Frank Bradley

Cultural Distance and Psychic Distance: Two Peas in a Pod?

Cultural distance and psychic distance are two concepts that are widely used in the international business literature. A large number of studies use both concepts interchangeably with no clear distinction between them. The authors propose a new model to assess cultural distance and psychic distance separately. Through the use of survey data of more than 300 managers, this article shows that both concepts are conceptually different and that psychic distance is determined by cultural distance and the individual values of the managers.

Cultural distance and psychic distance: refinements in conceptualisation and measurement

Cultural distance and psychic distance are two concepts that are widely used in the marketing literature to assess the differences between countries. The purpose of this study is to draw attention of researchers and managers to the general failure in the literature to differentiate between the cultural distance and psychic distance concepts. A critical review of the use of these concepts, outlining their theoretical and methodological properties, shows that a large number of studies use both concepts interchangeably with no clear distinction between them. The concepts are, however, conceptually distinct and address different phenomena. A framework is proposed that allows researchers and managers to recognise the exclusive properties of the two concepts.

Does the Firm’s Technology and Marketing Profile Affect Foreign Market Entry?

The authors examine the influence of the firms technology and marketing profile on foreign market entry mode by testing hypotheses based on data from 105 firms in four European countries. Four technology and marketing variables were the most important: (1) the firms generic marketing strategy—market concentration versus diversification, (2) demand uncertainty—the position in the life cycle of the firms principal product, (3) transaction costs—transaction uncertainty and research and development, and (4) value added—product patents. The authors suggest ways managers may be assisted in their foreign market entry decisions on the basis of their firms’ technology and marketing profile.

Effects of Export Assistance and Distributor Support on the Performance of SMEs The Case of Portuguese Export Ventures

The presumed effect of export assistance programmes and distributor support on the export performance of SMEs, though intuitively rational, has not been tested or validated in any systematic fashion in the export literature. To address this issue the authors develop a new model, which integrates these two constructs as critical variables affecting export performance. Confirmatory factor analysis and structural equation modeling were used to test hypotheses. The research findings, which are based on a survey of 287 senior managers responsible for international markets, suggest that export assistance programmes and distributor support are significant determinants of export performance. Implications of these findings along with the limitations of the study are discussed. Conséquences de l’aide à l’exportation et du soutien accordé aux distributeurs sur la performance des PME L’exemple des entreprises exportatrices portugaises Carlos M. P. Sousa et Frank Bradley University College Dublin, Irlande Les conséquences présumées qu’ont les programmes d’aide à l’exportation et de soutien accordé aux distributeurs sur les résultats des exportations des PME — bien que intuitivement rationnelles — n’ont été ni éprouvées ni validées de façon systématique dans les documentations portant sur les exportations. Pour résoudre ce problème, les auteurs mettent au point un nouveau modèle, qui intègre ces deux concepts comme variables critiques affectant les résultats des exportations. Pour vérifier les hypothèses avancées, on a eu recours à une analyse factorielle confirmatoire et à une modélisation par équation structurelle. Les résultats de la recherche, s’appuyant sur une enquête réalisée auprès de 287 de cadres supérieurs responsables des marchés internationaux, indiquent que les programmes d’aide aux exportations et de soutien aux distributeurs sont des facteurs déterminants des résultats des importations. On procède à une analyse des implications de ces constatations ainsi que des limites de l’étude. Los efectos de la ayuda a la exportación y apoyo a los distribuidores sobre la actuación de las PYME El caso de las empresas exportadoras portuguesas Carlos M. P. Sousa y Frank Bradley University College Dublin, Irlanda El supuesto efecto de los programas de ayuda a la exportación y apoyo a los distribuidores en los resultados de las exportaciones de las PYME, aunque racional por intuición, no ha sido probado ni validado en forma sistemática en la documentación sobre exportaciones. Para solventar este problema, los autores desarrollan un nuevo modelo el cual integra estos dos constructos. como variables críticas que afectan los resultados de las exportaciones. Para comprobar las hipótesis se utilizó un análisis de factores confirmatorios y una modelización de ecuaciones estructurales. Las conclusiones de la investigación, basadas en una encuesta de 287 altos funcionarios responsables de los mercados internacionales, indican que los programas de ayuda a la exportación y apoyo a los distribuidores son importantes factores determinantes de los resultados de las importaciones. Se analizan las consecuencias de estos resultados junto con las limitaciones del estudio. Auswirkungen von Exporthilfe und Vertriebsunterstützung auf den Erfolg von KMUs Im Fall von portugiesischen Exportunternehmen Carlos M. P. Sousa and Frank Bradley Universitätskolleg Dublin, Irland Die mutmaßlichen Auswirkungen von Exporthilfeprogrammen und Vertriebsunterstützung auf die Exportleistung von KMUs, obwohl augenscheinlich vernünftig, wurde bisher noch nicht in der Exportliteratur systematisch geprüft oder bestätigt. Um sich dieses Themas anzunehmen entwickelten die Autoren ein neues Modell, das diese zwei Konstrukte als kritische Variable mit Auswirkungen auf die Exportleistung vereint. Konfirmatorische Faktorenanalyse und Strukturangleichungsmodelle wurden verwendet um Hypothesen zu testen. Es wurde eine Umfrage unter 287 für internationale Märkte verantwortlichen Führungskräften durchgeführt. Die Umfrageergebnisse weisen darauf hin, dass Exporthilfeprogramme und Vertriebsunterstützung wichtige Bestimmungsfaktoren der Exportleistung sind. Die Implikationen dieser Ergebnisse sowie die Grenzen dieser Studie werden diskutiert.

