G.M. Naidu

Predictors of export strategy and performance of small- and medium-sized firms

Abstract The industrial organization model suggests that market position in an industry is a significant input to multinational enterprises (MNEs) internationalization decision and subsequent performance. The transaction cost models consider the characteristics of a MNEs industry and requirements of location as most relevant to the internationalization decision. The strategic management (SM) model considers strategy and resources as factors which are firm-specific that exert influence on performance. This empirical study dealing with small- medium-sized firms validates export development strategy in the context of the SM model.

Public sector promotion of exports: A needs-based approach

Abstract Export assistance programs in the United States tend to receive low national recognition and priority compared to other industrialized countries. Awareness, knowledge, and utilization of the existing export assistance programs by U.S. firms have also been very limited. This paper identifies the differences in needs for assistance by firms in different stages of the internationalization process and proposes strategies to overcome some of the deficiencies. In an attempt to formulate more suitable export assistance programs, this article proposes strategies based on the needs of the firms targeted for assistance.

DOES RELATIONSHIP MARKETING PAY? AN EMPIRICAL INVESTIGATION OF RELATIONSHIP MARKETING PRACTICES IN HOSPITALS

Abstract Relationship marketing has been gaining momentum as business entities realize that short-term sales/transaction orientation has several pitfalls for building customer loyalty and continued patronage. Relationship marketing has the potential to improve marketing productivity (Sheth and Parvatiyar, 1995a) . Development and implementation of customer retention programs, partnering with customers, suppliers, and competitors, and other relationship marketing practices have become a way of life in the 1990s. What is the nature of relationship marketing practices adopted by hospitals in the United States? How do these practices correlate with the performance of such hospitals? These and related issues are the focus of this empirical investigation.

Women entrepreneurs and business venture growth: an examination of the influence of human and social capital resources in an Indian context

Abstract Current understanding of women entrepreneurs, and in particular those within emerging economies, remains limited. This is despite the fact that the prevalence of women entrepreneurs across emerging economies has grown. Consequently, using India as a research context, the purpose of this study was to identify specific human and social capital factors that may contribute to venture growth for women entrepreneurs in emerging economies. Results suggest that both human and social capital factors play a role in determining business growth for Indian women entrepreneurs. Specifically, human capital factors related to industry experience as well as prior entrepreneurial experience were significant contributors, as were social capital factors related to the size of individuals’ business networks and the support received from family members. However, education, parental business ownership, and network composition characteristics relative to kinship ties were not significant predictors of venture growth in an Indian context.

Organization of marketing in U.S. hospitals: an empirical investigation.

In this article the results of an empirical investigation of the marketing function in U.S. hospitals are reported. The relationship between hospital marketing orientation and hospital performance is examined. Results of the study indicate that substantial evidence exists to conclude that marketing is effective in the health care industry. Marketing failures in hospitals seem to be related to inappropriate marketing organization and inadequate top management support.

EXPLORING ENTREPRENEURIAL FULFILLMENT FOR WOMEN IN INDIA: AN EMPIRICAL STUDY

Drawing on social feminist theory, Indian cultural precepts, and previous research, we explore factors which may influence entrepreneurial fulfillment for women entrepreneurs in India. Results of a hierarchical regression analysis suggest that numerous network characteristics, as well as perceptions of family support, each contribute to a sense of entrepreneurial fulfillment for Indian women entrepreneurs. These factors furthermore each contributed to entrepreneurial fulfillment beyond the influence of the financial performance of the venture. Implications for understanding women entrepreneurs in emerging economies are discussed, as are practical implications for both women entrepreneurs and policy makers. We additionally present directions for future research.

Global Sourcing Practices and ISO 9000 International Quality Standards

While global sourcing gained early prominence for cost advantages, increasingly more firms are engaged in it now for reasons of strategic positioning and other competitive advantages (Swamidass 1993, Biron and Fawcett 1993). Carter and Narsimgan (1990) attributed the surge in offshore buying to i) lower costs, ii) improved quality, iii) manufacturing flexibility, and iv) access to new technology. Some recent studies, based on specific company case histories suggested interconnections between inward internationalization (global sourcing) and outward internationaliz.ation process such as exporting (Welch and Luostarinen 1993). With the growth of globalization of business, the need for harmonization of the myriad of industry-specific and national standards of quality also grew. The ISO 9000 international quality standards have been developed in response to this need, and gained critical importance with the economic integration of the European Union. The current study examined interrelationships between global sourcing, exporting, and preparation for ISO 9000 certification.

State Characteristics and Economic Internationalization

The American states differ widely in their economic characteristics and capabilities and their international orientation (“outward look”), which, in combination, may affect their relative competitiveness and performance in international economic activities. The present paper focused on state characteristics associated with two important elements of state economic internationalization: inward foreign direct investment and export intensity. Multivariate analyses identified two state characteristics that are significantly related to both elements of economic internationalization: lower levels of unionization and state spending targeted for promoting international economic activities (e.g. trade development, export promotion, inward/outward foreign direct investment). On the other hand, different sets of other state characteristics were found to be associated with high performance on the two selected elements of internationalization: lower state and local taxes, better interstate and airport infrastructure capabilities and higher consumer buying power were associated with higher inward foreign direct investment, while higher patent registrations, extensive water transportation capabilities, higher hourly wages and higher state and local taxes were associated with higher export intensity of the states. Further research is underway to examine the consistency of the findings for specific groups of industries and trading partner countries.