Catherine N. Axinn

Limits of internationalization theories in an unlimited world

This paper proffers the viewpoint that existing theory in internationalization is insufficient to explain the currently observed behaviors of firms in the international business marketplace. It examines the impact of the global economy, the service economy, the new economy, the high technology and connected knowledge/network economy, and the value economy on the changing shape of international business behavior. Drawbacks to traditional theories are explored in terms of the speed of internationalization, the limits of psychic distance, the range of entry modes accommodated, the unit of analysis used, the absence of portfolio logic, experiential learning, manufacturing focus, undervaluing managers and incorporating customer value, while encouraging theorists to both adapt current models and develop new ones.

Exploring channel internalization among Spanish exporters

The internalizing of export operations inside the firm is examined with data from 2,264 Spanish exporters. An interpretive framework for understanding the channel integration decision is designed and tested. Results confirm that a higher proportion of firms decide to externalize their export marketing activities in the marketplace versus keeping them inside the firm. Additionally, some hypotheses related to the selection of the optimal level of channel integration in the international arena are also empirically tested. The results also suggest some potentially fruitful areas for future research.

Towards an understanding of cross‐national similarities and differences in export information utilization

The extent to which and ways in which export information is used can play a significant role in a firms level of export performance. Surprisingly, however, little empirical research has been conducted in the area of export information use, and even less attention has been paid to potential cross‐national differences in how export information is used. The focus of this study is the examination of export information use practices across different countries. Data from a total sample of 989 exporting companies across Austria, Germany, New Zealand, the UK, and the USA were analyzed using analyses of covariance to control for extraneous, firm‐level variables. The results indicate that firms from all countries use information instrumentally/conceptually more often than symbolically; they also tend to use export market intelligence more than other sources of information. Further, examination of the findings revealed that firms from different countries also use information differently. For instance, US exporters are much more symbolic in their use of information than exporters from the other countries, while Austrian exporters tend not to use information symbolically. Implications and limitations are discussed and future research avenues are proposed.

Export Information Use: A Five-Country Investigation of Key Determinants

Although information use is crucial for effective export decision making and ultimately export performance, most of the extant literature focuses on information acquisition rather than information use. Using data from a five-country survey of exporting firms, this study examines the impact of information-, export-, and context-specific variables on different types of export information use. The results show that the effects of these factors depend on the type of information use considered and the mode of information acquisition involved. The authors discuss implications of the findings and identify further research directions.

The Contingent Effect of the Dimensions of Export Commitment on Exporting Financial Performance

Abstract Although export commitment has long been identified as an important construct in the export literature, there is considerable diversity concerning its conceptualization. The literature reveals that two predominant approaches have been used to define this construct. One way has been to depict export commitment as an attitude; the other views it as a behavior. We draw upon both of these conceptualizations of export commitment along with the integrative attitude-behavior framework of Frazier and Sheth (1985) to argue that this construct is a multidimensional phenomenon which comprises both attitudinal and behavioral dimensions. An important implication of this integrative approach is the premise that these dimensions, while positively correlated in the aggregate, can be asymmetric in individual cases. We propose that the effect of one export commitment dimension is contingent upon the level of the other and present the results of an empirical study that finds that there is indeed an interactive effe...

Pricing and Financing Practices of Industrial Exporting Firms

This article reports the findings of an investigation into pricing and financing practices of exporting firms. The research addressed the relationship between commitment to exporting and level of export achievement with the uses of various tactical options in the area of pricing and finance. Firms in the machine tools industry in two countries were studied so that country of origin effects could be examined. Results show that commitment and success are strongly associated while there is some variability in the use of pricing and financing practices by the country of origin of the exporting firms. Commitment is shown to have some influence on relationships between (1) country of origin and financing practices and (2) financing practices and success.

Antecedents to export information generation: a cross-national study

Purpose – The purpose of this paper is to examine the factors that enhance export decision-makers’ generation of export information, using a non-linear approach and a multi-country context, and so provide export decision-makers with empirically based guidelines on how to maximize their information acquisition efforts. Design/methodology/approach – A broad perspective on export information generation is adopted, including marketing research, export assistance, and market intelligence. The model of antecedents to information generation is tested in three studies (USA, Austria, New Zealand, respectively) using structural equation modeling techniques. Multigroup and hierarchical analysis is performed to assess cross-national invariance of relevant measures, and quadratic effects. Findings – The findings show that the predictors of export information generation vary across the three countries studied, and that many of the relationships are non-linear. Research limitations/implications – This study contributes ...

Intangible Resources and Export Marketing Strategy as Determinants of Export Performance: An Empirical Analysis from the Resource-based View

In this chapter, a resource-based model has been developed for analyzing the effect of several firm resources, more concretely those of an intangible character, on the development of both export capability and more appropriate export-marketing strategies in order to improve export performance. Then, this model has been empirically tested among a representative sample of Spanish exporting manufacturers. Results seem to confirm that either human, organizational, technological or relational capital resources of these firms have a significant impact on exportcapability creation which, in turn, moderates both export-marketing strategic choices by management and export performance. Relevant conclusions and implications for future researchers in this field, as well as export policy makers and international managers, are derived from these findings.

Exploring High-Commitment International Growth of High-Technology New Ventures: The Contingent Model of Formal Alliances

Abstract Although the importance of alliances to international entrepreneurs’ international growth is well acknowledged, we know little about how INVs benefit from both alliance partnership and their own capabilities for a high-commitment international growth. Using a sample of 231 international high-technology ventures, we find that technological knowledge drives high-commitment international growth of new ventures, and this relationship is moderated by both domestic and foreign alliances joined by the INVs we studied. Discussion and conclusions are offered.