The mediating role of alliances in the international market orientation-performance relationship of SMEs

Nakos, G., Dimitratos, P. and Elbanna, S.M.M. (2019) The mediating role of alliances in the international market orientation-performance relationship of SMEs. International Business Review, 28(3), pp. 603-612. (doi: 10.1016/j.ibusrev.2018.12.005)

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Abstract

Enhancing international performance is a critical issue for internationalizing SMEs. Researchers have suggested that firms need to enhance their international market orientation (IMO) in order to increase performance; but the way this association works is rather unexplored. This is important for both theory and practice since its exploration would lead to a better understanding on how SMEs can effectively enhance their international performance. In this paper, we examine whether alliances through which firms access knowledge and resources play a mediating role in the IMO and performance relationship. We investigate our hypothesis on a sample of 94 companies based in the United Arab Emirates. We discovered that alliances mediate the IMO-performance relationship and we extend the knowledge- and resource-based views of the firm.

Item Type:Articles
Status:Published
Refereed:Yes
Glasgow Author(s) Enlighten ID:Dimitratos, Professor Pavlos
Authors: Nakos, G., Dimitratos, P., and Elbanna, S.M.M.
College/School:College of Social Sciences > Adam Smith Business School > Management
Journal Name:International Business Review
Publisher:Elsevier
ISSN:0969-5931
ISSN (Online):1873-6149
Published Online:21 December 2018
Copyright Holders:Copyright © 2018 Elsevier
First Published:First published in International Business Review 28(3):603-612
Publisher Policy:Reproduced in accordance with the copyright policy of the publisher

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