Title

Export intensity and marketing in transition economies : evidence from China

Document Type

Journal article

Source Publication

Industrial Marketing Management

Publication Date

5-1-2011

Volume

40

Issue

4

First Page

593

Last Page

602

Keywords

Export intensity, international marketing, transition economies, China

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.

DOI

10.1016/j.indmarman.2010.10.003

Print ISSN

00198501

E-ISSN

18732062

Publisher Statement

Copyright © 2010 Elsevier Inc

Access to external full text or publisher's version may require subscription.

Full-text Version

Publisher’s Version

Recommended Citation

Ellis, P. D., Davies, H., & Wong, A. H. K. (2011). Export intensity and marketing in transition economies: Evidence from China. Industrial Marketing Management, 40(4), 593-602. doi: 10.1016/j.indmarman.2010.10.003