Factors that distinguish proactive versus reactive exporters: decisions by export firms in a developing country

Article

Sibanda, Khutula, Erwee, Ronel and Ng, Eric. 2011. "Factors that distinguish proactive versus reactive exporters: decisions by export firms in a developing country." Journal of Global Marketing. 24 (1), pp. 69-84. https://doi.org/10.1080/08911762.2011.545722
Article Title

Factors that distinguish proactive versus reactive exporters: decisions by export firms in a developing country

ERA Journal ID19816
Article CategoryArticle
AuthorsSibanda, Khutula (Author), Erwee, Ronel (Author) and Ng, Eric (Author)
Journal TitleJournal of Global Marketing
Journal Citation24 (1), pp. 69-84
Number of Pages16
Year2011
Place of PublicationPhiladelphia, PA. United States
ISSN0891-1762
1528-6975
Digital Object Identifier (DOI)https://doi.org/10.1080/08911762.2011.545722
Abstract

This study explored factors that distinguish pro-active versus reactive export marketing strategies of Zimbabwean export companies. It identified key variables that contributed most to the discrimination between pro-active firms with high levels of adaptation of export marketing strategy against reactive exporters with low levels of adaptation of export marketing strategy. Data was collected through a structured multi-item questionnaire involving a randomly selected sample of 105 exporting organizations. The overseas experience of management and strategic orientation of the company, cultural values and legislation were found as key variables that discriminated between reactive exporting firms using low adaptation of export marketing strategy from those pro-active exporters with high adaptations.

Keywordsinternational marketing; marketing strategy; strategy adaptation; Zimbabwe
ANZSRC Field of Research 2020350706. International business
440499. Development studies not elsewhere classified
350605. Marketing management (incl. strategy and customer relations)
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Byline AffiliationsSchool of Management and Marketing
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Preparing for doctoral supervision at a distance: lessons from experience
Albion, Peter R. and Erwee, Ronel. 2011. "Preparing for doctoral supervision at a distance: lessons from experience." Koehler, Matthew and Mishra, Punya (ed.) 22nd International Conference of the Society for Information Technology and Teacher Education (SITE 2011). Nashville, United States 07 - 11 Mar 2011 Chesapeake, VA, USA.
Understanding B2B supplier selection relationships: the case of Taiwan agribusinesses
Ng, Eric. 2010. "Understanding B2B supplier selection relationships: the case of Taiwan agribusinesses." Journal of Business-to-Business Marketing. 17 (2), pp. 149-172. https://doi.org/10.1080/10517120902762492
Integrating diversity management initiatives with strategic human resource management
Erwee, Ronel. 2003. "Integrating diversity management initiatives with strategic human resource management ." Wiesner, Retha and Millett, Bruce (ed.) Human resource management: challenges & future directions. Milton, Australia. John Wiley & Sons. pp. 57-71
International management and leadership: developing a global mindset
Erwee, Ronel. 2003. "International management and leadership: developing a global mindset." Hough, Johan, Neuland, Ernst and Bothma, Neels (ed.) Global business, environments and strategies: managing for global competitive advantage. Cape Town. Oxford University Press Southern Africa. pp. 217-247
Differences and similarities in managerial perspectives of strategic HRM
Heaton, Robert and Erwee, Ronel. 2003. "Differences and similarities in managerial perspectives of strategic HRM." Lee, Sang, Wang, F. and Li, S. (ed.) Pan-Pacific Conference XX: The E-Global Age, New Economy and China: A Close Up. Shanghai, China 28 - 30 May 2003 Lincoln, Nebraska, USA.
Strategic human resource management in a health system
Heaton, Robert and Erwee, Ronel. 2003. "Strategic human resource management in a health system." Lee, Sang, Wang, F. and Li, S. (ed.) Pan-Pacific Conference XX: The E-Global Age, New Economy and China: A Close Up. Shanghai, China 28 - 30 May 2003 Lincoln, Nebraska, USA.
Professional doctorates and DBAs in Australia: dilemmas and opportunities to innovate
Erwee, Ronel. 2004. "Professional doctorates and DBAs in Australia: dilemmas and opportunities to innovate." International Journal of Organisational Behaviour. 7 (3), pp. 394-400.
