Please use this identifier to cite or link to this item: http://hdl.handle.net/11455/20949
標題: The Impact of Inter-Organizational Relationships and Export Market Orientation on Export Performance: Moderating Effect of Internationalization Degrees
組織間關係與出口市場導向對出口績效之影響 — 國際化程度作為干擾變數
作者: 陳央儒
Chen, Yang-Ru
關鍵字: inter-organizational relationships
組織間關係
export market orientation
internationalization
export performance
出口市場導向
出口績效
國際化程度
出版社: 企業管理學系所
引用: 參考文獻 一、 中文部分 張紹勳(2004)。研究方法。台北:滄海書局。 林震岩(2007)。多變量分析—SPSS 的操作與應用。台北:智勝文化。 陳順宇(2007)。結構方程式 AMOS操作。台北:心理出版社。 吳明隆(2007)。SPSS 操作與應用問卷統計分析實務。台北: 五南圖書出版有限公司。 邱皓政(2003)。結構方程模式:LISREL的理論、技術與應用。台北:雙葉書廊。 方世榮、方世杰(2004)。關係資本、市場導向及組織學習對新產品開發績效之影響。交大管理學報,24(2),61-86。 方世榮、張嘉雯與黃識銘(2003)。組織間關係長期導向之影響因素的探討─中小企業特質的干擾作用。台灣管理學刊,3(1),101-124。 黃識銘、方世榮(2003)。行銷通路成員之夥伴關係長期導向與組織間績效之研究。管理評論,22(2),55-85。 黃識銘、方世榮(2006)。市場導向、關係行銷能力與顧客知識管理能力對企業資本之影響。管理評論,25(2),29-60。 喬友慶(2003)。國際化程度、產品差異化能力與績效之關聯性—台灣企業之實證研究。國立政治大學企業管理系博士論文,未出版,台北。 黃琡珺(2006)。策略聯盟夥伴之關係(Guanxi)、信任、聯盟績效及未來繼續合作意願。國立中山大學企業管理學系博士論文,未出版,高雄。 謝光以(2003)。多國籍企業之社會資本、通路策略、知識流通之證實研究─以在台外商為例。國立高雄第一科技大學行銷與流通管理學系碩士論文,未出版,高雄。 二、 英文部分 Aaby, N.-E., & Slater, S. F. (1989). Management influences on export performance: A review of the empirical literature 1978-88. International Marketing Review, 6(4), 7-26. Abramson, N. R., & Ai, J. X. (1997). Using guanxi-style buyer-seller relationships in China: Reducing uncertainty and improving performance outcomes. International Executive, 39(6), 765-804. Akyol, A., & Akehurst, G. (2003). An investigation of export performance variations related to corporate export market orientation, European Business Review, 15(1), 5-19. Albaum, G., Strandskov, J., Duerr, E., & Dowd, L. (1989). International Marketing and Export Management. Wokingham: Addison-Wesley Publishers Ltd. Allen, N. J., & Meyer, J. P. (1990). The measurement and antecedents of affective, continuance and normative commitment to the organization. Journal of Occupational Psychology, 63(1), 1-18. Alvarez, R. (2004). Sources of export success in small- and medium-sized enterprises: The impact of public programs. International Business Review, 13(3), 383-400. Andaleeb, S. S. (1995). Dependence relations and the moderating role of trust: Complication for behavioral intentions in marketing channels. International Journal of Research in Marketing, 12(2), 157-172. Anderson, E., & Weitz B. (1989). Determinants of continuity in conventional industrial channel dyads. Marketing Science, 8(4), 310-323. Anderson, E., & Weitz B. (1992). The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 29(1), 18-35. Anderson, J. C., & Narus, J. A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54(1), 42-58 Armario, J. M., Ruiz, D. M., & Armario, E. M. (2008). Market orientation and internationalization in small and medium-sized enterprises. Journal of Small Business Management, 46(4), 485-511. Armstrong, J. S., & Overton, T. S. (1977). Estimating nonresponse bias in mail surveys. Journal of Marketing Research, 14(3), 396-402. Atuahene-Gima, K., Slater S. F., & Olson E. M. (2005). The contingent value of marketing review responsive and proactive market orientations for new product program performance. The Journal of Product Innovation Management, 22(6), 464-482. Aulakh, P. S., Kotabe, M., & Sahay, A. (1996). Trust and performance in cross-border marketing partnerships: A behavioral approach. Journal of International Business Studies, 27(5), 1005-1032. Aulakh, P. S., Kotabe, M., & Teegen, H. (2000). Export strategies and performance of firms from emerging economies: Evidence from Brazil, Chile, and Mexico. Academy of Management Journal, 43(3), 342-361. Bagozzi, R. B., & Yi, Y. (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science, 16(1), 1074-1094. Baldauf, A., Cravens, D. W., & Wagner, U. (2000). Examining Determinants of Export Performance in Small Open Economies. Journal of World Business, 35(1), 61-79. Baranson, J. (1990). Transnational strategic alliances: Why, what, where and how. Multinational Business, 2, 54-61. Baron, R. M., & Kenny, D. A. (1986), The moderator- mediator variable distinction in social psychological research: Conceptual, strategic, and statistical consideration. Journal of Personality and Social Psychology, 51(6), 1173-1182. Barringer, B. R. (1997). The effects of relational channel exchange of the small firm: A conceptual framework. Journal of Small Business Management, 35(2), 65-79. Bartlett, C. A., & Ghoshal, S. (1991). Managing