Cross-border e-commerce as a foreign market entry mode among SMEs: the relationship between export capabilities and performance. Issue 2 (22nd June 2021)

• Record Type: Journal Article
• Authors: Cassia, Fabio; Magno, Francesca
• Is Part Of: Review of international business and strategy. Volume 32:Issue 2(2022)
• Page Start: 267
• Page End: 283
• Publication Date: 2021-06-22
• Subjects: Capabilities -- Entry mode -- Resource-based view -- Cross border e-commerce -- Export management; International business enterprises -- Management -- Periodicals; Strategic planning -- Periodicals; Business planning -- Periodicals; 658.401205
• DOI: 10.1108/RIBS-02-2021-0027
• Languages: English
• ISSNs: 2059-6014

Abstract

Abstract : Purpose: Although cross-border e-commerce has become increasingly popular among small and medium-sized enterprises as a foreign market entry mode, research on the determinants of its success is scarce. Drawing on the resource-based view, this study aims to examine the relationship between a firm's information technology, international marketing and export operations capabilities and its cross-border e-commerce strategic and financial performance. Design/methodology/approach: Partial least squares structural equation modeling was used to analyze data from a sample of Italian exporters in the food and beverage industry. Findings: The results highlight the mixed effects of information technology, international marketing and export operations capabilities on both e-commerce strategic and financial performance. Moreover, the use of third-party e-commerce platforms reduces the effect of exporters' information technology capabilities on their e-commerce financial performance. Research limitations/implications: The majority of exporters in this study had implemented cross-border e-commerce only recently; hence, longitudinal data on the success factors of e-commerce are not available. Practical implications: While cross-border e-commerce may work as an accelerator of the overall export performance, export managers are urged to approach it strategically with a clear medium-term view to develop the required capabilities. Originality/value: This study was one of the first to examine the drivers of small and medium-sized exporters' cross-border e-commerce performance. Moreover, unlike most previous analyzes, it focused on e-commerce as a foreign market entry mode rather than a supplement to offline exporting activities.