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

George Nakos, Pavlos Dimitratos and Said Elbanna

International Business Review, 2019, vol. 28, issue 3, 603-612

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.

Keywords: International alliances; International market orientation; Knowledge-based view; Resource-based view; Small and medium-sized enterprises (search for similar items in EconPapers)
Date: 2019
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DOI: 10.1016/j.ibusrev.2018.12.005

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