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"Aghazadeh, Hashem"
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A typology of internationalisation patterns for SMEs in developing countries
Purpose
The purpose of the paper is twofold. Firstly, it provides an inclusive categorical framework of internationalisation patterns for small- and medium-sized enterprises, and secondly, it presents unique evidence from a developing country and corroborates the proposed framework.
Design/methodology/approach
A cross-sectional convergent mixed-method design was applied to this research. A phenomenological design was used to develop the typology framework, and subsequently, practical evidence was collected through a cross-sectional survey using a self-reporting questionnaire. A two-step hierarchical clustering analysis was performed to test the framework’s robustness, and a set of characteristics was compared between the patterns via a one-way analysis of variance, F-test.
Findings
The robustness of the constructed categorical framework of 32 internationalisation patterns is substantiated, suggesting that this framework produces veracious discrimination between all patterns of internationalisation. Evidence revealed that the majority of firms showed regional and incremental internationalising behaviour. No true born globals were observed; however, several other early or fast patterns such as “born-international”, “global new venture” and “born-again regional” emerged.
Originality/value
This paper presents a categorical framework and provides evidence of the behaviour of internationalising SMEs from a Middle Eastern developing economy. The categorical framework constructed in this paper uses predefined thresholds, and it is of value because it is inclusive, rigid and incisive. This paper also provides essential insights into the sub-patterns of internationalisation, specifically the born-again and regional phenomenon of internationalisation.
Journal Article
Stages of Buyer–Supplier Relationship Evolution Concerning the Future of Relationships: A Systematic Review
The present study aims at reviewing and analyzing the evolution stages of buyer–supplier relationships and exploring the future of their relationships. Existing research on the stages of buyer–supplier relationship evolution was evaluated and analyzed using a systematic review method and thematic analysis. Moreover, semi-structured interviews were conducted with industry and academic experts to investigate the future of buyer–supplier relationships. The results show that each stage has its unique features. Considering the evolution of the relationship, the concepts involved in the relationships either change typologically or take on an increasing and decreasing trend. Factors and activities also affect the future of relationships and can flourish, maintain, decline, or terminate an enduring relationship. Moreover, the results suggest that buyers and suppliers, alongside their macro-level management, can develop the relationship in a shorter time and with better quality yet avoid incurring high costs with full knowledge of the relationship development stages, especially the stage in which they are. This study is one of the most comprehensive studies on the evolution of buyer–supplier relationships, which also provides valuable avenues for further research.
Journal Article
International growth of SMEs: exploring the effects of adaptive selling, institutional knowledge, innovativeness and opportunity recognition
Purpose
This study aims to investigate the effects of adaptive selling, as a high-level individual-level marketing capability, institutional knowledge, international opportunity recognition and general innovation-orientation of managers on the international growth of Iranian small- and medium-sized enterprises. Also, drawing on strands of research into early internationalisation firms, this study attempts to determine the impact of precocity and speed of internationalisation as a moderator of the relationship of antecedents to international growth.
Design/methodology/approach
The research is based on answers of 748 managers from 186 firms to a self-reporting questionnaire. The partial least squares (PLS) structural equation modelling approach was used to assess the measurement and construct the model. Furthermore, the study used a PLS multigroup design with four groups of firms to compare the paths with regard to precocity and speed of internationalisation.
Findings
Significant associations for seven out of eight hypotheses were found. The international opportunity recognition was found to mediate the relationship between institutional knowledge and adaptive selling-innovativeness. Additionally, the results of the comparisons found important implications to early and fast internationalisation.
Originality/value
This study shows that international growth stems from individual innovation orientation. It sheds light on the importance of institutional knowledge, adaptive selling and opportunity recognition for early and pacey internationalisation. The findings contribute to the international entrepreneurship literature based on both the early and gradual internationalisation.
Journal Article
Digital transformation and SME internationalisation: unravelling the moderated-mediation role of digital capabilities, digital resilience and digital maturity
PurposeThis study has two main objectives. First, to examine the indirect effects of digital platform capability and digital resilience on digital transformation (DT) outcomes for small- and medium-sized enterprises (SMEs), and second, to investigate how digital business model maturity influences these indirect effects.Design/methodology/approachThe study adopts a quantitative design and collects data through a self-reporting survey from individuals in the technological industries. The Partial Least Squares-Structural Equation Modelling (PLS-SEM) and PLS multi-group analysis examine the measurement and structural models and the significance of differences in indirect paths based on the digital business model maturity level, serving as a moderator.FindingsThe findings of this study provide valuable insights into the internationalisation of digital SMEs. They indicate that digital platform capability and resilience fully mediate, connecting digital resources to SME growth. The study also confirms the digital business model maturity’s positive and significant moderating effect on these indirect relationships.Originality/valueThis research contributes to the existing literature by focusing on the international outcomes of platform ecosystems in developing markets. It explores how digital platform capability and resilience support the digital transformation of SMEs, considering their vulnerability due to their small size. The study also fills a research gap by investigating the relationship between big data, digital leadership and the international growth of digital platforms. Lastly, it explores the role of digital maturity in the relationships between antecedents, determinants and outcomes of digitalisation.
