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Psychic distance : antecedents, retail strategy implications and performance outcomes

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journal contribution
posted on 2008-01-01, 00:00 authored by J Evans, F Mavondo, Kerrie BridsonKerrie Bridson
The authors propose a conceptual model of the psychic distance–organizational performance relationship that incorporates organizational factors (international experience and centralization of decision making), entry strategy, and retail strategy implications. The findings suggest that when entering psychically distant markets, retailers should adopt low-cost/low-control entry strategies and adapt their retail strategy to a greater extent than in psychically close markets. However, the authors find that such strategic responses have an adverse effect on performance. They find that international experience, psychic distance, entry strategy, and retail strategy adaptation are significant drivers of organizational performance and factors that determine critical success in international retailing.

History

Journal

Journal of international marketing

Volume

16

Issue

2

Pagination

32 - 63

Publisher

American Marketing Association

Location

Chicago, Ill.

ISSN

1075-4253

eISSN

1547-7215

Language

eng

Notes

Reproduced with the kind permission of the copyright owner.

Publication classification

C1 Refereed article in a scholarly journal

Copyright notice

2008, American Marketing Association