Abstract
Substantial scholarly works have shed light on the driving forces for firms to enter into international market. However, most studies pay attention to the fact that the export motives can explain to a large extent why some firms are involved and succeed in exporting, as opposed to others that do not export at all and remain inactive(Leonidou,1995). Therefore, the question that among firms that all involved in, how do their initial internationalization motivation lead to sharp differences in terms of their implementation and performance in international market. In addition, limited empirical insights have been gained to combine different sort of motives together to shed light on firms' motive to export. To fill this gap, this paper examine Chinese exporters' export motives by incorporating proactive-reactive as well as strategic-tactic perspectives at the same time.In this paper, the authors offer a theoretical explanation that integrates both the IO view and organization learning perspective, first using a cluster analysis to incorporate both proactive-reactive and strategic-tactic drivers of firms' overseas exploration as inputs to identify typology of Chinese indigenous exporters. Base on this, authors find that Chinese exporters fall into four different profiles, namely the strategist, hesitated, experimentalist, prospector.Organization learning, commitment , competence as well as performance are then examined to characterize the four clusters, make clearer interpretation and more meaningful managerial implication of the typology.
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© 2015 Academy of Marketing Science
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Chen, X., Hu, Z., Zhao, P. (2015). Strategic Proactive or Tactic Reactive? ---A Typology Portrait of Chinese Exporters by Export Motives. In: Robinson, Jr., L. (eds) Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-10864-3_118
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DOI: https://doi.org/10.1007/978-3-319-10864-3_118
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Publisher Name: Springer, Cham
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Online ISBN: 978-3-319-10864-3
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