Share:


Generating intangible resource and international performance: insights into enterprises organizational behavior and capability at trade shows

    Tsui-Yii Shih   Affiliation
    ; Chien-Ching Yang   Affiliation

Abstract

This paper helps to achieve a better understanding of the relationships among organizational behaviors, capabilities and the intangible resources of firms as a micro-level origin of the internationalization of enterprises. The resource-based view, strategic management theory, knowledge absorption and establishment practice, trade show issues and model theory development are integrated and implications offered for both scholars and practitioners. It integrates a research model based on trade show practices, and concentrates on the experimental conditions targeted by the respondents. The mediating roles of enterprises’ intangible resources are also discussed. Based on a sample of trade development groups, 256 completed questionnaires were used to examine the hypotheses. The hypotheses were tested using structural equation models. The findings show that relationship building positively influences relationship performance. The relationship performance has a significant mediating role on the effects of information sharing on international performance. Moreover, commitment to learning and high absorptive capacity of a firm determines the innovation performance of firms and contributes to their international performance.

Keyword : trade show, commitment to learning, absorptive capacity, relationship building, intangible resource, information sharing

How to Cite
Shih, T.-Y., & Yang, C.-C. (2019). Generating intangible resource and international performance: insights into enterprises organizational behavior and capability at trade shows. Journal of Business Economics and Management, 20(6), 1022-1044. https://doi.org/10.3846/jbem.2019.10513
Published in Issue
Aug 19, 2019
Abstract Views
819
PDF Downloads
801
SM Downloads
77
Creative Commons License

This work is licensed under a Creative Commons Attribution 4.0 International License.

References

Andreae, M., Hsu, J. Y., & Norcliffe, G. (2013). Performing the trade show: The case of the Taipei International Cycle Show. Geoforum, 49, 193-201. https://doi.org/10.1016/j.geoforum.2013.07.003

Antoldi, F., Cerrato, D., & Depperu, D. (2013). SMEs export consortia and the development of intangible resources. Journal of small business and enterprise development, 20(3), 567-583. https://doi.org/10.1108/JSBED-04-2013-0062

Argyris, C., & Schön, D. A. (1978). Organisational learning: A theory of action perspective. Reading, Mass, country: Addison Wesley.

Armstrong, J. S., & Overton, T. S. (1977). Estimating nonresponse bias in mail surveys. Journal of Marketing Research, 14(3), 396-402. https://doi.org/10.1177/002224377701400320

Arnett, D. B., & Madhavaram, S. (2012). Multinational enterprise competition: grounding the eclectic paradigm of foreign production in resource-advantage theory. Journal of Business & Industrial Marketing, 27(7), 572-581. https://doi.org/10.1108/08858621211257347

Arnold, V., Benford, T., Hampton, C., & Sutton, S. G. (2010). Competing pressures of risk and absorptive capacity potential on commitment and information sharing in global supply chains. European Journal of Information Systems, 19(2), 134-152. https://doi.org/10.1057/ejis.2009.49

Baihaqi, I., & Sohal, A. S. (2013). The impact of information sharing in supply chains on organisational performance: An empirical study. Production Planning & Control, 24(8-9), 743-758. https://doi.org/10.1080/09537287.2012.666865

Baker, W. E., & Sinkula, J. M. (1999). The synergistic effect of market orientation and learning orientation on organizational performance. Journal of the Academy of Marketing Science, 27(4), 411-427. https://doi.org/10.1177/0092070399274002

Barney, J. (1991). Firm resources and sustained competitive advantage. Journal of Management, 17(1), 99-120. https://doi.org/10.1177/014920639101700108

Berling, R. J. (1993). The emerging approach to business strategy: Building a relationship advantage. Business Horizons, 36(4), 16-27. https://doi.org/10.1016/S0007-6813(05)80115-6

Bettis-Outland, H., Johnston, W. J., & Dale Wilson, R. (2012). Using trade show information to enhance company success: An empirical investigation. Journal of Business & Industrial Marketing, 27(5), 384-391. https://doi.org/10.1108/08858621211236052

