دانلود رایگان مقاله لاتین فعالیت صادراتی مکانیسم مدیریت ارتباطی از سایت الزویر
عنوان فارسی مقاله:
مکانیسم های مدیریت ارتباطی در فعالیت های صادراتی: عوامل تعیین کننده و عواقب آن
عنوان انگلیسی مقاله:
Relational governance mechanisms in export activities: Their determinants and consequences
سال انتشار : 2016
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بخشی از مقاله انگلیسی:
2. Conceptual model and hypotheses
This work is part of the confluence of several theories and research lines. First, the relational paradigm considers that the mechanisms which govern the relation – relational norms – between exporters and their foreign distributors are direct antecedents of export performance (EP) (Griffith & Zhao, 2015). Second, in line with channel theory, this study establishes that the conditioning of relational norms is by the level of the exporter's dependence on its foreign distributors and by the exporter's international capabilities (Bello, Chelariu, & Zhang, 2003). Thirdly, stemming from the contingent approach a presumption exists that the external environment plays a key role in the export activities (Navarro-García, Arenas-Gaitán, & Rondán-Cataluña, 2014), influencing the exporter–foreign distributor relation. 2.1. Export performance Export performance (EP) is essential for decision making in the international arena (Madsen, 1998). Cavusgil and Zou (1994) define EP as the degree to which the firm completes its purposes by exporting its product-brands to external markets. EP comprises economic or operational facets (profit, sales, etc.) and strategic aspects (its international positioning, an increased market share from exporting, the achievement of objectives, etc.) through the planning and implementation of the firm's export marketing strategy. Three basic aspects of EP emerge from the literature review (Rose & Shoham, 2002; Sousa, 2004): (1) EP is a multidimensional concept that includes quantitative measures (sales, profitability, growth, etc.) and qualitative measures (perceived success, satisfaction, the achievement of objectives, etc.); (2) the evaluation of EP should not be at a point in time (short term) but over a given time horizon (Lages & Montgomery, 2004); (3) assessment measures must reflect the management's perceptions of performance (e.g., management satisfaction with EP) (Lages, Jap, & Griffith, 2008). This study takes into account the above three aspects (1) the work conceives two dimensions of EP: a quantitative dimension, (growth of export sales) and one that is qualitative (management satisfaction); (2) the evaluation of EP is over a period of time (the last three years); (3) the work takes into account the management's perceptions (management satisfaction) with various measures linked to the firm's success in foreign markets (its reputation and image, international expansion, market share, etc.).
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کلمات کلیدی:
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