Journal Article
Branding advantage of agri-food companies in competitive export markets: a resource-based theory
PurposeThe purpose of the present study is to investigate the antecedents of export performance and branding advantage, as a key type of competitive advantage in export markets among entrepreneurs and managers of agri-food exporters.Design/methodology/approachA sample of entrepreneurs from 182 exporting firms of the agriculture and food industry participated in a cross-sectional survey. The data were collected by a self-reporting questionnaire and partial least squares were used to analyse the data and assess the path model.FindingsResults revealed that experiential resources strongly promote communication capabilities. Also, communication, distribution and product development capabilities contribute to the creation of the branding advantage in export markets. In addition, a positive relationship between the branding advantage and export performance of agri-food products is confirmed.Research limitations/implicationsThe study targets exporters of agri-food products. Hence, the results should be interpreted regarding the context of low-technology firms. Further, this paper delineates branding advantage considerations that managers need to account for to achieve effective exporting. Practitioners can efficaciously exploit resources to achieve a competitive advantage, considering that they focus on building capabilities, and in particular, communication capabilities.Originality/valueThe present study highlights the role of the branding advantage as an important type of competitive advantage in international entrepreneurship and export markets. It attempts to examine the combined relationships of resources and capabilities with branding advantage and export performance.
Journal Article
The Effects of the Joint Comprehensive Plan of Action on Business Models
This research examines the effects of the Joint Comprehensive Plan of Action (JCPOA) on business models, addressing a research gap in this area. The study focuses on a random sample of seventy-two small firms located in the Science and Technology Park of Tehran University. Data were collected through a questionnaire, and reliability and validity were assessed using Cronbach’s alpha, Dillon-Goldstein’s rho, convergent validity, and discriminant validity. The paired sample test was employed to determine the business model components influenced by the JCPOA. The results indicate significant positive differences in six components, including customer segments, customer relationships, key activities, key partners, cost structure, and revenue stream before and after the JCPOA. However, no significant differences were found in the value proposition, channels, and key resources. The findings suggest that the JCPOA has positively impacted business models overall. Notably, the need for significant differences in the value proposition contradicts previous research, highlighting the need for Iranian firms to adapt to new technologies. Conversely, improvements in customer segments and relationships can be attributed to lifting sanctions, allowing legal business transactions with Iranian companies and access to international markets. Channels and key resources showed no significant differences, implying the need for long-term planning and access to capital and distribution networks for Iranian companies. Key activities, key partners, cost structure, and revenue stream demonstrated significant increases, aligning with the ideas of previous studies.
Journal Article
A survey of marketing barriers of sport institutions in Iran
Purpose - Preparing and presenting proper marketing programs are of paramount importance in establishing and developing sport activities in any country. The reasons behind the apparent lack of such programs in Iran are not the result of unwillingness of sport institutions to adopt these programs but are mainly because of numerous barriers and problems facing these organizations. This paper aims to clarify and examine these barriers.Design methodology approach - By extensively studying electronic databases of Iran and some other countries, we recognized that there were two kinds of problems: internal problems and external ones. The internal problems were deemed more important and were further categorized into problems and barriers involving: management (five factors), goals and strategies (three factors), marketing policy (six factors), culture structure (three factors), employees (three factors) and finally organizational structure (three factors). After all the 23 obstructive factors were determined, sport and marketing experts were asked for their inputs in order to determine the validity, importance and ranking of these factors. For analyzing the data t-test was utilized and determination of priorities was done by Freidman test.Findings - The findings from this study reveal that, 23 internal factors that can act as barriers to hinder the progress of sport marketing were almost unanimously confirmed by the experts. The experts also agreed that removing these barriers will significantly improve both general and championship sport activities in Iran.Originality value - The approach and results have significant implications for sport institution managers in Iran.
Journal Article
The Value of Ultrasound-guided Core Needle Biopsy in Differentiating Benign from Malignant Salivary Gland Lesions
Purpose
In recent years, core needle biopsy (CNB) technique has received much attention, being used as alternative method of tissue sampling for surgical biopsy of salivary gland tumors (SGTs). The present study aimed to evaluate the value of CNB in differentiating benign from malignant SGTs.
Materials and methods
Patients with suspected benign or malignant SGTs in imaging were enrolled in this study. All core needle biopsies were performed under ultrasound guidance, i.e. ultrasound-guided Core Needle Biopsy (USCNB). Histological examination of the specimen after surgical excision was regarded as gold standard test and set as reference standard to assess USCNB accuracy for discriminating between ultrasound-visible benign and malignant SGTs.
Results
Based on USCNB results, from 36 participants (14 women and 22 men) with SGTs, 44.4% of detected tumors were benign and 55.5% were malignant. Twenty-two patients underwent surgery and postoperative specimen histological examination showed that 59% of excised lesions were benign and 41% were malignant. USCNB and surgical biopsy (SB) findings were completely compatible for 21 patients. Sensitivity, specificity, positive predictive value, negative predictive value and diagnostic accuracy of USCNB were 100% in differentiating malignant from benign lesions.
Conclusion
USCNB is a valuable and accurate method of diagnosis with high sensitivity and specificity in distinguishing benign from malignant ultrasound-visible SGTs.
Journal Article