Internationalization, Transaction Costs, and Strategic Choice.”International Marketing Review 2: 44–56.

    Article  Google Scholar 

  • — 1987. “Export Strategies, Structure, and Performance: An Empirical Study of Small Italian Manufacturing Firms.” InManaging Export Entry and Expansion: Concepts and Practice. Eds. P. J. Rosson and S. D. Reid. New York: Praeger.

    Google Scholar 

  • Rosenberg, Barr and Michel Houghlet. 1974. “Error Rates in CRSP and COMPUSTAT Databases and Their Implications.”Journal of Finance 29: 1303–1310.

    Article  Google Scholar 

  • Ryans, Adrian B. 1988. “Marketing Strategy Factors and Market Share Achievement in Japan.”Journal of International Business Studies 19 (3): 389–409.

    Article  Google Scholar 

  • Samice, Saced and Patrik Anckar. 1998. “Currency Choice in Industrial Pricing: A Cross-National Evaluation.”Journal of Marketing 27 (Summer): 112–127.

    Article  Google Scholar 

  • — and Peter G. P. Walters. 1990. “Influence of Firm Size on Export Planning and Performance.”Journal of Business Research 20: 235–248.

    Article  Google Scholar 

  • San Miguel, Joseph G. 1977. “The Reliability of R&D Data in COMPUSTAT and 10-K Reports.”The Accounting Review, July, pp. 638–641.

    Google Scholar 

  • Schlegelmilch, Bodo B. and A. G. Ross. 1987. “The Influence of Managerial Characteristics on Different Measures of Export Success.”Journal of Marketing Management 3 (2): 145–158.

    Article  Google Scholar 

  • Seringhaus, Rolf F. H. 1993. “Comparative Marketing Behavior of Canadian and Austrian High-Tech Exports.”Management International Review 33 (3): 247–269.

    Google Scholar 

  • Shoham, Aviv. 1996. “Marketing Mix Standardization: Determinants of Export Performance.”Journal of Global Marketing 10 (2): 53–73.

    Article  Google Scholar 

  • —. 1998. “Export Performance: A Conceptualization and Empirical Assessment.”Journal of International Marketing 6 (3): 59–81.

    Google Scholar 

  • Simmonds, Kenneth and Helen Smith. 1968. “The First Export Order: A Marketing Innovation.”British Journal of Marketing, Summer, pp. 93–100.

    Google Scholar 

  • Slater, Stanley F. and John C. Narver. 1995. “Market Orientation and the Learning Organization.”Journal of Marketing 56 (3): 63–74.

    Article  Google Scholar 

  • Steers, Richard M. 1975. “Problems in the Measurement of Organizational Effectiveness.”Administrative Science Quarterly 20: 546–558.

    Article  Google Scholar 

  • Styles, Chris. 1998. “Export Performance Measures in Australia and the United Kingdom.”Journal of International Marketing 6 (3): 12–36.

    Google Scholar 

  • — and Tim Ambler. 1994. “Successful Export Practice: The U.K. Experience.”International Marketing Review 11 (6): 23–47.

    Article  Google Scholar 

  • Szymanski, David M., Sundar G. Bharadwaj, and P. Rajan Varadarajan. 1993. “Standardization Versus Adaptation of International Marketing Strategy—An Empirical Investigation.”Journal of Marketing 57 (October): 1–17.

    Google Scholar 

  • Thach, Sharon V. and Catherine N. Axinn. 1991. “Pricing and Financing Practices of Industrial Exporting Firms. “International Marketing Review 8 (1): 32–46.

    Article  Google Scholar 

  • Thach, Sharon V. and Catherine N. Axinn. 1994. “Redefining Export Success: Not Which Measures, But Why Measure.”Proceedings of Second Annual CIMaR Conference COPPEAD UFRL June, Rio de Janeiro, Brazil.

  • Tookey, D. A. 1964. “Factors Associated With Success in Exporting.”Journal of Management Studies, March, pp. 48–66.