across borders: The transnational solution. Boston: Harvard Business School Press. Baumgartner, H., & Homburg, C. (1996). Applications of structural modeling in marketing and consumer research: A review. International Journal of Research in Marketing, 13(2), 139-161. Beaujanot A. Q., Lockshin, L., & Quester P. (2006). Delivering value: Market orientation and distributor selection in export markets. Advances in International Marketing, 16, 107-133. Beier, F. J., & Stern, L. W. (1969). Power in the distribution channel. In Stern, L. W. (Ed.), Distribution Channels: Behavioural Dimensions. Boston, MA: Houghton Mifflin Bell, G. G. (2005). Clusters, networks, and firm innovativeness. Strategic Management Journal, 26(3), 287-295. Bettencount, L. A. (1997). Customer voluntary performance: Customers as partners in service delivery. Journal of Retailing, 73(3), 383-406. Bollen, K. A. (1989). Structural equations with latent variables. New York: John Wiley and Son, Inc. Boulding, K. E. (1956). General systems theory: The skeleton of science. Management Science, 2(3), 197-208. Brouthers, L. E., Nakos, G., Hadjimarcou, J., & Brouthers, K. D. (2009). Key factors for successful export performance for small firms. Journal of International Marketing, 17(3), 21-38. Brown, J. R., Lusch, R. F., & Nicholson, C. Y. (1995). Power and relationship commitment: Their impact on marketing. Journal of Retailing, 71(4), 363-392. Buckley, P., & Casson, M. (1976). The Future of the Multinational Enterprise. London: Macmillan. Buckley, W. (1967). Sociology and Modern Systems Theory. New Jersey: Englewood Cliffs. Burt, R. S. (1992). Structural Holes: The social structural of competition. Cambridge, MA: Harvard University Press. Butler, J. K. (1991). Toward understanding and measuring conditions of trust: Evolution of a conditions of trust inventory. Journal of Management, 17(3), 643-663. Buzzell, R. D., & Ortmeyer, G. (1995). Channel partnerships streamline distribution. Sloan Management Review, 36(3), 85-96. Cadogan, J. W., & Diamantopoulos, A. (1995). Narver and Slater, Kohli and Jaworski and the market orientation construct: Integration and internationalization. Journal of Strategic Marketing, 3(1), 41-60. Cadogan, J. W., Cui, C. C., & Li, E. K. Y. (2003). Export market-oriented behavior and export performance: The moderating roles of competitive intensity and technological turbulence. International Marketing Review, 20(5), 493-513. Cadogan, J. W., Cui, C. C., Morgan, R. E., & Story, V. M. (2006). Factors facilitating and impeding the development of export market-oriented behavior: A study of Hong Kong manufacturing exporters. Industrial Marketing Management, 35(5), 634-647. Cadogan, J. W., Diamantopoulos, A., & Siguaw, J. A. (2002). Export market-oriented activities: Their antecedents and performance consequences. Journal of International Business Studies, 33(3), 615-626. Cadogan, J. W., Diamantopoulos, A., de Mortanges, C. P. (1999). A measure of export market orientation: Scale development and cross-cultural validation. Journal of International Business Studies, 30(4), 689-707. Cadogan, J. W., Kuivalainen, O., & Sundqvist, S. (2009). Export market-oriented behavior and export performance: Quadratic and moderating effects under differing degrees of market dynamism and internationalization. Journal of International Marketing, 17(4), 71-89. Cadogan, J. W., Paul, N. J., Salminen, R. T., Puumalainen, K., & Sundqvist, S. (2001). Key antecedents to "export" market-oriented behaviors: A cross-national empirical examination. International Journal of Research in Marketing, 18(3), 261-282. Cameron, K. (1986). Effectiveness as paradox: Consensus and conflict in conceptualizations of organizational effectiveness. Management Science, 32, 539-553. Cameron, K., & Whetten, D. A. (1983). Organizational effectiveness: A comparison of multiple models. New York: Academic Press. Cavusgil, S. T., & Zou, S. (1994). Marketing strategy-performance relationship: An investigation of the empirical link in export market ventures. The Journal of Marketing, 58(1), 1-21. Cegarra-Navarro, J. G. (2007). Linking exploration with exploitation through relationship memory. Journal of Small Business Management, 45(3), 333-353. Chakravarthy, B. S. (1986). Measuring strategic performance. Strategic Management Journal, 7, 437-458. Chow, S., & Holden, R. (1997). Toward an understanding of loyalty: The moderating role of trust. Journal of Managerial Issues, 9(3), 275-98. Chow, S., & Holden, R. (1997). Toward an understanding of loyalty: The moderating role of trust. Journal of Managerial Issues, 9(3), 275-298. Chua, A. (2002). The influence of social interaction on knowledge creation. Journal of Intellectual Capital, 3, 375-392. Contractor, F. J., Kundu, S. K., & Hsu, C.