Aviv Shoham

• PhD
• Head of Department at University of Haifa

Purpose In this paper, the authors aim to introduce international dynamic marketing capabilities (IDMCs) theoretically derived from marketing capabilities (MCs), dynamic marketing capabilities (DMCs) and international marketing capabilities (IMCs) and provide a novel conceptualization of the concept by applying a holistic view of the international...

Purpose This study aims to conduct a thorough literature review to map current studies on international marketing capabilities (IMCs) applying dynamic capabilities view (DCV). The aim of this study is to increase the chances for more conceptual and terminological rigor in future research in this particular research area. Design/methodology/approac...

Purpose The aim of this study is to examine the effect of strategic orientations on firm performance moreover, to assess the role of environmental munificence as a moderator for the link between strategic orientations and firm performance. Design/methodology/approach This study designed as quantitative research method. Data were collected by struc...

Despite extensive corporate social responsibility (CSR) literature most of research has examined corporate performance as its only outcome. We aim to fill this gap by assessing companies' perceptions of their CSR activities’ benefits for society and specific stakeholders. We discuss societal trends such as diversity and inclusion embedded in employ...

The outside-in – inside-out conflict is alive in the business world. Both the literature and real life have shown that some business leaders prefer to begin by looking outward, adopting an outside-in (OI) strategic approach, while others concentrate on their firms’ internal resources, implementing an inside-out (IO) approach. However, little is kno...

International marketing is complex (Kaspar 2017) forcing firms to cope with unexpected events and frequent shifts in technology and consumer preferences. Thus, global managers in search of superior performance need guidance beyond traditional concepts such as marketing planning (Whalen and Holloway 2012). Accordingly, and in line with the resource-...

Knowledge is undoubtedly one of the most important factors that help organization to achieve competitive advantage against rivals. Absorptive capacity (ACAP) reflects an organizational capability that enables firms to assess, assimilate and finally applicate their knowledge within the organization. At the same time, the implementation of organizati...

Purpose Marketing doctrine (MD) refers to a “firm's unique principles, distilled from its experiences, which provide firm-wide guidance on market-facing choices” (Challagalla et al., 2014, p. 4). Drawing on the knowledge-based view, the purpose of this paper is to develop a model of how MD is used and provide the first quantitative test of its rela...

Purpose – Drawing on the resource-based view, dynamic capabilities and exploration literatures, the purpose of this paper is to simultaneously investigate the impact of outside-in (OI) and inside-out (IO) strategic approaches on international strategic performance. Design/methodology/approach – A survey-based quantitative study was used. The final...

Organizations that aspire to achieve competitive advantage must be aware of rapid changes in their markets. The relationships between strategic organizational orientations and performance have been investigated. While marketing studies have tested the direct positive effect of customer orientation (CO) on firm performance, most of these studies hav...

In his book Good Strategy/Bad Strategy, Rumelt (2011) argued that managers can reach closure prematurely and thus resist new ideas. Therefore, firms should create high-quality strategic alternatives by using outside experts to provide critiques of the initial alternatives. Interestingly, he described his personal method of constructing a virtual pa...

Purpose The purpose of this paper is to develop and empirically test a new conceptualization of international marketing agility (IMA). Importantly, the empirical test includes agility’s drivers, outcomes and boundary conditions for its impact on international market performance. Design/methodology/approach The authors draw on the resource-based vi...

Purpose: This paper addresses intra-organizational power of international marketing (IM) functions. While IM functions play an important role in firms that operate in continuously changing international environments, their power has been under-explored. Importantly, IM managers need to understand their function’s power and its implications for busi...

Although internationalization (entry and expansion) has been a predominantly important topic in the literature, there has been little research effort to explain it holistically with firms’ reverse internationalization (RI) behaviors in foreign markets. Despite the progress made to uncover the RI phenomenon, there still exist important issues and nu...

This chapter aims to assess the relationships between standardization of international strategy and performance. Additionally, it aims to study the relationships of four integration modes with international strategies. A sample of Slovene exporters is used. Managers responded to a structured survey. Structural equation modeling (SEM) was applied. I...

Purpose: The main purpose of the study is to fill the existing gap in international relationship marketing (IRM) literature by developing and testing empirically a comprehensive conceptual model of firms’ relationship with their marketing channels in export markets. Whereas concepts such as power, conflicts, trust, commitment, and communication hav...

