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Export market orientation behavior of universities: the British scenario

Lookup NU author(s): Dr Yousra Asaad

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This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License (CC BY-NC-ND).


Abstract

This study seeks to extend our knowledge of export market orientation (EMO) in the context of British universities with regard to recruitment of international students. Export marketing remains an area of limited focus in the marketization of higher education literature. The study predominantly follows a quantitative research design using survey methods. A sample of British universities was studied and partial least-squares analysis was performed. The findings indicate that four export higher education-specific variables are important drivers of EMO in universities. The paper also confirms EMO's direct effects on university export performance and its indirect effects mediated through university international reputation. In light of these findings, a number of implications are advanced for university management. The study also makes important theoretical contributions: it contributes to a growing body of literature on marketing of higher education; it enriches the export marketing literature by examining EMO in a service setting and it adds to the EMO–export performance relationship by examining the mediating role of international reputation. The findings are limited to British universities. Therefore, they may not be generalizable to other geographical areas. In addition, the results of this study were obtained from a small sample size and generalization of the findings to other higher education institutions should be made with caution.


Publication metadata

Author(s): Asaad Y, Melewar TC, Cohen G

Publication type: Article

Publication status: Published

Journal: Journal of Marketing for Higher Education

Year: 2015

Volume: 25

Issue: 1

Pages: 127-154

Online publication date: 22/04/2015

Acceptance date: 12/01/2015

Date deposited: 11/01/2017

ISSN (print): 0884-1241

ISSN (electronic): 1540-7144

Publisher: Taylor and Francis

URL: http://dx.doi.org/10.1080/08841241.2015.1031315

DOI: 10.1080/08841241.2015.1031315


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