An empirical investigation on the dyad perspective of buyer-seller relationships in Australian regional agribusinesses
Ng, Eric. 2009. "An empirical investigation on the dyad perspective of buyer-seller relationships in Australian regional agribusinesses." Contemporary Management Research: an international journal. 5 (3), pp. 287-299.
Retention and progression of postgraduate business students: An Australian perspective
Carroll, David, Ng, Eric and Birch, Dawn. 2009. "Retention and progression of postgraduate business students: An Australian perspective." Open Learning: The Journal of Open, Distance and e-Learning. 24 (3), pp. 197-209.
Mapping knowledge flows in virtual teams with SNA
Behrend, Frank D. and Erwee, Ronel. 2009. "Mapping knowledge flows in virtual teams with SNA." Journal of Knowledge Management. 13 (4), pp. 99-114. https://doi.org/10.1108/13673270910971860
Adaptation practices and export performance: a study of exporting firms in Zimbabwe
Sibanda, Khutula. 2007. Adaptation practices and export performance: a study of exporting firms in Zimbabwe. Doctorate other than PhD Doctor of Business Administration. University of Southern Queensland.
An exploratory study on the use of information sources by consumers to select Australian regional travel agencies
Ng, Eric. 2009. "An exploratory study on the use of information sources by consumers to select Australian regional travel agencies." Journal of Hospitality Marketing and Management. 18 (1), pp. 26-43. https://doi.org/10.1080/19368620801988990
A dyad perspective of buyer-seller relationships - the case of Taiwan agribusinesses
Ng, Eric. 2008. "A dyad perspective of buyer-seller relationships - the case of Taiwan agribusinesses." Spanjaard, Daniela, Denize, Sara and Sharma, Neeru (ed.) ANZMAC 2008: Shifting the Focus from Mainstream to Offbeat. Sydney, Australia 01 - 03 Dec 2008 Australia.
Performance and pay practices in German and Indian manufacturing companies
Erwee, Ronel and Palmke, Haridass. 2008. "Performance and pay practices in German and Indian manufacturing companies ." Wilson, Marie (ed.) 22nd Australian and New Zealand Academy of Management Conference (ANZAM 2008). Auckland, New Zealand 02 - 05 Dec 2008 CAnning Bridge, Western Australia.
Models of management consulting: a survey
Erwee, Ronel and Malan, Renee. 2009. "Models of management consulting: a survey ." Buono, Anthony F. (ed.) Emerging trends and issues in management consulting: consulting as a Janus-faced reality. Charlotte, NC. United States. Information Age Publishing. pp. 41-62
An exploratory study of Australian agribusiness organisations and their selection of e-business models for conducting B2B e-commerce
Ng, Eric, Lawley, Meredith and Summers, Jane. 2004. "An exploratory study of Australian agribusiness organisations and their selection of e-business models for conducting B2B e-commerce." 2004 Inaugural Academy of World Business, Marketing and Management Development Conference: The Challenge of Inter-Disciplinary Perspectives & Globalization in the 21st Century . Gold Coast, Australia 13 - 16 Jul 2004 Perth, Australia.
Which B2B e-business model: the case of Australian agribusiness organisations
Ng, Eric, Lawley, Meredith and Summers, Jane. 2003. "Which B2B e-business model: the case of Australian agribusiness organisations." Geursen, G., Kennedy, R. and Tolo, M. (ed.) ANZMAC 2003: Celebration of Ehrenberg and Bass: Marketing Discoveries, Knowledge and Contribution. Adelaide, Australia 01 - 03 Dec 2003 Melbourne, Australia.
Diversity management in German and Indian manufacturing companies
Paelmke, Haridass and Erwee, Ronel. 2008. "Diversity management in German and Indian manufacturing companies." International Journal of Organisational Behaviour. 13 (1), pp. 28-51.
An investigation into the relevance of emerging marketing strategy in regional Queensland hospitals
Hopper, Tiana, Erwee, Ronel and Hastings, Kathy. 2007. "An investigation into the relevance of emerging marketing strategy in regional Queensland hospitals." Thyne, Maree, Deans, Kenneth R. and Gnoth, Juergen (ed.) ANZMAC 2007: 3Rs Reputation, Responsibility and Relevance: Doctoral Colloquium Writing Workshop. Dunedin, New Zealand 30 Nov - 02 Dec 2007 Dunedin, New Zealand.