This study examines the antecedents and outcomes of consumer disidentification (CDI) among immigrants and the role that cultural change plays in affecting this consumer orientation. Specifically, it explores the effect of acculturation and ethnic identification on host nation sentiments (i.e., host nation identification, disidentification, and affi...

Purpose: This article investigates marketing and technology absorptive capacities as distinct types of external knowledge while considering three environmental conditions, namely uncertainty, munificence, and heterogeneity and two distinct outcomes, namely innovation and financial performance. Methodology/approach: Using a quantitative approach, th...

Frugality and hoarding represent underresearched consumer behaviors with far-reaching consumption implications. This study explores the extent to which personality and cultural antecedents of consumers' frugal and hoarding behavioral tendencies overlap. It further explores the extent to which frugality and hoarding affect impulsive and compulsive b...

It is no secret that in today’s dynamic business environment, new product development (NPD) is crucial for the firms’ performance as everywhere organizations are struggling to keep up with the accelerating pace of change. To deal with market changes and succeed in NPD, firms are expected to build on two distinct marketing capabilities, marketing fl...

Firm performance driven by relationship marketing (RM) has been a topic of research for scholars for over several decades. Successful inter-organizational relationships are critical to firm performance because most firms must combine internal organizational capabilities and resources with services provided by external organizations to compete effec...

Although conflict is natural in buyer–seller relations, the issue has largely been studied in domestic market settings despite increasing globalization and the surge of cross-border inter-firm relationships. This research focuses on two different types of conflict, functional and dysfunctional, and examines how these are linked to coercive and non-...

We aim to evaluate the relationship between six sources of power (French and Raven 1959) and different conflict types (positive and negative), as well as impact of conflicts on export performance of Slovenian SMEs. The relationships are assessed on both sides of the dyad, using surveys with structured questionnaires. Data from 105 Slovenian exporte...

Aggressive driving is a growing problem that has been identified as a major risk factor for car accidents. Previous research has provided some insights about the characteristics of drivers prone to aggressiveness on the road, as well as external triggers of road aggressiveness. However, little is known of the personality traits of aggressive driver...

Innovativeness is an organizational trait that leads to innovations. Organizations with high levels of innovativeness develop and renew products and processes and abandon obsolete ones. While potentially contributing to long term growth and profitability, utilizing innovativeness can be difficult, time consuming, and expensive. This paper examines...

This article provides a conceptualization of the new construct of consumer arrogance and develops and validates a measurement scale for it. It views consumer arrogance as a multi-dimensional trait reflecting the proclivity to use possessions in order to establish one's social superiority over others. The final version of the scale has four dimensio...

The purpose of the current research is to assess and compare the impacts of consumer racism, national identification, animosity, and ethnocentrism exhibited by Jewish-Israeli consumers on their purchases of products originating in the Palestinian Authority. A structured questionnaire with multi-item scales based on data from a sample of Jewish-Isra...

Purpose This study aims to explore the dual identity role of joint gift-giving among adolescents. Studying this phenomenon through the lens of impression management theory enabled us to analyze private and group motives, drivers of these motives (givers’ public self-consciousness and self-monitoring and group cohesiveness) and the influence of gro...

Purpose While globalization has made it easier to consume foreign products, consumption decisions are rarely straightforward. Both love and hate relationships between consumers and countries exist and can even coexist. This paper aims to gain a better understanding of how positive/negative and general/specific consumer attitudes impact foreign pro...

Immigration and ethnic diversification have been a defining characteristic of many Western, industrialized countries since the second half of the twentieth century. Immigrants often struggle between maintaining their original identity and commitment to their new nation-state (Verkuyten and Yildiz 2007). Identification conflicts at the individual le...

This meta-analytic integration has three purposes: first, to evaluate the outcomes of consumer animosity and consumer ethnocentrism using empirical studies on this subject; second, to test an integrative conceptual model; and third, to report on the total effects of animosity/ethnocentrism on later constructs (willingness to buy and buying/owning)....

Firm strategic orientations continue to draw scholars’ attention. While research on various aspects of orientations is voluminous and plethora of research has found orientations to contribute to organizational success and performance, little is known about the interplay among orientations, specifically their possible synergistic interactions and ho...

International marketing scholars have debated the merits of standardization versus adaptation for many years. We address this debate by identifying opposing forces, namely an inertia force to use proven strategies and products in new international markets (standardization) versus an open minded, flexibility-based force driving exporters to adopt st...

