Strategic orientations and digital marketing tactics in cross-border e-commerce: Comparing developed and emerging markets

Sjoukje Goldman, Hester van Herk, Tibert Verhagen, Jesse Weltevreden

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Abstract

In this article, the impact of strategic orientations on the use of digital marketing tactics and, subsequently, on the international business performance of small electronic retailers (e-retailers) in cross-border electronic commerce (e-commerce) is analysed. Furthermore, these relationships are compared between e-retailers originating in both developed and emerging e-commerce markets. Using a sample of 446 small business-to-consumer e-retailers from 20 European countries, we find that the deployment of digital marketing tactics has a positive effect on international business performance. Of the strategic orientations examined, foreign market orientation is most associated with the use of digital marketing tactics. Remarkably, growth orientation only has a positive effect on e-retailers from developed e-commerce markets, while customer orientation negatively affects e-retailers from emerging e-commerce markets. The differences between e-retailers from developed and emerging e-commerce markets are prominent and show that markets should not be considered as either uniform or generalisable.
Original languageEnglish
Pages (from-to)350-371
Number of pages22
JournalInternational Small Business Journal: Researching Entrepreneurship
Volume39
Issue number4
DOIs
Publication statusE-pub ahead of print - 24 Oct 2020

Keywords

  • cross-border electronic commerce
  • developed vs emerging markets
  • , digital marketing tactics
  • strategic orientations

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