-C. (2003). A three-stage theory of international expansion: The link between multinatinality and performance in the service sector. Journal of International Business Studies, 34(1), 5-18. Cullen, J. B., Johnson J. L., & Sakano, T. (2000) Success through commitment and trust: The soft side of strategic alliance management. Journal of World Business, 35(3), 223-240. Culpan, R. (1989). Export behavior of firms: Relevance of firm size. Journal of Business Research, 18, 207-218. Czinkota, M. R. (1994). A national export assistance policy for new and growing businesses. Journal of International Marketing, 2(1), 91-101. Czinkota, M. R., & Ronkainen, I. A. (1988). International Marketing. Chicago: The Dryden Press. Dahl, R. A. (1957). The concept of power. Behavior Sciences, 2, 201-215. Dalgic, T. (1994). International marketing and market orientation: an early conceptual attempt. Advance in International Marketing, 6, 69-82. Daniels, J. D., & Bracker, J. (1989). Profit performance: Do foreign operations make a difference. Management International Review, 29(1), 46-56. Day, G. S. (1994). The capabilities of market-driven organizations. Journal of Marketing, 58(4), 37-52. Day, G. S., & Nedungadi, P. (1994). Managerial representations of competitive advantage. Journal of Marketing, 58(2), 31-44. Day, G. S., & Wensley, R. (1988). Assessing advantage: A framework for diagnosing competitive superiority. Journal of Marketing, 52(2), 1-20. Delios, A., & Beamish, P. W. (2001). Survival and profitability: The roles of experience and intangible assets in foreign subsidiary performance. Academy of Management Journal, 44(5), 1028-1039. Deshpande, R., & Webster Jr, F. E. (1989). Organizational Culture and Marketing: Defining the Research Agenda. Journal of Marketing, 53(1), 3-15. Dess, G. G., & Robinson, R. B. (1984). Measuring organizational performance in the absence of objective measures: The case of the privately held firm and conglomerate business Unit. Strategic Management Journal, 5, 265-273. Dhanaraj, C., & Beamish, P. W. (2003). A resource-based approach to the study of export performance. Journal of Small Business Management, 41(3), 242-261. Dhanaraj, C., Lyles, M. A., Steensma, H. K., & Tihanyi, L. (2004). Managing tacit and explicit knowledge transfer in IJVs: The role of relational embeddedness and the impact on performance. Journal of International Business Studies, 35, 428-442. Diamantopoulos, A., & Schlegelmilch B. B. (1994). Linking export manpower to export performance: A canonical regression analysis of European and U.S. Data. In Cavusgil, S. T., & Axinn, C. (Eds.), Advances in International Marketing. New York: JAI. Ding, L., Velicer, W. F., & Harlow, L. L. (1995). Effects of estimation methods, number indicators per factor, and improper solutions on structural equation modeling fit indices. Structural Equation Modeling: A Multidisciplinary Journal, 2, 119-144. Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2), 35-51. Dwyer, F. R., Schurr, P. H., & Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 51(2), 11-27. Dyer, J. H., & Chu, W. (2000). The determinants of trust in supplier-automaker relationships in the U.S, Japan, Korea. Journal of International Business Studies, 31(2), 259-285. Dyer, J. H., & Singh, H. (1998). The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management, 23(4), 660 -679. Elg, U. (2007). Market orientation as inter-firm cooperation: An international study of the grocery sector. European Management Journal, 25(4), 283-297. Elg, U. (2008). Inter-firm market orientation and the influence of network and relational factors. Scandinavian Journal of Management, 24(1), 55-68. Estrin, S., Meyer, K. E., Wright, M., & Foliano, F. (2008). Export propensity and intensity of subsidiaries in emerging economies. International Business Review, 17, 574-586. Etgar, M. (1978). Selection of an effective channel control mix. Journal of Marketing,42(3), 53-58. Filatotchev, I., Dyomina, N., Wright, M., & Buck, T. (2001). Effects of post-privatization governance and strategies on export intensity in the former Soviet Union. Journal of International