Internationalization is a two way street and firms can move through its processes forward and backward. Reverse internationalization (RI) is a common but crucial phenomenon for firms that operate in a world of heightened globalization. However, while research on internationalization is voluminous, the exploration of RI remains limited. In light of...

The role of relationship marketing (RM), referring to all marketing activities directed toward establishing, developing, and maintaining successful relational exchanges, as a potential driver of firm performance has been a topic of research for scholars over several decades. Successful interorganizational relationships are critical to firm performa...

Scholars agree that the longstanding standardization–adaptation debate, which is around for more than 40 years, is not solved yet. More than that, a recent systematic review by Schmid and Kotulla (2011) found that only four papers out of 330 aimed to theoretically explain why firms actually chose to standardize or adapt their marketing across natio...

The purpose of this paper is to develop and test empirically a model assessing the impact of internal and external barriers to exporting, motives for exporting, and exports' perceived advantages on export performance of Turkish SMEs. This paper makes two important theoretical contributions. First, our study allowed us to assess the impact of four s...

Entry modes are regarded as central aspect of international business. They represent one aspect of the firms' international strategy, and at times can have a substantial impact on different aspects of the strategy. They are even more crucial to young and inexperienced firms entering the international arena, such as Born Global (BG) firms.

Consumer loyalty has long been at the focal point of researchers who explored the factors related to or affected loyalty (Chaudhuri and Holbrook 2001; Corstjens and Lal 2000; Miininen, Szivas and Riley 2004; Suh and Yi 2007). Nevertheless, consumer loyalty of immigrant groups remains a relatively under-researched area. When looking at immigrants, a...

The rationale for this study lies in the mixed viewpoints on the conflict and thus its consequences. Traditionally, conflicts have been viewed as negative whereas the interactionist viewpoint perceives conflict as energizing by pointing out problems and unifying a group (Banner, 1995). Thus, the relationship between conflicts and export performance...

Consumer Decision-Making Styles (CDMS) refers to consumers’ mental orientations when making purchase choices (Sproles & Kendall 1986). Viewed as consistent patterns of cognitive and affective responses, CDMS was explored across countries (e.g. Hafstrom et al. 1992; Leng and Botelho 2010; Lysonski et al 1996) as well as among sub-groups within a sin...

Materialism, the importance that people attach to possessions that become central to their lives (Richins and Dawson 1992), has recently received renewed attention in the media and in the public discourse in the wake of the global economic crisis. Materialism is viewed as a system of personal values with possessions and acquisitions as the main per...

This study tests a model to investigate the extent to which drivers of compulsive and impulsive buying behaviors overlap. The model includes personal and cultural antecedents for traits of consumer impulsiveness and compulsiveness and impulsive and compulsive buying behaviors as outcomes. Survey results from 336 Israeli and 595 U.S. consumers indic...

Studies exploring kids’ influence have used different methodologies. Thus, it is virtually impossible to compare their findings. Additionally, most previous studies have been conducted in the US. Therefore, cross-cultural comparisons are few and far between. We replicate Ward and Wackman’s study (1972) and present a cross-cultural comparison betwee...

Purpose – This study aims to unbundle the materialism construct into its three facets – centrality, success and happiness – to provide a fine-grained model that delineates the relationship between some of its antecedents (i.e. depression, anxiety, self esteem and affect) and consequences (life satisfaction, innovativeness, time spent shopping and e...

Purpose – The purpose of this paper is to examine the reasons for the lack of research attention paid to the Middle East (ME) and Africa regions. In particular, this study seeks to identify the reasons for and implications of the paucity of ME- and Africa-based studies in high-quality international journals in the marketing field with a specific fo...

Organizational learning orientation and social networking have been recognized as drivers of innovativeness and performance. The authors’ study extends existing research on these concepts in several ways. First, they posit that innovativeness mediates the effects of social networking and learning orientation on performance. Second, they propose tha...

Aggressive behaviors by sport spectators have become a major social problem in multiple sports and numerous countries. This study examines several team-related antecedents, as well as personality traits that may be related with physical and verbal aggressive fan behaviors. Interestingly, there appears to be relatively little crossover effects of pe...

The Miles and Snow typology is a descriptive and normative tool for categorizing firms. Most previous studies of the typology have used US firms. We use it in the context of Israeli firms. Performance of Prospectors, Analyzers, Defenders, and Reactors is viewed as a function of firms’ arch-types. The results of this study show that, for the most pa...

