Article ID Journal Published Year Pages File Type
1027757 Industrial Marketing Management 2011 10 Pages PDF
Abstract

Firms in transition economies face a common adaptation problem of having to compete within increasingly marketized environments. This creates a need for managers to learn skills associated with marketing, such as those pertaining to the development of new and better products. Although distance is usually a barrier to learning, we propose that in exchange situations involving transition economy firms, the benefits of long-distance trade may outweigh the costs of knowledge acquisition. We find support for this proposition in this study by establishing a link between the export intensity of Chinese exporters and their acquisition of marketing know-how. We also find evidence that the marketing knowledge of transition economy firms has a positive effect on overall performance.

Research highlights► In transition economies export exposure aids the acquisition of marketing know-how. ► Export intensity is positively related to development of new and better products. ► Export intensity is also positively related to customer orientation. ► In transition economies, marketing know-how positively affects firm performance.

Related Topics
Social Sciences and Humanities Business, Management and Accounting Marketing
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