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Learning orientation in export functions: impact on export growth
Anne L. Souchon1; Joseph A. Sy-Changco2; Belinda Dewsnap3
2012-04-20
Source PublicationInternational Marketing Review
ISSN0265-1335
Volume29Issue:2Pages:175-202
Abstract

Purpose – The purpose of this paper is to examine how the learning orientation of export functions affects their growth performance.

Design/methodology/approach – A mail survey of 354 exporters was conducted, and the data were analyzed using confirmatory factor analysis and structural equation modeling.

indings – Results show that the link between response to export information and export growth is quadratic (U-shaped), and that this relationship is moderated by use of export memory. Export memory itself was found to be beneficial to export growth when responsiveness to export information is low, but detrimental under high levels of export information responsiveness. In turn, response to export information is driven by export information acquisition and distribution, as well as by the management of mental export models. Export memory use is also enhanced by the latter and the integration of export information within organizational systems.

Research limitations/implications – The authors examine learning orientation in the context of export functions for the first time, and in doing so, uncover specific relationships that export learning constructs have with the growth performance of export firms. In addition, most of the organizational learning literature focuses on the information-processing behaviors of firms (e.g. acquisition, dissemination, use), overlooking the important discipline-based constructs such as the management of mental models. The authors show how important the challenging of mental export models is for maximizing response to export information and use of export memory.

Practical implications – High levels of (human and financial) investment in export information processing are important for export growth. Export memory use should be encouraged, but only to confirm or triangulate new information. In addition, export staff should be formally trained in challenging the preconceptions they may have developed about their export markets.

Originality/value – This study is the first to consider the learning orientation of export functions, and to do so from a holistic (both information processing- and discipline-based) perspective.

KeywordPhilippines Exporting Information Processing Learning Organizations Exports Business Development Organizational Learning
DOIhttps://doi.org/10.1108/02651331211216970
Language英语
WOS Research AreaBusiness & Economics
WOS SubjectBusiness
WOS IDWOS:000306206200004
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Citation statistics
Cited Times [WOS]:18   [WOS Record]     [Related Records in WOS]
Document TypeJournal article
CollectionFaculty of Business Administration
DEPARTMENT OF MANAGEMENT AND MARKETING
Corresponding AuthorAnne L. Souchon
Affiliation1.School of Business and Economics, Loughborough University, Loughborough, UK
2.Faculty of Business Administration, University of Macau, Macau, China
3.School of Business and Economics, Loughborough University, Loughborough, UK
Recommended Citation
GB/T 7714
Anne L. Souchon,Joseph A. Sy-Changco,Belinda Dewsnap. Learning orientation in export functions: impact on export growth[J]. International Marketing Review,2012,29(2):175-202.
APA Anne L. Souchon,Joseph A. Sy-Changco,&Belinda Dewsnap.(2012).Learning orientation in export functions: impact on export growth.International Marketing Review,29(2),175-202.
MLA Anne L. Souchon,et al."Learning orientation in export functions: impact on export growth".International Marketing Review 29.2(2012):175-202.
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