As immigration has become a growing worldwide phenomenon, the notion of migrant ethnicity is attracting growing interest in social sciences research. In marketing, scholars have studied if and how ethnicity influences consumer behavior. Ogdan’s (2004) comprehensive review supported the influence of culture and acculturation on consumers’ purchase d...

We examine the relationship of personal values and arousal tendencies. The relationship is based on telic dominance, a state-based theory developed to explain risk-taking. However, antecedents of telic dominance have been under-studied. Our study seeks to identify the role of personal values as antecedents. In general, we find that personal values...

This paper focuses on “Born Globals” (BGs) - small and entrepreneurial firms that become international soon after inception (Aspelund, Madsen, and Moen 2007; Kuivanlainen, Sundquist, and Servais 2007). Knight and Cavusgil (1996:11) defined BGs as “small, technology-oriented companies that operate in international markets from the earliest days of t...

Peter Drucker (2008, p. 127) once said, “The best plan is only good intentions unless it leads into work”. However, when carefully examining the scholarly work on strategic orientations, one can easily observe that previous research overlooked the role of the process trough which strategic orientation choices affect the firm’s strategic capabilitie...

Purpose – The purpose of this paper is to examine the effect of acculturation on immigrant consumers’ loyalty. The authors posit that the acculturation orientation of immigrants determines their consumer loyalty to both ethnic and mainstream brands and stores. Design/methodology/approach – Using a sample of Hispanic consumers in the USA and consum...

Reverse internationalization (RI) is a crucial phenomenon in a world of globalization; however, research on RI remains scarce. In light of the 2008–2009 economical global crises, many internationalizing firms worldwide have deinternationalized. Given that scholars and functionaries have been sending warning signals about imminent global crisis, rev...

Purpose – The role played by the marketing function (MF) has been subjected to considerable academic and public media attention. Recent research reflects an ongoing debate on MF's decreasing influence attributed by some to its poor performance. However, studies have analyzed the general marketing (GM) function and domestic operations and remained s...

Despite the popularity of research on benchmarking and on market-based learning, as well as their theoretical importance, several gaps exist in the literature. Most research has tended to focus on specific disciplinary silos in isolation. For example, several studies have examined these issues in the marketing discpline. Likewise, other studies hav...

Strategic orientations have attracted scholars' attention across disciplines and the pros and cons of such orientations have been studied extensively. However, previous literature largely ignored possible interrelationships between these orientations. In sum, most studies have not examined potential synergetic effects of multiple orientations. Agai...

A major research stream on effective global strategies has recognized business orientations as key drivers of global performance (e.g., Cadogan et al., 2001; Knight and Kim 2009; Zou and Cavusgil 1996). For example, since the seminal conceptualizations of market orientation were introduced (Kohli and Jaworski 1990; Narver and Slater 1990), it has b...

Organizational innovativeness (OI) is a central concept in academic research and managerial practice. In many cases, OI has been operationalized as the number of innovations organizations adopt. In contrast, this paper conceptualizes OI as a five-dimensional construct (creativity, openness, future orientation, risk-taking, and proactiveness) repres...

Purpose – Entry modes are a central aspect of international business, particularly for young firms lacking organizational experience and capital, such as born global (BG) firms. Few studies on BG internationalization have addressed the antecedents to entry mode decisions in BG firms. Based on the two main groups of factors impacting entry mode deci...

Purpose – Previous research on impression management explored motives, the use of impression management tactics and the influence of personality characteristics on the tendency to engage in impression management. The purposes of this research are to examine gift‐giving behavior among adolescents based on the building blocks of impression management...

Aggressive driving is a growing problem worldwide. Previous research has provided us with some insights into the characteristics of drivers prone to aggressiveness on the road and into the external conditions triggering such behavior. Little is known, however, about the personality traits of aggressive drivers. The present study proposes planned be...

Relying on organizational innovativeness for long-term growth and profitability can be difficult, time consuming, and expensive. In the context of service delivery of 395 strategic business units (SBU) in Israel's healthcare industry, this paper examines the role of a learning-orientation as a moderator in an integrative model of organizational inn...

Following the seminal work of Bruner and Kumar (2007) on gadget loving, this paper views gadget loving as the attachment individuals have toward advanced electronic items and how such an attachment relates to actual use (i.e., actual gadgets ownership). It extends existing research in two important ways. First, it provides a retest of the reliabili...

