Antecedents of international performance: A service firms’ perspective

Muris Cicic, Paul Patterson, Aviv Shoham

Research output: Contribution to journalArticlepeer-review


Madsen synthesized international performance studies and identified 20 performance antecedents. Of these, 12 are unrelated to international performance or have conflicting relationships across the reviewed studies. We use his recommendations to increase the value of international performance research. First, we include seven antecedents that cover the organizational, environmental, strategic, and performance domains of his model, including components of the market orientation model. Second, earlier studies involved mostly North American and European goods exporters. This study extends previous research to the service sector in Australia. Based on responses from 181 exporters, the importance of managerial attitudes, perceived international barriers, and human resource efforts is shown to affect international performance.

Original languageEnglish
Pages (from-to)1103-1118
Number of pages16
JournalEuropean Journal of Marketing
Issue number9-10
StatePublished - Oct 2002

Bibliographical note

Publisher Copyright:
© 2002, MCB UP Limited.


  • Company performance
  • Export
  • International marketing
  • Market orientation
  • Service

ASJC Scopus subject areas

  • Marketing


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