International Marketing Capabilities: The Roles of Organizational Un-inertia and Strategic Flexibility

Yoel Asseraf, Aviv Shoham

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review

Abstract

International marketing scholars have debated the merits of standardization versus adaptation for many years. We address this debate by identifying opposing forces, namely an inertia force to use proven strategies and products in new international markets (standardization) versus an open minded, flexibility-based force driving exporters to adopt strategies and products to new international territories (adaptation). Theoretically, Day (2011) identified several barriers to adapting marketing capabilities and termed them organizational rigidities: organizational inertia (successful experience that locks the organization into a dominant approach) and lagging reaction (how quickly is an organization willing and able to react to verifiable shifts in the market). Accordingly, since international marketing capabilities are more explorative than domestic ones, these rigidities might have stronger impacts. Hence, in the core of this research is the belief that organizational un-inertia (used here to denote low levels of organizational inertia) and strategic flexibility enhance the development of superior international marketing capabilities. Our model also includes cultural distance as a moderator of the relationship between un-inertia/flexibility and international marketing capabilities.

Original languageEnglish
Title of host publicationDevelopments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
PublisherSpringer Nature
Pages75
Number of pages1
DOIs
StatePublished - 2016

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173

Bibliographical note

Publisher Copyright:
© 2016, Academy of Marketing Science.

Keywords

  • Cultural Distance
  • Inertia Force
  • International Market
  • Strong Impact
  • Successful Experience

ASJC Scopus subject areas

  • Marketing
  • Strategy and Management

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