D. Steven White

An empirical examination of factors influencing the internationalization of service firms

The internationalization of service firms is expanding dramatically, fueled by recent technological innovations and reductions of trade barriers. Drawing upon Dunning’s eclectic theory, firm‐ and location‐specific factors which have been found to be antecedents of internationalization of manufacturing firms are extended to determine their applicability to the internationalization of service firms. The hypotheses are empirically examined through a survey of 228 business‐to‐business service firms. Findings indicate that the firm‐specific factor of firm size and the location‐specific factor of market characteristics influence management attitudes toward operating internationally, which in turn influence the degree of internationalization of service firms. Practical implications, drawn from the results, are offered for managers of service firms who are facing the task of internationalizing.

Standardization/adaptation of international marketing strategy: Necessary conditions for the advancement of knowledge

For over 40 years academicians and practitioners have debated the standardization versus adaptation of international marketing strategy. Despite the importance of, and tremendous interest in the topic, and the volume of scholarly activity this topic has generated, the debate remains unresolved. Why? Here, it is argued that the last 40 years of scholarly research has advanced without a strong underlying theoretical framework. The historical foundations of the standardization/adaptation perspective are presented, followed by a critical evaluation of the field under the guiding framework of the fundamentals of theoretical construction. Suggestions for developing a stronger theoretical foundation, as well as directions for future research are addressed.

Strategic Challenges for the Marketing of Services Internationally

For the past decade, the marketing of services internationally has been the fastest growing segment of global trade, important to developed and developing countries alike. Yet during this same timeframe, despite numerous calls for more research in international services marketing, there exists a paucity of research. In this viewpoint, the authors offer 11 strategic challenges designed to foster further theoretical development in the area of international services marketing. Additionally, five specific areas of neglect are identified and recommendations for future research are offered.

Firm Characteristics Influencing Export Propensity: An Empirical Investigation by Industry Type

Abstract This study examines 20,204 manufacturers in a midwestern state to determine whether firm characteristics significantly influence the propensity to export. By examining census data, the researchers seek to address the speculation that the lack of representativeness of previous studies has skewed the interpretation of the influence of firm characteristics on export propensity. The variables examined are number of employees, total sales, years in business, international trade activity (exporter/nonexporter), primary industrial classification, and firm ownership. The results of the study indicate that the value of using firm characteristics to predict export behavior varies by industry.

An attribution theory approach for understanding the internationalization of professional service firms

Purpose – The aim is to gain an increased understanding of the factors motivating managers toward internationalizing their firms.Design/methodology/approach – Attribution theory is employed in this study. Building upon the internationalization literature, an attribution model of internationalization is developed. A model of the influence of causal factors (i.e. uniqueness of offering, financial resources and competitive pricing) on a cognitive psychological consequence (i.e. expectations of success) and resulting behavioral consequence (i.e. international success) is examined in a sample of 152 managers of US‐based professional service firms through structural equation modeling.Findings – The results, supporting the proposed model, suggest that attribution theory can provide a new lens through which greater insights into managerial mindsets driving the internationalization process can be gained.Originality/value – This study provides new theoretical insights for international marketing academics as well a...

Graduate International Business Education in the United States--Comparisons and Suggestions.

Abstract This article reports on a two-part study of graduate international business programs in the United States. The first study presents comparative information from 21 top U.S. graduate international business institutions. The second study presents three guidelines developed from in-depth conversations with a number of internationally recognized experts on international business education. A case is made, based upon the comparisons and guidelines, for a re-examination of the structure of U.S. graduate international business programs.

The first decade of e-commerce

Executives remain hopeful, despite recent turmoil in the e-commerce business environment, that the internet will fulfil their expectations and become a source of competitive advantage. The authors of this article provide a historical review of the first decade of e-commerce and its business models. The authors provide a historical foundation so that future research will not duplicate what has already been done by documenting the evolution of e-commerce models developed by researchers during the initial decade of e-commerce. In addition, strategic challenges facing executives who seek to use the internet as part of their global business strategy are offered.

Mapping the global digital divide

The global digital divide as a concept is intuitively understood by most academicians, politicians and public policy makers. However, to date little empirical work exists to explain differences in per country access to information and communication technologies (ICTs). The research that does exist places heavy influence on the impact of country wealth, as measured by gross domestic product (GDP) per capita, on the diffusion of ICTs. While GDP per capita certainly influences the diffusion of ICTs within a country, it is not the sole determinant of a countrys location versus other countries vis-a-vis the global digital divide. To investigate and map the global digital divide, as it currently exists, the authors utilise model-based cluster analysis to determine cohorts of countries based on three variables: personal computers per 100 population, internet users per 100 population and internet bandwidth per person. The results indicate that the global digital divide consists of four tiers. And although all of the developed countries are included in the first tier, some surprising results are obtained. Implications of the results are discussed and directions for future research are provided.

Firm characteristics and export propensity: a comparison of manufacturers and manufacturing-based service providers

This study examines 20[punctuation space]204 manufacturers in a Midwestern state to determine whether the influence of firm characteristics on the propensity to export differs for manufacturers and manufacturing-based service providers. By examining census data, the researchers seek to address the speculation that the lack of representativeness of previous studies has skewed the interpretation of the influence of firm characteristics on whether or not a manufacturer exports. The variables examined are number of employees, total sales, years in business, international trade activity (exporter/non-exporter), and firm ownership. The results of the study indicate that the value of using firm characteristics to predict export behavior differs for manufacturing firms and manufacturing-based service providers.

Putting the world in the world wide web: the globalisation of the internet

Without question, the first decade of the internet as a mass communications platform belonged to the USA. US universities, businesses and users dominated the online landscape to the point that English became the language of choice of the world wide web. However, as internet technology and access diffuses to more countries, will US dominance of the internet continue? The authors argue that one tipping point has already occurred the majority of users on the internet today are non-native English speakers. The next tipping point, not too far away, is when non-native English speakers conduct the majority of e-commerce. The paper discusses internet usage trends, including language, diffusion models and the challenges facing businesses figuring out when and how to effectively compete in the trillion dollar e-commerce marketplace. This paper concludes with research opportunities.