Country–Company Interaction Effects and Supplier Preferences among Industrial Buyers

Abstract The objectives of this paper are to measure the effect of country of origin influences on the preferences of industrial buyers for different suppliers in international markets. Data were collected by personally interviewing 60 industrial buyers in different sectors in the electrical and electronic industry. The data were organized by using a linear compensatory multi-attribute attitude model and analysed by using a logit model. The results showed that country influences did not have a direct effect on company preferences but may have had a weak effect when interacting with company effects, determined by marketing mix variables, particularly advertising. Company effects were stronger and dominated country effects. The discovery of the influence of country effects as an interaction with company effects is a new finding previously unreported in the literature. This paper provides theoretical guidance for further research, and practical assistance to managers of industrial products companies, in developing marketing communications linked to country of origin effects.

Price adaptation in export markets

Purpose – The purpose of this paper is to identify the key factors that influence price adaptation in export markets.Design/methodology/approach – The conceptual model was tested empirically using data collected by mail questionnaire in a sample survey of 140 firms. The results were analysed using structural equation modelling and the method of estimation was maximum likelihood (ML). Various statistical tests show that the results were reliable and valid.Findings – The results reported here suggest that while controlling for the size of the firm, the degree of price adaptation is strongly influenced and conditioned by the degree of product, promotion, and distribution adaptation as well as by the differences that exist between the home and the foreign market.Originality/value – Despite calls for research on the adaptation of pricing in export markets little headway has been made in understanding the issue in the literature. This study adds to the limited empirical research work done in this area. Although...

The changing consumer in Ireland

Abstract The decade of the 1980s was a difficult time for companies marketing goods and services in Ireland. The business environment was dominated by high unemployment and economic recession, due to a combination of internal and external factors, which dampened consumer confidence and restrained spending. Fortunately, the economy is recovering rapidly in the 1990s, with low interest rates leading to greater confidence which, in turn, is promoting both increased investment and consumer spending. The prospects for the remainder of the 1990s look favourable assuming stability in the business environment. This paper describes key features of the Irish economy, demography and society which determine the nature of the consumer market, and examines the variables that affect its performance. It also outlines the structure of the macromarketing environment and highlights important trends. It concludes with a discussion of the future outlook for the market and examines some of the implications for marketing management.

Cultural Distance and Psychic Distance: A Theoretical Model and Empirical Assessment

Cultural distance and psychic distance are two concepts that are widely used in the literature. A large number of studies use both concepts interchangeably with no clear distinction between them. A new model is proposed and empirically tested which shows that both concepts are conceptually different.