Zhao, S.; Priporas, C.

Information technology and marketing performance within international market-entry alliances: a review and an integrated conceptual framework

Article

Zhao, S. and Priporas, C. 2017. Information technology and marketing performance within international market-entry alliances: a review and an integrated conceptual framework. International Marketing Review. 34 (1), pp. 5-28. https://doi.org/10.1108/IMR-01-2016-0024

Publication dates
Type	Article
Title	Information technology and marketing performance within international market-entry alliances: a review and an integrated conceptual framework
Authors	Zhao, S. and Priporas, C.
Abstract	The purpose of our paper is to engage in a comprehensive review of the research on Information Technology (IT)-mediated international market-entry alliances.This paper provides a theory-informed conceptual framework of IT-enabled cross-border interfirm relationships and performance outcomes. It integrates perspectives of Resource-based View (RBV) and Transaction Cost Economics (TCE) to argue that the establishment of interfirm IT capabilities enhances the marketing performance of the foreign partner in the host location by improving interfirm relationship governance. Furthermore, IT-related risks and contextual restrictions are identified as important moderators. Conceptualisations of IT capabilities, IT-enhanced interfirm governance, and IT-led marketing performance improvement are suggested. Drawing on RBV and TCE, IT resources, related human resources, and IT integration between partner firms in combination enhances the ability of firms to manage the relationship more effectively through shared control, interfirm coordination, cross-firm formalisation, and hybrid centralisation. These benefits then bring about better upstream and downstream marketing performance in the host location. Additionally, IT capabilities help to mitigate possible contextual limitations and risks. The paper offers a number of theory- and literature- informed research propositions which can be empirically tested in future studies.Top managers of firms currently in or planning to enter international alliances for market entry should carefully consider effective development of interfirm IT capabilities in terms of readiness of hardware and software, human resources, and organisational resources. Our paper provides an integrated framework and propositions which contribute to limited understanding and appreciation of IT value in international market-entry alliances.
Publisher	Emerald Publishing Limited
Journal	International Marketing Review
ISSN	0265-1335
Print	13 Feb 2017
Publication process dates
Deposited	15 Jun 2016
Accepted	09 Jun 2016
Output status	Published
Publisher's version	IMR-01-2016-0024.pdf
Accepted author manuscript	accepted version - PDF_Proof.PDF
Copyright Statement	Published version: © Shasha Zhao and Constantinos-Vasilios Priporas. Published by Emerald Publishing Limited. This article is published under the Creative Commons Attribution (CC BY 3.0) licence. Anyone may reproduce, distribute, translate and create derivative works of this article (for both commercial & non-commercial purposes), subject to full attribution to the original publication and authors. The full terms of this licence may be seen at http://creativecommons.org/licences/by/3.0/legalcode
Digital Object Identifier (DOI)	https://doi.org/10.1108/IMR-01-2016-0024
Language	English

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