ORCID Profile
0000-0001-7828-059X
Current Organisation
Melbourne Business School
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Publisher: SAGE Publications
Date: 06-2009
DOI: 10.1509/JIMK.17.2.74
Abstract: Although international entry mode choice has been extensively studied, the empirical results regarding two key antecedents—various forms of distance and international experience—have been equivocal. The authors argue that the conceptualization and measurement of these variables may be contributing to the ambiguous results. They demonstrate that a broader conceptualization of the underlying factors driving the distance construct substantially increases the ability to predict entry mode. Furthermore, when a refined interpretation of international experience is employed, only experience in similar countries affects entry mode selection. Experience in dissimilar countries seems to have no predictive power. These results call for a radical change in how these two key constructs should be operationalized in further entry mode research.
Publisher: SAGE Publications
Date: 03-2000
DOI: 10.1509/JIMK.8.1.51.19563
Abstract: The concept of psychological distance, or psychic distance, was first proposed by Beckerman (1956) and later popularized by Johanson and Vahlne (1977) . However, efforts to test the impact of psychological distance on export market selection have been sporadic and flawed. The author calibrates a single-item indicator of psychological distance using an independent panel of experts. The predictive ability of the resulting instrument is then tested on the order in which Australian exporters select their first five foreign markets. The author then compares this instrument with three other scales that are commonly employed as indicators of psychological distance. Scales based on Sethi's (1971) and Hofstede's (1980) work prove to be inferior predictors of early market selection. Geographic distance is found to be a significant predictor, but its effect is largely independent of psychological distance. The author also explores the dynamic nature of psychological distance. The impact of psychological distance on market selection appears to decrease substantially after the first market entry decision but remains a significant predictor.
Publisher: Springer Science and Business Media LLC
Date: 03-2006
Publisher: Springer Science and Business Media LLC
Date: 03-08-2006
Publisher: Emerald Group Publishing Limited
Date: 25-10-2014
Publisher: SAGE Publications
Date: 09-2001
DOI: 10.1509/JIMK.9.3.41.19923
Abstract: The author explores how and why the content of an exporter's host market positioning strategy differs from the content of its home market strategy. The research is significant for two reasons: (1) It uses a more comprehensive and rigorous definition and measurement of firm strategy than previous adaptation research, and (2) it systematically measures the magnitude and direction of the adaptation. Previous research has concentrated only on the need to adapt. This approach opens up an entirely new debate about what patterns of adaptation should be expected. The author uses a large-scale survey of Australian exporters to test the emerging hypotheses, which are strongly supported. Domestically based Australian exporters tend to have a narrower focus and rely more heavily on operations-based differentiation in foreign markets.
Publisher: Springer Science and Business Media LLC
Date: 24-05-2011
Publisher: SAGE Publications
Date: 04-09-2018
Abstract: At a time when government support for international humanitarian aid is decreasing, organizations devoted to helping in times of disaster are looking ever more to the in idual donor for financial contributions. In this paper, we explore the relationship between the donor and the distant other by introducing the concepts of psychic distance and psychic distance stimuli to the macromarketing literature and exploring the role of psychic distance in fundraising for international humanitarian aid. It is our contention that by better understanding the biases that psychic distance introduce into the system, an improved flow of donations for the betterment of the distant needy and a more effective marketing system can be achieved. We offer four propositions for future testing and exploration.
Publisher: Springer Science and Business Media LLC
Date: 09-07-2015
DOI: 10.1057/JIBS.2015.19
Publisher: SAGE Publications
Date: 02-1998
DOI: 10.1177/014920639802400106
Abstract: The effectiveness of internal benchmarking and goal-setting is examined in a field experiment carried out in an electrical products distribution company. The experiment involves a pre-post experimental design in which 138 branches of the company are assigned randomly to one of four conditions: (a) benchmarking (b) “small-wins” goal-setting (c) “big-bang” goal-setting and (d) control group. The dependent variable is percentage increase in sales performance over a four month period. The findings point to the effectiveness of benchmarking for achieving improved performance and suggest that comparison against partners and knowledge about “best practice” contributes, together with goal-setting and goal-evaluation, to the efficacy of benchmarking.
Publisher: Springer Science and Business Media LLC
Date: 30-11-2018
Publisher: Wiley
Date: 22-05-2020
DOI: 10.1002/GSJ.1309
Publisher: Springer Science and Business Media LLC
Date: 08-2012
Publisher: Springer Science and Business Media LLC
Date: 05-10-2018
Publisher: Emerald Publishing Limited
Date: 23-11-2017
Publisher: Elsevier BV
Date: 02-2010
Publisher: Elsevier BV
Date: 12-2019
Publisher: Elsevier BV
Date: 09-2010
Publisher: Emerald
Date: 04-09-2017
DOI: 10.1108/RIBS-02-2017-0012
Abstract: The purpose of this paper is to respond to Hennart’s (2014) challenge to the existing born global literature. In his challenge, Hennart proposes a simpler explanation of why some firms internationalize earlier and more aggressively than others. However, such a parsimonious model of born global firms raises the awkward question of whether born global firms are indeed any different from firms that internationalize more gradually. Using two extensive surveys of Australian exporters, this paper first explores the degree to which a set of six “facilitating factors” that Hennart puts forward are different across born global and non-born global firms. Next, it tests the second aspect of the debate highlighted above – i.e. whether born global firms behave differently from non-born global firms. This is done by testing for differences in the patterns of early market selection for born global and non-born global firms. Support is found for both the role of facilitating factors and for the view that born global firms behave differently from non-born global firms. As a result, it is proposed that the Hennart and the RBV-oriented explanations of born global firms need to be viewed as complementary, rather than competing. Each may represent a necessary but not sufficient condition with respect to born global firms. A systematic testing for differences in facilitating factors and market selection patterns across born global and non-born global firms are both issues that have major implications for the born global literature, and yet have been left largely unexplored to date.
Location: Canada
No related grants have been discovered for Douglas Dow.