Business, 32(4), 853-871. Filatotchev, I., Stephan, J., & Jindra, B. (2008). Ownership structure, strategic controls and export intensity of foreign-invested firms in transition economies. Journal of International Business, 39, 1133-1148. Ford, J. D., & Schellenberg, D. A. (1982). Conceptual issues of linkage in the assessment of organizational performance? Academy of Management Review, 7(1), 49-58. Fornell, C., & Larcker, D. (1981). Structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39-50. Fredericks, E. (2005). Infusing flexibility into business-to-business firms: A contigency theory and resource-based view perspective and practical implications. Industrial Marketing Management, 34(6), 555-565. French, J. R., & Raven, B. H. (1959). The bases of social power. In: D. Cartwright (Ed.), Studies in social power (pp.157-167). Ann Arbor: University of Michigan Press. Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1-19. Gao, T., Sirgy, M. J., and Bird, M. M. (2005). Reducing buyer decision making uncertainty in organizational purchasing: can supplier trust, commitment, and dependence help? Journal of Business Research, 58(4), 397-405. Gaski, J. F., & Nevin J. R. (1985). The differential effects of exercised and unexercised power sources in a marketing channel. Journal of Marketing Research, 22, 130-142. Geringer, J. M., Beamish, P. W., & daCosta, R. C. (1989). Diversification strategy and internationalization: Implications for MNE performance. Strategic Management Journal, 10(2), 109-119. Geyskens, I., Steenkamp, J.-B. E. M., Scheer, L. K., & Kumar, N. (1996). The effects of trust and interdependence on relationship commitment: A trans-Atlantic study. International Journal of Research in Marketing, 13(4), 303-317. Gomes, L., & Ramaswamy, K. (1999). An empirical examination of the form of the relationship between multinationality and performance. Journal of International Business Studies, 30(1), 173-188. Goodman, L. E., & Dion, P. A. (2001). The manufacturer relationship. Industrial Marketing Management, 30(3), 287-300. Goodman, L. E., & Dion, P. A. (2001). The manufacturer relationship. Industrial Marketing Management, 30(3), 287-300. Grant, R. M. (1987). Multinationality and performance among British manufacturing companies. Journal of International Business Studies, 18(3), 79-89. Gronroos, C. (2001). The perceived service quality concept – a mistake? Managing Service Quality, 11(3), 150-152. Gruen, T. W., Summers, J. O., & Acito, F. (2000). Relationship marketing activities, commitment, and membership behaviors in professional associations. Journal of Marketing, 64(3), 34-49. Gulati, R., & Garino, J. (2000). Get the right mix of bricks & clicks. Harvard Business Review, 78(3), 107-114. Gundlach, G. T., Achrol, R. S., & Mentzer, J. (1995). The structure of commitment in exchange. Journal of Marketing, 59(1), 78-92. Haahti, A., Madupu, V., Yavas, U., & Babakus, E. (2005). Cooperative strategy, knowledge intensity and export performance of small and medium sized enterprises. Journal of World Business, 40, 124-138. Hair, J. F., Anderson, R. E., Tatham, R. L., & Black, W. C. (1998). Multivariate data analysis(5th ed.). UK: Prentice Hall. Hair, J., Black, B., Babin, B., Anderson, R., & Tatham, R. (2006). Multivariate Data Analysis (6th ed.). Upper Saddle River, NJ: Prentice-Hall. He, Z.-L., & Wong, P.-K. (2004). Exploration vs. exploitation: An empirical test of the ambidexterity hypothesis. Organization Science, 15(4), 481-494. Helfert, G., Ritter, T., & Walter, A. (2002). Redefining market orientation from a relationship perspective: Theoretical considerations and empirical results. European Journal of Marketing, 36(9), 1119-1139. Hemphill, J. K., & Westie, C. M. (1950). The measurement of group dimensions. Journal of Psychology, 29, 325-342. Hernandez-Espallardo, M., & Arcas-Lario, N. (2003). The effects of authoritative mechanisms of coordination on market orientation in asymmetrical channel partnerships. International Journal of Research in Marketing, 20(2), 133-152 Hofer, C. W. (1983). ROVA: A New Measure for Assessing Organizational Performance. In Lamb R. (Ed.), Advances in Strategic Management. New York: JAI. Homburg, C., & Pflesser, C. (2000). A multiple-layer model of market-oriented organizational culture: Measurement issues and performance outcomes. Journal of Marketing Research, 37(4), 449-462. Hosmer, L. T. (1995). Trust: The connecting link between organizational