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Managerial Ties, Market Orientation, and Export Performance: Chinese Firms Experience

Yan, H.; He, X.; Cheng, B.

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Authors

H. Yan

B. Cheng



Abstract

Managerial ties (MT) are important for business performance by providing firms access to valuable resources and protecting them from opportunism. Drawing on the resource-based view and the market orientation (MO) literature, we argue that (1) MT can help exporting firms to enhance export performance; and (2) MO will help strengthen the positive effect of MT as MO directs the value of MT for improvement of competitive strategy and customer experience with a market focus on generation, dissemination, and use of market intelligence concerning existing and potential customers and competitors. Using a sample of 230 Chinese exporting firms, we found that MT is linked to superior export performance, and the link is positively moderated by MO. Therefore, this study expands our understanding of how firms can not only improve their export performance through the development of MT, but also use MO to reinforce MT and export performance association.

Citation

Yan, H., He, X., & Cheng, B. (2017). Managerial Ties, Market Orientation, and Export Performance: Chinese Firms Experience. Management and Organization Review, 13(3), 611-638. https://doi.org/10.1017/mor.2016.39

Journal Article Type Article
Acceptance Date Jul 19, 2016
Online Publication Date Feb 27, 2017
Publication Date Sep 1, 2017
Deposit Date Aug 15, 2016
Publicly Available Date Aug 15, 2016
Journal Management and Organization Review
Print ISSN 1740-8776
Electronic ISSN 1740-8784
Publisher Cambridge University Press
Peer Reviewed Peer Reviewed
Volume 13
Issue 3
Pages 611-638
DOI https://doi.org/10.1017/mor.2016.39
Public URL https://durham-repository.worktribe.com/output/1399231

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Copyright Statement
This article has been published in a revised form in Management and organization review http://journals.cambridge.org/action/displayJournal?jid=MOR. This version is free to view and download for private research and study only. Not for re-distribution, re-sale or use in derivative works. © The International Association for Chinese Management Research 2016





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