Cultural differences affecting German HR policies in Asia
Stehle, Wolfgang and Erwee, Ronel. 2007. "Cultural differences affecting German HR policies in Asia." Journal of Asia Business Studies. 2 (1), pp. 34-47.
Business networks: spanning boundaries and incorporating teams
Erwee, Ronel. 2001. Business networks: spanning boundaries and incorporating teams . Toowoomba, Australia. University of Southern Queensland.
Global business leadership and strategies
Erwee, Ronel. 2007. "Global business leadership and strategies." Hough, Johan and Neuland, Ernst (ed.) Global business, environments and strategies: managing for global competitive advantage. Cape Town, South Africa. Oxford University Press Southern Africa. pp. 221-242
Strategic international human resource management
Erwee, Ronel. 2007. "Strategic international human resource management." Hough, Johan and Neuland, Ernst (ed.) Global business: environments and strategies: managing for global competitive advantage, 3rd ed. Cape Town, South Africa. Oxford University Press Southern Africa. pp. 173-201
Developing professional relationships between supervisors and doctorial candidates
McPhail, Janelle and Erwee, Ronel. 2000. "Developing professional relationships between supervisors and doctorial candidates." Australian Journal of Management and Organisational Behaviour. 3 (1), pp. 76-90.
Diversity management in a South African university: a case study
Strydom, Jacques and Erwee, Ronel. 1998. "Diversity management in a South African university: a case study." Journal of Industrial Psychology. 24 (2), pp. 9 - 14.
Case study: Multotec Cyclones (Pty) Ltd
Erwee, Ronel and Venter, Dani. 2003. "Case study: Multotec Cyclones (Pty) Ltd." Hough, John, Neuland, Ernst and Bothma, N. (ed.) Global business environments and strategies: managing for global competitive advantage, 2nd ed.. Cape Town, South Africa. Oxford University Press. pp. 19-26
Using social network analysis to map information and knowledge flows in virtual project teams
Behrend, Frank D. and Erwee, Ronel. 2007. "Using social network analysis to map information and knowledge flows in virtual project teams." Rose, Elizabeth L. and Fisher, Greg (ed.) 2007 Australia and New Zealand International Business Academy Conference: Institutions and Organisations in an International Context (ANZIBA 2007). Newcastle, Australia 09 - 10 Nov 2007 Sydney, Australia.
Organisational inertia: contrasting results in Australia and South Africa
Roodt, Gert, Kinnear, Carli and Erwee, Ronel. 2003. "Organisational inertia: contrasting results in Australia and South Africa ." SA Journal of Industrial Psychology. 29 (2), pp. 1-5. https://doi.org/10.4102/sajip.v29i2.101
Transfer of human resource practices from German multinational enterprises to Asian subsidiaries
Stehle, Wolfgang and Erwee, Ronel. 2007. "Transfer of human resource practices from German multinational enterprises to Asian subsidiaries." Research and Practice in Human Resource Management. 15 (1), pp. 63-88.
Diversity management in small companies: city council case study
Steger, Mark and Erwee, Ronel. 2001. "Diversity management in small companies: city council case study." International Journal of Organisational Behaviour. 4 (1), pp. 77-95.
Organisational inertia: the OI scale's applicability in an Australian context
Roodt, Gert, Kinnear, C., Erwee, Ronel, Smith, Don, Lynch, Bernadette and Millett, Bruce. 2000. "Organisational inertia: the OI scale's applicability in an Australian context." Lee, Sang and Tidwell, Paula (ed.) 17th Pan Pacific Conference: Global Business in the New Millennium . Gold Coast, Australia 31 May - 02 Jun 2000 Lincoln, Nebraska. United States.
Knowledge creation and integration in project teams: a study of international telecommunications companies in Singapore
Poh, Lee-Guan and Erwee, Ronel. 2004. "Knowledge creation and integration in project teams: a study of international telecommunications companies in Singapore ." Journal of Management and World Business Research. 1 (1), pp. 23-44.
