Executive Highlights

The impact of strategic fit among strategy, structure, and processes on multinational corporation performance: A multimethod assessment

Posted On September 28, 2015
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by Xu, Shichun, S. Tamer Cavusgil, J. Chris White Journal of international marketing 14, no. 2 (2006): 1-31

Abstract The international marketing literature has produced divergent findings regarding the effect of a standardized marketing strategy on firm performance among large multinational corporations (MNCs). Prior research has typically considered external or environmental factors to reconcile different… more »

Global account management capability: insights from leading suppliers

Posted On September 28, 2015
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by Shi, Linda H., J. Chris White, Regina C. McNally, S. Tamer Cavusgil, Shaoming Zou Journal of International Marketing 13, no. 2 (2005): 93-113

Abstract Global account management (GAM) has become a strategic focus among most multinational companies, but there is little empirical research on what type of organizational capability fosters GAM programs. In this… more »

A Taxonomy of Born-global Firms

Posted On September 28, 2015
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by Knight, Gary A., S. Tamer Cavusgil Management International Review 45, no. 3, Aspects of the Internationalization Process in Smaller Firms (2005): 15-35

Abstract This study develops a taxonomy to better understand “born-global” firms, a breed of young companies that begin selling their products in foreign markets at or near the firm’s founding. The study… more »

Curbing Foreign Distributor Opportunism: An Examination of Trust, Contracts, and the Legal Environment in International Channel Relationships

Posted On September 27, 2015
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by Cavusgil, S Tamer, Seyda Deligonul, Chun Zhang Journal of International Marketing 12, no.2 (2004): 7-27

Abstract Many tenets of cross-border governance arrangements are broad-brush projections of domestic findings. To explore such generalizations, this study uses data from a large set of U.S.-based manufacturers to formulate and test propositions about limiting the potential opportunistic behavior… more »

The Role of Family Conglomerates in Emerging Markets: What Western Companies Should Know

Posted On September 27, 2015
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The Role of Family Conglomerates in Emerging Markets: What Western Companies Should Know by Kim, Daekwan, Destan Kandemir, S. Tamer Cavusgil Thunderbird International Business Review 46, no.1 (2004): 13-38

Abstract Large, diversified, family-owned businesses are dominant players in the economies of most emerging markets and can be excellent business partners for Western companies. This article… more »

Complementary approaches to preliminary foreign market opportunity assessment: country clustering and country ranking

Posted On September 27, 2015
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by Cavusgil, S.Tamer, Tunga Kiyak, Sengun Yeniyurt Industrial Marketing Management 33, no. 7 (2004): 607–617 

Abstract Companies seeking to expand abroad are faced with the complex task of screening and evaluating foreign markets. How can managers define, characterize, and express foreign market opportunity? What makes a good market, an attractive industry environment? National markets differ in terms of… more »

Turning three sides into a Delta at General Motors: Enhancing partnership integration on corporate ventures

Posted On September 27, 2015
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by Briody, Elizabeth K., S. Tamer Cavusgil, Stewart R. Miller Long Range Planning 37, no. 5 (2004): 421-434

Abstract General Motors had enjoyed global operations that were based on exports, acquisitions, joint ventures and strategic alliances throughout the 20th century. Its global-programme strategy appeared assured. However, the carmaker came unstuck when it came to creating… more »

Innovation, organizational capabilities, and the born-global firm

Posted On September 27, 2015
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by Knight, Gary A., S. Tamer Cavusgil Journal of International Business Studies 35, no. 2 (2004): 124-141

Abstract We investigate born-global firms as early adopters of internationalization – that is, companies that expand into foreign markets and exhibit international business prowess and superior performance, from or near their founding. Our explication highlights the critical role… more »

Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market?

Posted On September 27, 2015
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by Zhang, C., S. Tamer Cavusgil, A. S. Roath Journal of International Business Studies 34, no. 6 (2003): 550-566

Abstract Research on international marketing channels accentuates the importance of relational norms and trust-building activities between buyers and sellers. Indeed, cultural and country differences may limit the use and effectiveness of traditional tools (such as market… more »

Strategic Orientations in Export Pricing: A Clustering Approach to Create Firm Taxonomies

Posted On September 27, 2015
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by Cavusgil, S. Tamer, Kwong Chan, Chun Zhang Journal of International Marketing 11, no. 1, (2003): 47-72

Abstract Changes in the global economy have made pricing strategy increasingly important for exporting manufacturers. However, relatively little empirical work exists on export pricing strategies to guide marketing managers. The authors use a firm’s strategic orientations in export… more »