Testing for linear and quadratic effects between price adaptation and export performance: the impact of values and perceptions
Autor(a) principal: | |
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Data de Publicação: | 2014 |
Outros Autores: | , |
Tipo de documento: | Artigo |
Idioma: | eng |
Título da fonte: | Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
Texto Completo: | https://ciencia.iscte-iul.pt/public/pub/id/9760 http://hdl.handle.net/10071/9863 |
Resumo: | Managerial perceptions are essential in explaining strategic decisions. It is, therefore, surprising that despite a number of studies that have examined the impact of managerial characteristics in exporting, little research has been reported in the export literature that investigates the importance of managers' perceptions on strategic decisions and resultant performance outcomes. To address this gap in the literature, the authors examine the key determinants of managers' psychic distance as well as its influence on international pricing decisions, and this in turn, on the export performance of small and medium sized enterprises. We also examine the quadratic effects of price adaptation on export performance. This is particularly relevant as price adaptation and export performance have been assumed in the literature to have a linear relationship. The results show that managers' perceptions have a significant impact on pricing decisions and resultant performance outcomes. Our findings also indicate that price adaptation has an inverted U-shaped relationship with export performance. |
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Testing for linear and quadratic effects between price adaptation and export performance: the impact of values and perceptionsExport performancePsychic distanceValuesPricePerceptionsManagerial perceptions are essential in explaining strategic decisions. It is, therefore, surprising that despite a number of studies that have examined the impact of managerial characteristics in exporting, little research has been reported in the export literature that investigates the importance of managers' perceptions on strategic decisions and resultant performance outcomes. To address this gap in the literature, the authors examine the key determinants of managers' psychic distance as well as its influence on international pricing decisions, and this in turn, on the export performance of small and medium sized enterprises. We also examine the quadratic effects of price adaptation on export performance. This is particularly relevant as price adaptation and export performance have been assumed in the literature to have a linear relationship. The results show that managers' perceptions have a significant impact on pricing decisions and resultant performance outcomes. Our findings also indicate that price adaptation has an inverted U-shaped relationship with export performance.Wiley-Blackwell2015-09-25T13:27:55Z2014-01-01T00:00:00Z20142015-09-25T13:27:03Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articleapplication/pdfhttps://ciencia.iscte-iul.pt/public/pub/id/9760http://hdl.handle.net/10071/9863eng0047-2778Sousa, C. M. P.Lengler, J.Martinez-López, F.info:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2023-11-09T17:31:51Zoai:repositorio.iscte-iul.pt:10071/9863Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-19T22:14:20.585006Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse |
dc.title.none.fl_str_mv |
Testing for linear and quadratic effects between price adaptation and export performance: the impact of values and perceptions |
title |
Testing for linear and quadratic effects between price adaptation and export performance: the impact of values and perceptions |
spellingShingle |
Testing for linear and quadratic effects between price adaptation and export performance: the impact of values and perceptions Sousa, C. M. P. Export performance Psychic distance Values Price Perceptions |
title_short |
Testing for linear and quadratic effects between price adaptation and export performance: the impact of values and perceptions |
title_full |
Testing for linear and quadratic effects between price adaptation and export performance: the impact of values and perceptions |
title_fullStr |
Testing for linear and quadratic effects between price adaptation and export performance: the impact of values and perceptions |
title_full_unstemmed |
Testing for linear and quadratic effects between price adaptation and export performance: the impact of values and perceptions |
title_sort |
Testing for linear and quadratic effects between price adaptation and export performance: the impact of values and perceptions |
author |
Sousa, C. M. P. |
author_facet |
Sousa, C. M. P. Lengler, J. Martinez-López, F. |
author_role |
author |
author2 |
Lengler, J. Martinez-López, F. |
author2_role |
author author |
dc.contributor.author.fl_str_mv |
Sousa, C. M. P. Lengler, J. Martinez-López, F. |
dc.subject.por.fl_str_mv |
Export performance Psychic distance Values Price Perceptions |
topic |
Export performance Psychic distance Values Price Perceptions |
description |
Managerial perceptions are essential in explaining strategic decisions. It is, therefore, surprising that despite a number of studies that have examined the impact of managerial characteristics in exporting, little research has been reported in the export literature that investigates the importance of managers' perceptions on strategic decisions and resultant performance outcomes. To address this gap in the literature, the authors examine the key determinants of managers' psychic distance as well as its influence on international pricing decisions, and this in turn, on the export performance of small and medium sized enterprises. We also examine the quadratic effects of price adaptation on export performance. This is particularly relevant as price adaptation and export performance have been assumed in the literature to have a linear relationship. The results show that managers' perceptions have a significant impact on pricing decisions and resultant performance outcomes. Our findings also indicate that price adaptation has an inverted U-shaped relationship with export performance. |
publishDate |
2014 |
dc.date.none.fl_str_mv |
2014-01-01T00:00:00Z 2014 2015-09-25T13:27:55Z 2015-09-25T13:27:03Z |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
https://ciencia.iscte-iul.pt/public/pub/id/9760 http://hdl.handle.net/10071/9863 |
url |
https://ciencia.iscte-iul.pt/public/pub/id/9760 http://hdl.handle.net/10071/9863 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.relation.none.fl_str_mv |
0047-2778 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Wiley-Blackwell |
publisher.none.fl_str_mv |
Wiley-Blackwell |
dc.source.none.fl_str_mv |
reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação instacron:RCAAP |
instname_str |
Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
instacron_str |
RCAAP |
institution |
RCAAP |
reponame_str |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
collection |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
repository.name.fl_str_mv |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
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1799134700262916096 |