Carlos, M. R., Jorge, A. W., & Carlos, R. M. (2013). Strategic capabilities in exporting: An examination of the performance of Mexican firms. Management Decision, 51(8), 1643-1663. https://doi.org/10.1108/MD-10-2012-0766

Carman, J. M. (1968). Evaluation of trade show exhibitions. California Management Review, 11(2), 35-44. https://doi.org/10.2307/41164157

Chen, Y. S., Lin, M. J. J., & Chang, C. H. (2009). The positive effects of relationship learning and absorptive capacity on innovation performance and competitive advantage in industrial markets. Industrial Marketing Management, 38(2), 152-158. https://doi.org/10.1016/j.indmarman.2008.12.003

Chin-Chun, H., Kannan, V. R., Tan, K., & Leong, G. K. (2008). Information sharing, buyer-supplier relationships, and firm performance. International Journal of Physical Distribution & Logistics Management, 38(4), 296-310. https://doi.org/10.1108/09600030810875391

Chiou, J. S., Hsieh, C. H., & Shen, C. C. (2007). Product innovativeness, trade show strategy and trade show performance: The case of Taiwanese global information technology firms. Journal of Global Marketing, 20(2-3), 31-42. https://doi.org/10.1300/J042v20n02_04

Cohen, W. M., & Levinthal, D. A. (1990). Absorptive capacity: A new perspective on learning and innovation. Administrative Science Quarterly, 35(1), 128-152. https://doi.org/10.2307/2393553

Daghfous, A. (2004). Absorptive capacity and the implementation of knowledge-intensive best practices. SAM Advanced Management Journal, 69(2), 21-27.

Dyer, J. H., & Singh, H. (1998). The relational view: Cooperative strategy and sources of interorganizational competitive advantage. Academy of Management Review, 23(4), 660-679. https://doi.org/10.5465/amr.1998.1255632

Evers, N., & Knight, J. (2008). Role of international trade shows in small firm internationalization: a network perspective. International Marketing Review, 25(5), 544-562. https://doi.org/10.1108/02651330810904080

Girard, J., & Girard, J. (2015). Defining knowledge management: Toward an applied compendium. Online Journal of Applied Knowledge Management, 3(1), 1-20.

Godar, S. H., & O’connor, P. J. (2001). Same time next year – Buyer trade show motives. Industrial Marketing Management, 30(1), 77-86. https://doi.org/10.1016/S0019-8501(99)00100-5

Gottlieb, U., Brown, M., & Ferrier, L. (2014). Consumer perceptions of trade show effectiveness: Scale development and validation within a B2C context. European Journal of Marketing, 48(1/2), 89-107. https://doi.org/10.1108/EJM-06-2011-0310

Grant, R. M. (2016). Contemporary strategy analysis: Text and cases edition. John Wiley & Sons.

Haase, H., & Franco, M. (2016). What factors drive performance of small and medium-sized enterprises? European Journal of International Management, 10(6), 678-697. https://doi.org/10.1504/EJIM.2016.079527

Hansen, K. (2004). Measuring performance at trade shows scale development and validation. Journal of Business Research, 57(1), 1-13. https://doi.org/10.1016/S0148-2963(02)00269-2

He, X., & Wei, Y. (2011). Linking market orientation to international market selection and international performance. International Business Review, 20(5), 535-546. https://doi.org/10.1016/j.ibusrev.2010.10.003

Hill, C. W., Schilling, M. A., & Jones, G. R. (2017). Strategic management: An integrated approach. Cengage Learning.

Hongchindaket, A., Kittisarn, A., & Neck, P. A. (2013). Factors associated with successful export performance: A study of THAI international service firms. Revista De Management Comparat International, 14(1), 54-62.