theory and philosophical ethics. Academy of Management Review, 20(2), 379-403. Howcroft, B., Hewer, P., & Durkin, M. (2003). Banker-customer interactions in financial services. Journal of Marketing Management, 19, 1001-1020. Hu, T. L., & Sheu, J. B. (2005). Relationships of channel power, noncoercive influence strategies, climate, and solidarity: A real case study of the Taiwanese PDA industry. Industrial Marketing Management, 34(5), 447-461. Huber, G. P., & Power D. J. (1985). Retrospective reports of strategic-level managers: Guidelines for improving their accuracy. Strategic Management Journal, 6, 171-180. Hult, G. T. M., & Ketchen Jr, D. J. (2001). Does market orientation matter? A test of the relationship between positional advantage and performance. Strategic Management Journal, 22, 899-906. Hult, G. T. M., Ketchen Jr, D. J., & Slater, S. F. (2005). Market orientation and performance: An integration of disparate approaches. Strategic Management Journal, 26(12), 1173-1181. Hult, G. T. M., Ketchen Jr, D. J., Griffith, D. A., Chabowski, B. R., Hamman, M. K., Dykes, B. J., et al. (2008). An assessment of the measurement of performance in international business research. Journal of International Business Studies, 39(6), 1064-1080. Hunt, S. D., & Lambe, C. J. (2000). Marketing’s contribution to business strategy: Market orientation, relationship marketing and resource-advantage theory. International Journal of Management Reviews, 2(10), 17-43. Hunt, S. D., & Morgan, R. M. (1995). The comparative advantage theory of competition. Journal of Marketing, 59, 1-15. Hunt, S. D., & Nevin, J. R. (1974). Power in a channel of distribution: Sources and consequences. Journal of Marketing Research, 11, 186−193. Hymer, S. H. (1976). The international operations of foreign firms: A study of direct foreign investment. Cambridge, MA: MIT. Ibarra, H. (1993). Personal networks of women and minorities in management: A conceptual framework. Academy of Management Review, 18, 56-87. Jacobs, J. (1965). The Death and Life of Great American Cities. London: Penguin Books. Jacobson, R. (1987). On the validity of ROI as a measure of business performance. American Economic Review, 77(3), 470-478. Jaworski, B. J., & Kohli A. K. (1993). Market Orientation: Antecedents and Consequences. Journal of Marketing, 57, 53-70. Johnson J., Yin E., & Tsai, H. (2009). Persistence and learning: Success factors of Taiwanese firms in international markets. Journal of International Marketing, 17(3), 39-54. Johnson, J. L., Cullen J. B., Sakano T., & Takenouchi H. (1996). Setting the stage for trust and strategic integration in Japanese-U.S. cooperative alliances. Journal of International Business Studies, 27(4), 981-1004. Joreskog, K. G., & Sorbom, D. (1993). LISREL 8: Structural equation modeling with the SIMPLIS command language. Chicago, IL: Scientific Software International. Kafouros, M. I., Buckley, P. J., Sharp, J. A., & Wang, C. Q. (2008). The role of internationalization in explaining innovation performance. Technovation, 28(1), 63-74. Kalwani, M. U., & Narayandas, N. (1995). Long-term manufacturer-supplier relationships: Do they pay off for supplier firms? Journal of Marketing, 59(1), 1-16. Kamann, D.-J. F., & Dtrijker D. (1992). The network approach: Concepts and applications in the innovation networks: Spatial perspective, edited by Roberto Camagni. London and New York: Belhaven Press. Katsikeas, C. S., Leonidou, L. C., & Morgan, N. A. (2000). Firm-level export performance assessment: Review, evaluation, and development. Journal of the Academy of Marketing Science, 28(4), 493-511. Kerlinger, F. N., & Lee H. B. (2002). Foundations of Behavioral Research. (4th ed.). Singapore: Thomson Learning. Kim, K. (2000). On interfirm power, channel climate, and solidarity in industrial distributor-supplier dyads. Journal of the Academy of Marketing Science, 28(3), 388-405. Kim, K., Frazier, G. L. (1997). Measurement of distribution commitment in industrial channels of distribution, Journal of Business Research, 40(2), 139-154. Kirpalani, V. H., & Balcome, D. (1987). International Marketing Success: On Conducting More Relevant Research? In Rosson P. J., & Reid S. D. (Eds.), Managing Export Entry and Expansion: An International Context. New York: Praeger. Kline, R. B. (2005). Principles and practice of structural equation modeling (2nd ed.). New York: The Guilford Press. Kogut, B., & Zander, U. (1993). Knowledge of the firm and the