How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsiveness

Purpose Drawing on the resource-based view, this study examines the effect of distribution adaptation on export performance. The study also examines the moderating role of responsiveness and commitment. Two distinct factors for commitment (i.e. managerial export commitment and financial export commi...

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Detalles Bibliográficos
Autores: Sousa, Carlos M. P., Ruzo Sanmartín, Emilio, Varela Neira, María Concepción, Tan, Qun
Tipo de recurso: artículo
Fecha de publicación:2024
País:España
Institución:Universidad de Santiago de Compostela (USC)
Repositorio:Minerva. Repositorio Institucional de la Universidad de Santiago de Compostela
Idioma:inglés
OAI Identifier:oai:minerva.usc.gal:10347/38634
Acceso en línea:https://hdl.handle.net/10347/38634
Access Level:acceso abierto
Palabra clave:Export commitment
Distribution adaptation
Export performance
Customer responsiveness
Competitor responsiveness
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spelling How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsivenessSousa, Carlos M. P.Ruzo Sanmartín, EmilioVarela Neira, María ConcepciónTan, QunExport commitmentDistribution adaptationExport performanceCustomer responsivenessCompetitor responsivenessPurpose Drawing on the resource-based view, this study examines the effect of distribution adaptation on export performance. The study also examines the moderating role of responsiveness and commitment. Two distinct factors for commitment (i.e. managerial export commitment and financial export commitment) and two distinct factors for responsiveness (i.e. export customer responsiveness and export competitor responsiveness) are considered as moderators in the relationship between distribution adaptation and export performance. Design/methodology/approach Using a Spanish governmental database of exporting firms, this study collected data from 208 firms to run the analysis. Findings The results indicate that distribution adaptation has a positive impact on export performance. Findings also support the moderating roles of the two types of commitment and the two types of responsiveness. Managerial export commitment positively moderates the relationship, whereas financial export commitment plays a negative moderating role. Both export customer responsiveness and export competitor responsiveness have a positive moderating impact. Originality/value To consider distribution adaptation as a distinct variable rather than mixing it with other elements of the marketing mix. This distinction facilitates a clearer comprehension of its unique contribution to export performance. Two distinct factors for commitment and two distinct factors for responsiveness are considered. This approach offers a more detailed analysis of how the different aspects of commitment and responsiveness moderate this relationship.EmeraldUniversidade de Santiago de Compostela. Departamento de Organización de Empresas e Comercialización20242024-01-0120242024-01-01journal articlehttp://purl.org/coar/resource_type/c_6501AMhttp://purl.org/coar/version/c_ab4af688f83e57aainfo:eu-repo/semantics/articleapplication/pdfhttps://hdl.handle.net/10347/38634reponame:Minerva. Repositorio Institucional de la Universidad de Santiago de Compostelainstname:Universidad de Santiago de Compostela (USC)Inglésengopen accesshttp://purl.org/coar/access_right/c_abf2Attribution-NonCommercial-NoDerivatives 4.0 Internationalhttp://creativecommons.org/licenses/by-nc-nd/4.0/info:eu-repo/semantics/openAccessoai:minerva.usc.gal:10347/386342026-06-15T12:47:27Z
dc.title.none.fl_str_mv How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsiveness
title How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsiveness
spellingShingle How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsiveness
Sousa, Carlos M. P.
Export commitment
Distribution adaptation
Export performance
Customer responsiveness
Competitor responsiveness
title_short How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsiveness
title_full How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsiveness
title_fullStr How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsiveness
title_full_unstemmed How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsiveness
title_sort How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsiveness
dc.creator.none.fl_str_mv Sousa, Carlos M. P.
Ruzo Sanmartín, Emilio
Varela Neira, María Concepción
Tan, Qun
author Sousa, Carlos M. P.
author_facet Sousa, Carlos M. P.
Ruzo Sanmartín, Emilio
Varela Neira, María Concepción
Tan, Qun
author_role author
author2 Ruzo Sanmartín, Emilio
Varela Neira, María Concepción
Tan, Qun
author2_role author
author
author
dc.contributor.none.fl_str_mv Universidade de Santiago de Compostela. Departamento de Organización de Empresas e Comercialización
dc.subject.none.fl_str_mv Export commitment
Distribution adaptation
Export performance
Customer responsiveness
Competitor responsiveness
topic Export commitment
Distribution adaptation
Export performance
Customer responsiveness
Competitor responsiveness
description Purpose Drawing on the resource-based view, this study examines the effect of distribution adaptation on export performance. The study also examines the moderating role of responsiveness and commitment. Two distinct factors for commitment (i.e. managerial export commitment and financial export commitment) and two distinct factors for responsiveness (i.e. export customer responsiveness and export competitor responsiveness) are considered as moderators in the relationship between distribution adaptation and export performance. Design/methodology/approach Using a Spanish governmental database of exporting firms, this study collected data from 208 firms to run the analysis. Findings The results indicate that distribution adaptation has a positive impact on export performance. Findings also support the moderating roles of the two types of commitment and the two types of responsiveness. Managerial export commitment positively moderates the relationship, whereas financial export commitment plays a negative moderating role. Both export customer responsiveness and export competitor responsiveness have a positive moderating impact. Originality/value To consider distribution adaptation as a distinct variable rather than mixing it with other elements of the marketing mix. This distinction facilitates a clearer comprehension of its unique contribution to export performance. Two distinct factors for commitment and two distinct factors for responsiveness are considered. This approach offers a more detailed analysis of how the different aspects of commitment and responsiveness moderate this relationship.
publishDate 2024
dc.date.none.fl_str_mv 2024
2024-01-01
2024
2024-01-01
dc.type.none.fl_str_mv journal article
http://purl.org/coar/resource_type/c_6501
AM
http://purl.org/coar/version/c_ab4af688f83e57aa
dc.type.openaire.fl_str_mv info:eu-repo/semantics/article
format article
dc.identifier.none.fl_str_mv https://hdl.handle.net/10347/38634
url https://hdl.handle.net/10347/38634
dc.language.none.fl_str_mv Inglés
eng
language_invalid_str_mv Inglés
language eng
dc.rights.none.fl_str_mv open access
http://purl.org/coar/access_right/c_abf2
Attribution-NonCommercial-NoDerivatives 4.0 International
http://creativecommons.org/licenses/by-nc-nd/4.0/
dc.rights.openaire.fl_str_mv info:eu-repo/semantics/openAccess
rights_invalid_str_mv open access
http://purl.org/coar/access_right/c_abf2
Attribution-NonCommercial-NoDerivatives 4.0 International
http://creativecommons.org/licenses/by-nc-nd/4.0/
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv Emerald
publisher.none.fl_str_mv Emerald
dc.source.none.fl_str_mv reponame:Minerva. Repositorio Institucional de la Universidad de Santiago de Compostela
instname:Universidad de Santiago de Compostela (USC)
instname_str Universidad de Santiago de Compostela (USC)
reponame_str Minerva. Repositorio Institucional de la Universidad de Santiago de Compostela
collection Minerva. Repositorio Institucional de la Universidad de Santiago de Compostela
repository.name.fl_str_mv
repository.mail.fl_str_mv
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