Hsu, S. H. (2007). Human capital, organizational learning, network resources and organizational innovativeness. Total Quality Management & Business Excellence, 18(9), 983-998. https://doi.org/10.1080/14783360701592208

Jap, S. D. (2001). Perspectives on joint competitive advantages in buyer-supplier relationships. International Journal of Research in Marketing, 18(1-2), 19-35. https://doi.org/10.1016/S0167-8116(01)00028-3

Jolly, D. R., & Therin, F. (2007). New venture technology sourcing: Exploring the effect of absorptive capacity, learning attitude and past performance. Innovation, 9(3-4), 235-248. https://doi.org/10.5172/impp.2007.9.3-4.235

Kalafsky, R. V., & Gress, D. R. (2014). Go big or stay home? Korean machinery firms, trade fair dynamics and export performance. Asia Pacific Business Review, 20(1), 136-152. https://doi.org/10.1080/13602381.2013.814227

Kambiz, A. B. D. I., Mardani, A., Senin, A. A., Tupenaite, L., Naimaviciene, J., Kanapeckiene, L., & Kutut, V. (2018). The effect of knowledge management, organizational culture and organizational learning on innovation in automotive industry. Journal of Business Economics and Management, 19(1), 1-19. https://doi.org/10.3846/jbem.2018.1477

Kerin, R. A., & Cron, W. L. (1987). Assessing trade show functions and performance: An exploratory study. Journal of Marketing, 51(3), 87-94. https://doi.org/10.1177/002224298705100306

Kirchgeorg, M., Jung, K., & Klante, O. (2010). The future of trade shows: insights from a scenario analysis. Journal of Business & Industrial Marketing, 25(4), 301-312. https://doi.org/10.1108/08858621011038261

Kocoglu, I., Imamoglu, S. Z., Ince, H., & Keskin, H. (2012). Learning, R&D and manufacturing capabilities as determinants of technological learning: Enhancing innovation and firm performance. Procedia-Social and Behavioral Sciences, 58, 842-852. https://doi.org/10.1016/j.sbspro.2012.09.1062

Lages, L. F., Silva, G., & Styles, C. (2009). Relationship capabilities, quality, and innovation as determinants of export performance. Journal of International Marketing, 17(4), 47-70. https://doi.org/10.1509/jimk.17.4.47

Lane, P. J., Koka, B. R., & Pathak, S. (2006). The reification of absorptive capacity: A critical review and rejuvenation of the construct. Academy of Management Review, 31(4), 833-863. https://doi.org/10.5465/amr.2006.22527456

Li, L. Y. (2006). Relationship learning at trade shows: Its antecedents and consequences. Industrial Marketing Management, 35(2), 166-177. https://doi.org/10.1016/j.indmarman.2005.03.006

Li, S., Ragu-Nathan, B., Ragu-Nathan, T. S., & Rao, S. S. (2006). The impact of supply chain management practices on competitive advantage and organizational performance. Omega-International Journal of Management Science, 34(2), 107-124. https://doi.org/10.1016/j.omega.2004.08.002

Lin, C., & Tsai, H. L. (2016). Achieving a firm’s competitive advantage through dynamic capability. Baltic Journal of Management, 11(3), 260-285. https://doi.org/10.1108/BJM-11-2015-0224

López-Cabarcos, M. Á., Srinivasan, S., Göttling-Oliveira-Monteiro, S., & Vázquez-Rodríguez, P. (2019). Tacit knowledge and firm performance relationship. The role of product innovation and the firm level capabilities. Journal of Business Economics and Management, 20(2), 330-350. https://doi.org/10.3846/jbem.2019.9590

Maranto-Vargas, D., & Rangel, R. G. T. (2007). Development of internal resources and capabilities as sources of differentiation of SME under increased global competition: A field study in Mexico. Technological Forecasting and Social Change, 74(1), 90-99. https://doi.org/10.1016/j.techfore.2005.09.007

Marquardt, M. J. (1997). Action learning. Alexandria: ASTD Press.

