Drivers of export segmentation effectiveness and their impact on export performance

Diamantopoulos, Adamantios, Ring, Amata, Schlegelmilch, Bodo B. and Doberer, Eva (2014) Drivers of export segmentation effectiveness and their impact on export performance. Journal of International Marketing, 22 1: 39-61. doi:10.1509/jim.13.0075

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Author Diamantopoulos, Adamantios
Ring, Amata
Schlegelmilch, Bodo B.
Doberer, Eva
Title Drivers of export segmentation effectiveness and their impact on export performance
Journal name Journal of International Marketing   Check publisher's open access policy
ISSN 1069-031X
Publication date 2014-03
Sub-type Article (original research)
DOI 10.1509/jim.13.0075
Open Access Status
Volume 22
Issue 1
Start page 39
End page 61
Total pages 23
Place of publication Chicago, United States
Publisher American Marketing Association
Collection year 2015
Language eng
Formatted abstract
In recent years, export segmentation effectiveness has attracted increasing attention in academic literature. The current study acknowledges this construct's ability to capture the proximal outcomes of export segmentation efforts and contributes to the literature by investigating its key drivers and link to export performance. The results identify export segmentation commitment, export segmentation strategy, and number of segmentation bases used as the key drivers of export segmentation effectiveness. A segments-within-countries strategy proves the most promising choice because it affects all export segmentation dimensions, which, with the exception of cost reduction, are significantly linked to customer satisfaction, strategic export performance, and, ultimately, financial export performance. The findings also provide support for the sequential segmentation → targeting → positioning process and highlight the importance of managerial commitment to export segmentation when facing heterogeneous markets.
Keyword Export segmentation effectiveness
Export segmentation commitment
Export segmentation strategy
Export performance
Q-Index Code C1
Q-Index Status Confirmed Code
Institutional Status UQ

Document type: Journal Article
Sub-type: Article (original research)
Collections: Official 2015 Collection
UQ Business School Publications
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Citation counts: TR Web of Science Citation Count  Cited 5 times in Thomson Reuters Web of Science Article | Citations
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Created: Wed, 19 Mar 2014, 08:36:41 EST by Karen Morgan on behalf of UQ Business School