evolutionary theory of the multinational corporation. Journal of International Business Studies, 24, 625-645. Kohli, A. K., & Jaworski, B. J. (1990). Market orientation: The construct, research propositions, and managerial implications. Journal of Marketing, 54(2), 1-18. Kuivalainen, O., Sundqvist, S., & Servais, P. (2007). Firms'' degree of born-globalness, international entrepreneurial orientation and export performance. Journal of World Business, 42(3), 253-267. Kumar, N., Hibbard, J. D., & Stern, L. W. (1994). The nature and consequences of marketing channel intermediary commitment. Marketing Science Institute (pp. 94-115). Cambridge, MA. Kumar, N., Scheer, L. K., & Steenkamp, J.-B. E. M. (1995). The Effects of Perceived Interdependence on Dealer Attitudes. Journal of Marketing Research, 32(3), 348-356. Kumcu, E., Harcar, T., & Kumcu, M. E. (1995). Managerial perceptions of the adequacy of export incentive programs : Implications for export-led economic development policy. Journal of Business Research, 32(2), 163-174. Kwon, Y. C., & Hu, M. Y. (2000). Market orientation among small Korean exporters. International Business Review, 9(1), 61-75. Lagace, R. R., Dahlstrom R., & Gassenheimer J. B. (1991). The relevance of ethical salesperson behavior on relationship quality: The pharmaceutical industry. The Journal of Personal Selling & Sales Management, 11(4), 39-48. Lages, L. F., Jap, S. D., & Griffith, D. A. (2008). The role of past performance in export ventures: A short-term reactive approach. Journal of International Business Studies, 39, 304-325. Lane, P. J., and Lubatkin, M. (1998). Relative absorptive capability and inter-organizational learning. Strategic Management Journal, 19(5), 461-477. Langerak, F. (2001). Effects of market orientation on the behaviors of salespersons and purchasers, channel relationships, and performance of manufacturers. International of Journal of Marketing Research, 18, 221-234. Larson, A. (1992). Network dyads in entrepreneurial settings: A study of the governance of exchange relationships. Administrative Science Quarterly, 37(1), 76–104. Lee, J., & Habte-Giorgis, B. (2004). Empirical approach to the sequential relationships between firm strategy, export activity, and performance in U.S. manufacturing firms. International Business Review, 13, 101-129. Lee, R. (2009). Social capital and business and management: Setting a research agenda. International Journal of Management Reviews, 11(3), 247-273. Lessard, D. R. (1979). Transfer prices, tax and financial markets: Implication of internal financial transfers within the multinational firm. Economic Issues of Multinational Firms. Greenwich, CT: JAI Press. Levitt, Theodore (1969). The Marketing Mode. New York: McGraw-Hill Book Company. Lewicki, R. J., & Bunker, B. B. (1995). Trust in relationships: A model of development and decline. In B. B. Bunker, J. Z. Rubin, & Associates (Eds.), Conflict, Cooperation, and Justice: Essay Inspired by the Work of Morton Deutsch (pp. 133-174). San Francisco, CA: Jossey-Bass. Lewin, A. Y., & Minton, J. W. (1986). Determining organizational effectiveness: Another look, and an agenda for research. Management Science, 32(5), 515-538. Liesch, P. & Knight, G. (1999). Information internationalization and hurdle rates in small and medium enterprise internationalization. Journal of International Business Studies, 30(2), 383-394. Ling-yee, L., & Ogunmokun, G. O. (2001). The influence of interfirm relational capabilities on export advantage and performance: An empirical analysis. International Business Review, 10, 399-420. Lorenzoni, G., & Lipparini, A. (1999). The leveraging of interfirm relationships as a distinctive organizational capability: A longitudinal study. Strategic Management Journal, 20(3), 317-338. Lu, J. W., & Beamish, P. W. (2004). International diversification and firm performance: The s-curve hypothesis. Academy of Management Journal, 47(4), 598-609. Lubatkin, M., & Shrieves R. E. (1986). Toward a reconciliation of market performance measures with strategic management research? Academy of Management Review, 11, 497-512. Lusch, R. F. (1976). Sources of power: Their impact on intrachannel conflict. Journal of Marketing Research, 13(4), 382-390. MacKenzie, S. B., Podsakoff, P. M., & Ahearne, M. (1998). Some possible antecedents and consequences of in-role and extra-role salesperson performance. Journal of Marketing, 62(3), 87-98. Madlberger, M. (2009). What drives firms to