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Lookup NU author(s): Professor Suraksha Gupta
This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License (CC BY-NC-ND).
This research uses complexity theory to probe the relationship between competiveness and innovation in the marketing practises of large manufacturing firms that offer their branded products in a foreign market by engaging a network of local small- and medium-sized enterprises (SMEs) as resellers of their brand. A deductive, quantitative research approach was employed and data were collected over a nine-month period from resellers of international IT firms in India using a questionnaire. A structural equation modelling technique and fuzzy-set qualitative comparative analysis (fsQCA) were employed on a sample of 649 respondents to find answers to the questions raised. This research indicates that a successful business relationship between a brand and its resellers can enable both parties to compete in a competitive market. This study finds that innovativeness in the marketing initiatives of the brand can be a function of the contributions made by the brand to its competitiveness. Nevertheless, the findings are also subject to some limitations and provide direction for future research on the topic.
Author(s): Gupta S, Malhotra N, Czinkota M, Foroudi P
Publication type: Article
Publication status: Published
Journal: Journal of Business Research
Year: 2016
Volume: 69
Issue: 12
Pages: 5671-5681
Print publication date: 01/12/2016
Online publication date: 11/05/2016
Acceptance date: 01/02/2016
Date deposited: 09/07/2017
ISSN (print): 0148-2963
ISSN (electronic): 1873-7978
Publisher: Elsevier Inc.
URL: https://doi.org/10.1016/j.jbusres.2016.02.042
DOI: 10.1016/j.jbusres.2016.02.042
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