Factors Associated with Successful Export Performance: The Study of Thai International Service Firms

Main Article Content

Araya HONGCHINDAKET

Abstract

International service enterprises have become critical in the global market. As a result, there is increasing need to investigate what factors contribute to creating successful firms. Meanwhile, creating and maintaining long-term relationships between exporters and business clients are seen as an effective tool to enhance a firm’s performance. A proposed follow-up study is to develop and empirically test a theoretical framework of the antecedents cover organizational issues, plural forms of governance mechanism and performance implications of successful inter-firm relationships. This study is designed to extend previous research of the service sector in Thailand.

Downloads

Download data is not yet available.

Article Details

Section
Research Article

References

Sherell, D. L., & Bejou, D. (2007). Assessing the productivity of relationship marketing: Moving toward a paradigm. Journal of Relationship Marketing, 6(2), 3-7.

Day, G. S. (2000). Managing Market Relationships. Journal of the Academy of Marketing Science, 28(1), 24-30.

Zinkhan, G. M. (2002). Relationship Marketing: Theory and Implementation. Journal of Market-Focused Management, 5(2), 83-89.

Cavusgil, S. T. (1998). Executive Insights: International Partnering – A Systematic Framework for Collaborating with Foreign Business Partners. Journal of International Marketing, 6(1), 91-107.

Kale, P., Singh, H., and Perlmutter, H. (2000). Learning and Protection of Proprietary Assets in Strategic Alliances: Building Relational Capital. Strategic Management Journal, 21(3), 217-237.

Lee, Y., and Cavusgil, S. T. (2006). Enhancing Alliance Performance: The Effects of Contractual-based versus Relational-based Governance. Journal of Business Research, 59(8), 896-905.

Vinh Lu (2009). Organizational Drivers of Relationship Trust: An Investigation of Service Exporters. Journal of Relationship Marketing, 8, 330-355.

World Trade Organization (2008). International Trade Statistics 2008, viewed September 18, 2010, <https://www.wto.org./englishres_e/statis_e/its2008_e/its2008_e.pdf>

Thailand Services Trade (2010). Thailand Services Trade Data, viewed September 3, 2010,

Javalgi and D. Steven White (2002). Strategic Challenges for the Marketing of Services Internationally. International Marketing Review, 19(6), 563-81.

Clark, Terry, and Timothy Smith (1996). Toward a Theory of International Services: Marketing Intangibles in a World of nations. Journal of International Marketing, 4(2), 9-28.

Wernerfelt, Birger (1984). A Resource-Based View of the Firm. Strategic Management Journal, 5(2), 171-80.

Barney, Jay (1991). Firm Resources and Sustained Competitive Advantage. Journal of Management, 17(1), 99-120.

Hunt, and Robert M. Morgan (1995). The Comparative Advantage Theory of Competition.

Journal of Marketing, 59(2), 1-15.

Javalgi and Charles L. Martin (2007). Internationalization of Services: Identifying the

Building-Blocks for Future Research. Journal of Services Marketing, 21(6), 391-97.

La, Vinh Q., Paul G. Patterson, and Chris Styles (2005). Determinants of Export Performance Across Service Types: A Conceptual Model. Journal of Services Marketing, 19(6), 379-91.

Dhanaraj, Charles and Paul W. Beamish (2003). A Resource-Based Approach to the Study of Export Performance. Journal of Small Business Management, 41(3), 242-61.

La, Vinh Q., Paul G. Patterson, and Chris Styles (2009). Client-Perceived Performance and Value in Professional B2B Services: An International Perspective. Journal of International Business Studies, 40(2), 274-30.

Roath and Rudolf R. Sinkovics (2005). Utilizing Relational Governance in Export Relationships: Leveraging Learing and Improving Flexibility and Satisfaction, in Advances in International Marketing, Vol.16, S. Tamer Cavusgil, ed., 157-85.

Hamel, Gary, Yves L. Doz, and C. K. Prahalad (1989). Collaborate with Your Competitors and Win, Harvard Business Review, 67(1), 133-39.

Williamson, Oliver E. (1985). The Economic Institutions of Capitalism: Firms, Markets, Relational Contracting. New York: Free Press.

Ring, Peter Smith and Andrew H. van de Ven (1992). Structuring Cooperative Relationships Between Organizations. Strategic Management Journal, 13(7), 483-98.

Lusch, Robert F. and James R. Brown (1996). Interdependency, Contracting, and Relational Behavior in Marketing Channels. Journal of marketing, 60(4), 19-38.

Gencturk, Esra F., Preet S. Aulakh (2006). Normsand Control-Based Governance of International Manufacturer – Distributor Relational Exchanges. Journal of International Marketing, 15(1), 92-126.

Yu, Chwo-Ming Joseph, Tsai-Ju Liao, and Zheng-Dao Lin (2006). Formal Governance Mechanisms, Relational Governance Mechanisms, and Transaction Specific Investments in Supplier-Manufacturer Relationships. Industrial Marketing Management, 35(2), 128-39.

Zhang, Chun, S. Tamer Cavusgil, and Anthony S. Roath (2003). Manufacturer Governance of Foreign Distributor Relationships: Do Relational Norms Enhance Competitiveness in Export Market? Journal of International Business Studies, 34(6), 550-66.

Roxenhall, Tommy and Pervez Ghauri (2004). Use of the Written Contract in Long-Lasting Business Relationships. Industrial Marketing Management, 33(3), 261-168.

Zaheer, and N. Venkatraman (1995). Relational Governance as an Interorganizational Strategy: An Empirical Test of the Role of Trust in Economic Exchange. Strategic Management Journal, 16(5), 373-92.

Kaufmann, Patrick J., and Louise W. Stern (1988). Relational Exchange Norms, Perceptions of Unfairness, and Retained Hostility in Commercial Litigation. Journal of Conflict Resolution, 32(3), 534-52.

Heidi, Jan B. and George John (1990). Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships. Journal of Marketing Research, 27(1), 24-36.

Styles, C., Paul G. Patterson, and Farid Ahmed (2008). A Relational Model of Export Performance. Journal of International Business Studies, 39(5), 880-900.

Leonidou, Leonidas C. (2003). Overcoming the Limits of Exporting Research Using the Relational Paradigm. International Marketing Review, 20(2), 129-41.

Andersen, Poul Hauman and Rajesh Kumar (2006). Emotions, Trust and Relationship Development in Business Relationships: A Conceptual Model for Buyer-Seller Dyads. Industrial Marketing Management, 35(4), 522-35.

Cadogan, John W., Adamantios Diamantopoulos, and Judy A. Siguaw (2002). Export Market-Oriented Activities: Their Antecedents and Performance Consequences. Journal of International Business Studies, 33(3), 615-26.

Andersen, Otto (1993). On the Internationalization Process of Firms: A Critical Analysis. Journal of International Business Studies, 24(2), 209.

Gronroos, Christian (1999). Internationalization Strategies for Services. Journal of Services Marketing, 13(4/5), 290-97.

Cicic, Muris, Paul G. Patterson, and Aviv Shoham (2002). Antecedents of International Performance: A Service Firms’ Perspective. European Journal of Marketing, 36(9/10), 1103-18.

Leonidou, Leonidas C. and Kaleka, A. A. (1998). Behavioural Aspects of International Buyer-Seller Relationships: Their Association with Export Involvement. International Marketing Review, 15(5), 373-397.

Styles, Chris and Tim Ambler (1994). Successful Export Practice: The UK Experience. International Marketing Review, 11(6), 23-47.