Building quality international channel partner relations: a dyadic perspective
Hastings, Kathy, Brown, Les, Ng, Eric and Cassidy, Frances. 2006. "Building quality international channel partner relations: a dyadic perspective." Ali, Yunus and van Dessel, Maria (ed.) ANZMAC 2006: Advancing Theory, Maintaining Relevance. Brisbane Australia 04 - 06 Dec 2006 Brisbane, Australia.
An exploratory study on consumer travel agency information sources: an Australian regional analysis
Ng, Eric, Cassidy, Frances and Brown, Les. 2006. "An exploratory study on consumer travel agency information sources: an Australian regional analysis." 2006 International Conference on Business and Information (BAI 2006). Singapore 12 - 14 Jul 2006 Taiwan.
Supplier selection in industrial supply-chains: the case of Taiwanese agribusiness
Ng, Eric, Brown, Les, Hastings, Kathy and Cassidy, Frances. 2006. "Supplier selection in industrial supply-chains: the case of Taiwanese agribusiness." Ali, Yunus and van Dessel, Maria (ed.) ANZMAC 2006: Advancing Theory, Maintaining Relevance. Brisbane Australia 04 - 06 Dec 2006 Brisbane, Australia.
Cross case analysis of how SME high technology firms in Canada define performance management
Price, Sherry and Erwee, Ronel. 2006. "Cross case analysis of how SME high technology firms in Canada define performance management." Lee, Thomas W. (ed.) AM 2006: Knowledge, Action and the Public Concern . Atlanta, United States 14 - 16 Aug 2006 Westchester, NY, USA.
Exploring the major factors influencing consumer selection of travel agencies in a regional setting
Ng, Eric, Cassidy, Frances and Brown, Les. 2006. "Exploring the major factors influencing consumer selection of travel agencies in a regional setting." Journal of Hospitality and Tourism Management. 13 (1), pp. 75-84.
Knowledge integrator nodes in teams or networks in multinational enterprises
Erwee, Ronel, Brown, Les and Poh, Lee-Guan. 2002. "Knowledge integrator nodes in teams or networks in multinational enterprises." IMP Group Asia Conference (2002). Perth, Australia 11 - 13 Dec 2002
Diversity management in South African companies
Strydom, Jacques B. and Erwee, Ronel. 1998. Diversity management in South African companies. Toowoomba, Australia. University of Southern Queensland.
Integrating diversity management initiatives with strategic human resource management
Erwee, Ronel. 2003. Integrating diversity management initiatives with strategic human resource management. Toowoomba, Australia. University of Southern Queensland.
Forming and maintaining cross-cultural interorganisational networks
Erwee, Ronel, Perry, Chad and Tidwell, Paula. 1999. "Forming and maintaining cross-cultural interorganisational networks." Lee, Sang, Old, Geoff and Reddy, Narendra (ed.) Pan Pacific Conference XVI . Fintel, Fiji 31 May - 03 Jun 1999
IHRM approaches of German MNEs and their subsidiaries in Thailand, Indonesia and Singapore
Stehle, Wolfgang and Erwee, Ronel. 2005. "IHRM approaches of German MNEs and their subsidiaries in Thailand, Indonesia and Singapore." Qumrul, Alam (ed.) 2005 Australia and New Zealand International Business Academy Conference (ANZIBA 2005). Melbourne, Australia 10 - 11 Nov 2005 Melbourne, Australia.
Types of B2B e-business model commonly used: an empirical study on Australian agribusiness firms
Ng, Eric. 2005. "Types of B2B e-business model commonly used: an empirical study on Australian agribusiness firms." Australasian Agribusiness Review. 13, pp. 1-13.
Knowledge exchange in a regional network
Lake, Peter and Erwee, Ronel. 2005. "Knowledge exchange in a regional network." International Journal of Organisational Behaviour. 9 (6), pp. 642-658.
Evaluating a virtual team assignment in a distance education course
Erwee, Ronel. 2005. "Evaluating a virtual team assignment in a distance education course." International Journal of Business and Management Education. 13 (1), pp. 1-20.
An empirical framework developed for selecting B2B e-business models: the case of Australian agribusiness firms
Ng, Eric. 2005. "An empirical framework developed for selecting B2B e-business models: the case of Australian agribusiness firms." Journal of Business and Industrial Marketing. 20 (4/5), pp. 218-225. https://doi.org/10.1108/08858620510603891