engage in interorganizational information sharing in supply chain management? International Journal of e-Collaboration, 5(2), 18-42. Mahoney, T. A. (1988). Productivity Defined: The Reliability of Efficiency, Effectiveness and Change. In Campbell J. P., & Campbell, R. J. (Eds.), Productivity in Organizations: New Perspectives From Industrial and Organizational Psychology. San Francisco: Jossey-Bass. Majocchi, A., Bacchiocchi, E., & Mayrhofer, U. (2005). Firm size, business experience and export intensity in SMEs: A longitudinal approach to complex relationships. International Business Review, 14, 719-738. Maruyama, G. M. (1998). Basics of Structural Equation Modeling. Thousand Oaks, CA: SAGE Publications, Inc. Matanda, M. J., & Freeman, S. (2009). Effect of perceived environmental uncertainty on exporter–importer inter-organisational relationships and export performance improvement. International Business Review, 18(1), 89-107. Mathieu, J. E., & Zajac D. M. (1990). A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment. Psychological Bulletin, 108(2), 171-194. Matthyssens, P., & Pauwels, P. (1996). Assessing export performance measurement? In Cavusgil, S. T., & Madsen, T. K. (Eds.), Advances in International Marketing. New York: JAI. Mayer, R. C., Davis, J. H., & Schoorman, F. D. (1995). An integrative model of organizational trust. Academy of Management Review, 20(3), 709-734. McDougall, P. P., & Oviatt, B. M. (1996). New venture internationalization, strategic change, and performance: A follow-up study. Journal of Business Venturing, 11(1), 23-40. McDougall, P., & Oviatt, B. (1996). New venture internationalization, strategic change, and performance: A follow-up study. Journal of Business Venturing, 11(1), 23-40. McKnight, D. H., Cummings, L. L., & Chervany, N. L. (1998). Initial trust formation in neworganizational relationships. The Academy of Management Review, 23(3), 473-490. Michel, A., & Shaked, I. (1986). Multinational corporations vs. domestic corporations: Financial performance and characteristics. Journal of International Business Studies, 18(3), 89-100. Miller, K.D. (1993). Industry and country effects on managers'' perceptions of environmental uncertainties. Journal of International Business Studies, 24(4), 693-714. Mishra, A. K. (1996). Organizational responses to crisis: The centrality of trust. In Kramer, R. M. and Tyler, T. (Eds.), Trust in Organizations (pp. 261–287). London: Sage Publication Inc. Mohr, J., & Spekman R. (1994). Characteristics of partnership attributes, communication behavior, and conflict resolution techniques. Strategic Management Journal, 15(2), 135-153. Mohr, J., & Spekman, R. (1994). Characteristics of partnership success: Partnership attibutes, communication behavior, and conflict resolution techniques. Strategic Management Journal, 15(2), 135-152. Mohr, J., Nevin, J. R. (1990). Communication strategies in marketing channels: A theoretical perspective. Journal of Marketing, 54(4), 36-51. Moorman, C., Deshpande R., & Zaltman G. (1992). Relationships between providers and users of market research: The dynamics of trust within and between organizations. Journal of Marketing Research, 29(3), 314-329. Moorman, C., Deshpande, R., & Zaltman, G. (1993). Factors affecting trust in market research relationships. Journal of Marketing, 57(1), 81-101. Morgan, N. A., Vorhies, D. W., & Schlegelmilch, B. B. (2006). Resource-perforinance relationships in industrial export ventures: The role of resource inimitability and substitutability. Industrial Marketing Management, 35(5), 621-633. Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3), 20-38. Murray, J. Y., Gao, G. Y., Kotabe, M., & Zhou, N. (2007). Assessing measurement invariance of export market orientation: A study of Chinese and non-Chinese firms in China. Journal of International Marketing, 15(4), 41-62. Nahapiet, J., & Ghoshal, S. (1998). Social capital, intellectual capital and the organizational advantage. Academy of Management Review, 23(2), 242-266. Narver, J. C. & Slater, S. F. (1990). The effect of a market orientation on business profitability. Journal of Marketing, 54(4), 20-35. Neeru, S., & Paul, G. P. (2000). Switching costs, alternative attractiveness and experience as moderators of relationship commitment in professional, consumer services. International Journal of Service Industry Management, 11(5), 470. Nicholson, C. Y., Compeau, L. D., & Sethi, R. (2001). The role of interpersonal