    Article  Google Scholar 

  • Tsui, Anne S. 1990. “A Multiple Constituency Model of Effectiveness: An Empirical Examination at the Human Resource Subunit Level.”Administrative Science Quarterly 35: 458–483.

    Article  Google Scholar 

  • Venkatraman, N. and Vesudevan Ramanujam. 1986. “Measurement of Business Performance in Strategy Research: A Comparison of Approaches.”Academy of Management Review 11 (4): 801–814.

    Article  Google Scholar 

  • — and —. 1987. “Measurement of Business Economic Performance: An Examination of Method Congruence.”Journal of Management 13 (1): 109–122.

    Article  Google Scholar 

  • Walker, Orville C. and Robert W. Ruekert. 1987. “Marketing’s Role in the Implementation of Business Strategies: A Critical Review and Conceptual Framework.”Journal of Marketing 51 (July): 15–33.

    Article  Google Scholar 

  • Walters, Peter G. P. and Saeed Samiee. 1990. “A Model for Assessing Performance in Small U.S. Exporting Firms.”Entrepreneurship Theory and Practice, Winter, pp. 33–50.

    Google Scholar 

  • Wind, Yoram. 1979. “TheJournal of Marketing at Crossroads.”Journal of Marketing, January, pp. 9–12.

    Google Scholar 

  • World Bank. 1998.World Tables. Baltimore, MD: Johns Hopkins University Press.

    Google Scholar 

  • Zou, Shaoming and Simona Stan. 1998. “The Determinants of Export Performance: A Review of the Empirical Literature Between 1987 and 1997.”International Marketing Review 15 (5): 333–356.

    Article  Google Scholar 

  • —, Charles R. Taylor, and Gregory E. Osland. 1998. “The EXPERF Scale: A Cross-National Generalized Export Performance Measure.”Journal of International Marketing 6 (3): 37–58.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Cardiff University, Cardiff, UK

    Constantine S. Katsikeas

  2. University of Cyprus, Cyprus

    Leonidas C. Leonidou

  3. University of North Carolina at Chapel Hill, Chapel Hill, USA

    Neil A. Morgan

Authors
  1. Constantine S. Katsikeas
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Leonidas C. Leonidou
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Neil A. Morgan
    View author publications

    You can also search for this author in PubMed Google Scholar

Additional information

Constantine S. Katsikeas holds the Sir Julian Hodge Chair in Marketing and International Business at Cardiff Business School, Cardiff University. His main research interests lie in the areas of international marketing and purchasing, global strategic alliances, and competitive strategy. He has published widely in these fields and his articles have appeared inJournal of International Business Studies, Journal of International Marketing, (formerly Columbia)Journal of World Business, Journal of Business Research, Industrial Marketing Management, andManagement International Review, among others.

Leonidas C. Leonidou is associate professor of marketing at the University of Cyprus. He obtained his Ph.D. in marketing from the University of Bath, and has research interests in international marketing, relationship marketing, strategic marketing, and marketing in emerging economies. He has published extensively in these fields and his articles have appeared in various journals includingJournal of International Business Studies, Journal of Business Research, Journal of International Marketing, andManagement International Review.

Neil A. Morgan is assistant professor of marketing in the Kenan-Flagler Business School at the University of North Carolina, Chapel Hill. His research interests focus on strategic issues concerning marketing resources and capabilities, and marketing planning and implementation processes and their links with business performance. His work has appeared inJournal of the Academy of Marketing Science, Journal of Business Research, Industrial Marketing Management, British Journal of Management, European Journal of Marketing, and other journals.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Katsikeas, C.S., Leonidou, L.C. & Morgan, N.A. Firm-level export performance assessment: Review, evaluation, and development. J. of the Acad. Mark. Sci. 28, 493–511 (2000). https://doi.org/10.1177/0092070300284003

Download citation

  • Issue Date:

  • DOI: https://doi.org/10.1177/0092070300284003

Keywords

Search

Navigation