Martin, S. L., & Javalgi, R. R. G. (2019). Explaining performance determinants: A knowledge based view of international new ventures. Journal of Business Research (in press). https://doi.org/10.1016/j.jbusres.2019.02.041

Ministry of Economic Affairs. (2008). 2008 White Paper on Small and Medium Enterprises in Taiwan, Small and Medium Enterprise Administration. Ministry of Economic Affairs. Retrieved from https://book.moeasmea.gov.tw/book/doc_detail.jsp?pub_SerialNo=2008A00937&

Ministry of Economic Affairs. (2012). 2012 White Paper on Small and Medium Enterprises in Taiwan, Small and Medium Enterprise Administration. Ministry of Economic Affairs. Retrieved from https://book.moeasmea.gov.tw/book/doc_detail.jsp?pub_SerialNo=2012A01114&click=2012A01114

Mitić, S. (2015). External relationships and marketing practices in Serbian firms: The intangible capital perspective. Economic Annals, Lx(204), 75-104. https://doi.org/10.2298/EKA1504075M

Newbert, S. L. (2008). Value, rareness, competitive advantage, and performance: a conceptual‐level empirical investigation of the resource‐based view of the firm. Strategic Management Journal, 29(7), 745-768. https://doi.org/10.1002/smj.686

O’Dell, C., & Hubert, C. (2011). The new edge in knowledge how knowledge management is changing the way we do business. Hoboken, N.J.: Wiley. https://doi.org/10.1002/9781119200802

Pinho, J. C., & Prange, C. (2016). The effect of social networks and dynamic internationalization capabilities on international performance. Journal of World Business, 51(3), 391-403. https://doi.org/10.1016/j.jwb.2015.08.001

Podsakoff, P. M., & Organ, D. W. (1986). Self-reports in organizational research: Problems and prospects. Journal of Management, 12(4), 531-544. https://doi.org/10.1177/014920638601200408

Powell, T. C., & Dent-Micallef, A. (1997). Information technology as competitive advantage: The role of human, business, and technology resources. Strategic Management Journal, 18(5), 375-405. https://doi.org/10.1002/(SICI)1097-0266(199705)18:5<375::AID-SMJ876>3.0.CO;2-7

Reychav, I. (2009). Knowledge sharing in a trade show: A learning spiral model. The Journal of Information and Knowledge Management Systems, 39(2), 143-158. https://doi.org/10.1108/03055720910988850

Ribau, C. P., Moreira, A. C., & Raposo, M. (2017). SMEs innovation capabilities and export performance: An entrepreneurial orientation view. Journal of Business Economics and Management, 18(5), 920-934. https://doi.org/10.3846/16111699.2017.1352534

Rice, G. (1992). Using the interaction approach to understand international trade shows. International Marketing Review, 9(4), 32-45. https://doi.org/10.1108/02651339210017118

Rinallo, D., Borghini, S., & Golfetto, F. (2010). Exploring visitor experiences at trade shows. Journal of Business & Industrial Marketing, 25(4), 249-258. https://doi.org/10.1108/08858621011038207

Robson, M. J., Skarmeas, D., & Spyropoulou, S. (2006). Behavioral attributes and performance in international strategic alliances: Review and future directions. International Marketing Review, 23(6), 585-609. https://doi.org/10.1108/02651330610712120

Ruigrok, W., & Wagner, H. (2003). Internationalization and performance: An organizational learning perspective. Management International Review, 43(1), 63-83.

Sarmento, M., Simões, C., & Farhangmehr, M. (2015). Applying a relationship marketing perspective to B2B trade fairs: The role of socialization episodes. Industrial Marketing Management, 44, 131-141. https://doi.org/10.1016/j.indmarman.2014.10.010

Selnes, F., & Sallis, J. (2003). Promoting relationship learning. Journal of Marketing, 67, 80-95. https://doi.org/10.1509/jmkg.67.3.80.18656

Shih, T. Y. (2010). The determinate effects of competences and decision process factors on firms internationalization. The Service Industries Journal, 30(14), 2329-2350. https://doi.org/10.1080/02642060802629893