trust in building long-term channel relationships. Journal of the Academy of Marketing Science 29 (1), 3-15. Nicholson, C. Y., Compeau, L. D., Sethi, R. (2001). The role of interpersonal trust in building long-term channel relationships. Journal of the Academy of Marketing Science 29 (1), 3-15. Nooteboom, B., Berger, J., & Noorderhaven, N. G. (1997). Effects of trust and governance on relational risk. Academy of Management Journal, 40(2), 308-338. Nunnally, J. C. (1978). Psychometric theory (2ed ed.). New York: McGraw Hill. Oliver, C. (1990). Determinants of interorganizational relationships: Integration and future directions. The Academy of Management Review, 15(2), 241-265. Parkhe, A., (1993). "Messy" research, methodological predispositions, and theory development in international joint ventures. Academy of Management Review, 18(2), 227-268. Patterson, P. G., & Smith, T. (2003). A cross-cultural study of switching barriers and propensity to stay with service providers. Journal of Retailing, 79(2), 107-120. Pedhazur, E. J. (1982). Multiple regression in behavioral research: Explanation and prediction (2nd ed.). New York: Holt, Rinehart & Winston. Peng, M. W., & York, A. S. (2001). Behind intermediary performance in export trade: Transactions, agents and resources. Journal of International Business Studies, 32(2), 327-346. Piercy, N. E. (1982). Export Strategy: Markets and C
摘要: Under a changing global economic environment, how manufacturers establish good relations with oversea channel partners and obtain the knowledge of international trade are important issues for a firm doing export business. Previous studies pointed out that both of inter-organizational relationships and market orientation contributed to the development of organizational core competence and competitive advantage. However, the relationship between the two factors has yet to be clarified. In addition, most of previous studies that elucidated antecedents of export market-oriented (EMO) behavior emphasized the organizational internal mechanism, only few of them investigated the effects of external factors. Hence, based on relationship perspective, this study will explore whether the inter-organizational relationships facilitate firms' EMO activities, and further promote the export performance. Furthermore, firm's internationalization was included as one moderator variables between export market-oriented behavior and export performance. In empirical research, this research examined the Taiwan industrial manufacturing exporters. Using data from the list of CommonWealth magazine top 1000 Manufacturers and 500 random sample from Taiwan Machine Tool & Accessory Bullders' Association (TMBA). We also increase 100 firms form Taichung Industrial Park and Changhua Industrial Park. 1600 questionnaires were mailed and 232 usable samples were returned. The hypotheses are identified by descriptive statistic analysis, factor analysis, Pearson correlation analysis, multiple regression and structural equation model (SEM). The major findings of this study are as follows. First, Social capital (commitment, trust and social interaction) in the inter-organizational relationships are positively related to EMO behavior. Second, firm's EMO behavior is positively related to their export performance. Third, the level of exports' internationalization has no moderating effect on the relationship between EMO behavior and export performance. Finally, based on the empirical results, we propose theoretical and managerial implications and suggestions for future research.
面臨快速變遷的全球經貿環境,製造商該如何與海外市場通路夥伴建立良好關係,並取得國際貿易知識,為廠商出口營運的重要議題。過去文獻指出市場導向與組織間關係皆有助於組織發展核心能耐與競爭優勢,但其之間的關係為何?目前尚未能釐清。此外,過去出口市場導向之前置因素研究,大多著重於組織內部機制的探討,鮮少研究探討組織外部因素對出口市場導向的影響。鑑此,本研究將以關係觀點(relational view)切入,探討組織間關係是否有助於廠商出口市場導向行為的執行,以促進廠商出口績效之提升。另外,加入國際化程度作為干擾變數,探討出口國際化程度是否干擾出口市場導向與出口績效之正向關係。 在實證研究方面,本研究以製造業為研究對象,根據2009年天下雜誌排名前1000大製造業公司及隨機抽樣台灣區機器工業同業公會名錄中500家機械廠商作為分析對象,另輔以台中工業區、彰化地區隨機抽取100家廠商郵寄發放問卷,共發放1600份,有效回收問卷共232份,以此資料進行描述性統計分析、信效度分析、因素分析、相關分析後,採多元迴歸與結構方程模式來驗證假設。 研究結果發現:(一)組織間關係中的社會資本(信任、承諾及社會互動)對出口市場導向行為有正向顯著的影響;(二)出口市場導向行為對出口績效有正向顯著的影響;(三)出口國際化程度對於出口市場導向行為與出口績效之正向關係並無干擾效果存在。最後,本研究根據研究分析結果,提出理論與管理意涵,並針對未來研究方向提出建議。
URI: http://hdl.handle.net/11455/20949
其他識別: U0005-1007201016145400
文章連結: http://www.airitilibrary.com/Publication/alDetailedMesh1?DocID=U0005-1007201016145400
Appears in Collections:企業管理學系所

文件中的檔案:

取得全文請前往華藝線上圖書館



Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.