DETERMINING THE MARKETING CAPABILITIES OF SMALL AND MEDIUM-SIZED INDUSTRIES FOR THE INTERNATIONAL MARKET

Authors

  • Pooya Salari Sharif
  • Sepehr Salehi
  • Hadi Forghani

DOI:

https://doi.org/10.32461/2226-3209.1.2018.178362

Abstract

Abstract. Today, competition in the current conditions of the export market, forces the organizations to adopt strategies to confront this competition in order to achieve higher export performance, but achieving higher performance is something that some researchers consider as the result of paying head to and this has become more important in manufacturing and service organizations. The main purpose of this research is to study the international market growth styles based on the ability to create international network studies of automotive industrial companies in the Bam Special
Economic Zone. The research method is descriptive survey. The data collection method is in two sections: library and field studies. Given the fact that the size of the statistical society of the industries of automobile industrial park of Bam Special Economic Zone is 1606, the sample size of the desired Morgan table should be at least 210. To analyze the data, Excel software for data recording and data analysis, and SPSS and AMOS statistical software were used to test the hypotheses of the research. The results show that internet marketing capability has a direct and significant effect on
access to information, access to information has a direct and significant effect on the international strategy, internet marketing capability has a direct and significant effect on the international pivotal strategy, the international pivotal strategy has a direct and significant effect on the international business, internet marketing capability has a direct and significant effect on the international network capability, the international strategy has a direct and significant effect on the international network capability, the ability of the international network have a direct and significant impact on international business in Bam automotive companies in special economic zone there. Therefore, it is suggested that
managers should create structures, processes and new methods for doing business and develop an export strategy in all sectors and enhancing interact among the marketing capabilities and developing the international market, in order to create the value of the market of exporters industries.
Keyword: International Market Growth, International Networking Capability.

References

Gabrielsson, M., & Gabrielsson, P. (2011). Internet-based sales channel strategies of born global firms. International

Business Review, 20, 88–99

Jean, R. J. B., Sinkovics, R. R., & Cavusgil, T. (2010). Enhancing international customer-supplier relationships through IT

resources: A study of Taiwanese electronics suppliers. Journal of International Business Studies, 41(7), 1218–1239.

Moen, Ø., Madsen, T. K., & Aspelund, A. (2008). The importance of the Internet in international business-to-business

markets. International Marketing Review, 25(5), 487–503

Musteen, M., Francis, J., & Datta, D. (2010). The influence of international networks on internationalization speed and

performance: A study of Czech SMEs. Journal of World Business, 45(3), 197–205.

Pla-Barber, J., & Puig, F. (2009). Is the influence of the industrial district on international activities being eroded by

globalization? Evidence from a traditional manufacturing industry. International Business Review, 18(5), 435–445.

Pezderka, N., Sinkovics, R., & Jean, R. J. B. (2012). Do born global SMEs reap more benefits from ICT use than other

internationalizing small firms? In M. Gabrielsson & V. H. Manek Kirpalani (Eds.), Handbook of research on born globals (pp. 185–

. Cheltenham: Edward Elgar.

Sinkovics, N., Sinkovics, R. R., & Jean, R. J. B. (2013). The Internet as an alternative path to internationalization?

International Marketing Review, 30(2), 130–155.

Spector, P. E. (2006). Method variance in organizational research: Truth or urban legend? Organizational Research

Methods, 9(2), 221–232.

Trainor, K., Rapp, A., Beitelspacher, L. S., & Schillewaert, N. (2011). Integrating information technology and marketing:

An examination of the drivers and outcomes of e-Marketing capability. Industrial Marketing Management, 40(1), 162–174.

Wilden, R., Gudergan, S., Neilsen, B., & Lings, I. (2013). Dynamic capabilities and performance: Strategy, structure and

environment. Long Range Planning, 46(1-2), 72–96.

Downloads

Issue

Section

Мистецтвознавство