Shih, T. Y. (2017). An empirical study of food and beverage chains’ internationalisation: Advancing intangible resource theory and research. European Journal of International Management, 11(6), 660-687. https://doi.org/10.1504/EJIM.2017.087560

Shih, T. Y. (2018). Determinants of enterprises radical innovation and performance: Insights into strategic orientation of cultural and creative enterprises. Sustainability, 10(6), 1871, 1-22. https://doi.org/10.3390/su10061871

Small and Medium Enterprise Administration of the Ministry of Economic Affairs. (2008/2012). 2008 White Paper on Small and Medium Enterprises in Taiwan. The Ministry of Economic Affairs.

Smith, T. M., & Smith, P. M. (1999). Distributor and end-user trade show attendance objectives: An opportunity for adaptive selling. Forest Products Journal, 49(1), 23-29.

Tafesse, W., & Korneliussen, T. (2011). The dimensionality of trade show performance in an emerging market. International Journal of Emerging Markets, 6(1), 38-49. https://doi.org/10.1108/17468801111104368

Teece, D. J. (2007). Explicating dynamic capabilities: The nature and microfoundations of (sustainable) enterprise performance. Strategic Management Journal, 28(13), 1319-1350. https://doi.org/10.1002/smj.640

Teo, H. H., Oh, L. B., Liu, C., & Wei, K. K. (2003). An empirical study of the effects of interactivity on web user attitude. International Journal of Human-Computer Studies, 58(3), 281-305. https://doi.org/10.1016/S1071-5819(03)00008-9

Tohidi, H., Mohsen Seyedaliakbar, S., & Mandegari, M. (2012). Organizational learning measurement and the effect on firm innovation. Journal of Enterprise Information Management, 25(3), 219-245. https://doi.org/10.1108/17410391211224390

Tsai, K. H. (2009). Collaborative networks and product innovation performance: Toward a contingency perspective. Research Policy, 38(5), 765-778. https://doi.org/10.1016/j.respol.2008.12.012

Vuković, A. J., Gagić, S., Terzić, A., Petrović, M. D., & Radovanović, M. (2018). The impact of organisational learning on innovation: Case study of the Serbian hotel industry. Journal of East European Management Studies, 23(4), 673-692. https://doi.org/10.5771/0949-6181-2018-4-673

Wang, C. H. (2014). A longitudinal study of innovation competence and quality management on firm performance. Innovation: Management, Policy & Practice, 16(3), 392-403. https://doi.org/10.1080/14479338.2014.11081995

Whitfield, J., & Webber, D. J. (2011). Which exhibition attributes create repeat visitation? International Journal of Hospitality Management, 30(2), 439-447. https://doi.org/10.1016/j.ijhm.2010.07.010

Witt, J., & Rao, C. P. (2015). Trade shows as an industrial promotion tool: A review and a research agenda. In Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference (pp. 392-396). Springer International Publishing. https://doi.org/10.1007/978-3-319-17055-8_80

Yang, S. Y., & Tsai, K. H. (2019). Lifting the veil on the link between absorptive capacity and innovation: The roles of cross-functional integration and customer orientation. Industrial Marketing Management (in press). https://doi.org/10.1016/j.indmarman.2019.02.006

Yuksel, U., & Voola, R. (2010). Travel trade shows: exploratory study of exhibitors’ perceptions. Journal of Business & Industrial Marketing, 25(4), 293-300. https://doi.org/10.1108/08858621011038252

Zahra, S. A., & George, G. (2002). Absorptive capacity: A review, reconceptualization, and extension. Academy of Management Review, 27(2), 185-203. https://doi.org/10.5465/amr.2002.6587995

Zehir, C., Altindag, E., & Acar, A. Z. (2011). The effects of relationship orientation through innovation orientation on firm performance: an empirical study on Turkish family-owned firms. Procedia-Social and Behavioral Sciences, 24, 896-908. https://doi.org/10.1016/j.sbspro.2011.09.024