This paper focuses on the consumer's doppelganger effect, the inclination of consumers to intentionally mimic other individuals' consumption behaviors. Taking a role model perspective, we look at the inclination of Israeli teenage girls to resonate with role models with whom they have unidirectional (study 1; N = 152) and bidirectional (study 2; N...

Globalization has triggered the emergence of a new breed of firms called “Born Globals” (BGs), firms that become international soon after inception. Unlike previous research, the present study distinguishes between BGs’ short- and long-term performance and argues that different drivers affect each type of performance. Data from 107 Israeli BGs show...

This study examines adolescents’ gift giving using a qualitative methodology, based on impression management theory. Gift‐giving motives and the characteristics of the chosen gifts indicated that adolescents use gift giving instrumentally to manage and protect their impressions among their peers. The study extends the literature on adolescents’ gif...

This paper focuses on consumers' adoption of preventive health behaviors (PHB). It aims to explain PHB among Israeli consumers by examining their motives, needs, and actions. A model of PHB based on two approaches used previously (Moorman & Matulich, 1993; Jayanty & Burns, 1998) is developed and tested with data from Israeli consumers. Results sugg...

Most previous within-discipline research on innovativeness as an organizational trait does not account for cross-disciplinary perspectives, leading to incomplete findings. This paper develops an integrative model of organizational innovativeness, based on research in several disciplines to identify antecedents to, characteristics of, and outcomes o...

This paper develops and tests a model of cultural, personality, and demographic drivers of three customer reactions to service failures, namely voice, switching, and negative word-of-mouth (N-WOM). Data from Israeli customers mostly support the model. Some drivers (uncertainty avoidance, self-efficacy and Machiavellianism) enhance the probability o...

In this paper, the literature on aggressive driving tendencies as a con-sumption experience is reviewed. Two studies test a comprehensive model that includes personality, attitudinal, and value antecedents to such behavior. The research supports the role of most of the antecedents. However, personality and attitudinal constructs were found to be st...

This paper focuses on the growing phenomenon of 'Born Globals' (BGs) – small and technology-oriented firms that become international soon after establishment. Previous research identified that, owing to their unique traits, BGs tend to incept more rapidly in high technology industries. These firms are distinguished by moving quickly from inception...

Purpose The paper intends to enrich the set of national contexts used so far in studies about gift‐giving. It also intends to test the unique explanatory power of the dimensions of egalitarianism. Design/methodology/approach The study uses a survey methodology with an Israeli sample. Findings The results suggest that egalitarianism affects gift‐g...

The cross-country study of public administration based on citizens' surveys in Europe is a relatively novel approach to analyzing the social and political dynamics of the continent. The goal of this study is to examine some aspects of bureaucracy and democracy as perceived by knowledgeable citizens in six countries (Ireland, Israel, Lithuania, Norw...

Purpose This paper has two purposes. First, it aims to propose an alternative conceptualization for interactivity that distinguishes between four interactivity modes: human, medium, message, and product. Second, it seeks to develop a framework of channel preferences that integrates the four‐mode concept of channel interactivity. Design/methodology...

Purpose – The purposes of this research are to examine the extent to which daughters view their mothers as consumption role models, the extent to which daughters serve as consumption role models for their mothers, and the extent to which external role models are shared by mothers and their adolescent daughters. Design/methodology/approach – Two qu...

This article develops a multilevel model to explain social ventures' organizational outcome. The study examines the relationships between entrepreneurs' motivations and vision, ventures' strategy and environment, ventures' performance, and five-year survival of nascent Israeli firms. The findings suggest that an entrepreneur's motivation is reflect...

Purpose – This paper aims to highlight the importance of examining sub‐cultural attitudes when assessing the animosity of individuals from one nation toward the products of other nations. Design/methodology/approach – The context chosen, Arab and Jewish Israelis' attitudes toward the UK and Italy, provides a strong setting to test the influence of...

Summary The current paper focuses on the management of external knowledge as a central mechanism when organizations face threats from turbulent environments. Based on absorptive capacity (ACAP) theory, we emphasize ACAP's separation into potential and realized knowledge and suggest that each should be associated with three-dimensional stocks and di...

Consumer piracy could include buying illegal copies of music CDs or movie videos or brand-name knock-offs and its cost is estimated at billions of dollars. Piracy by consumers is a severe problem to manufacturers. The annual global loss from counterfeiting, such as pirated software and purchases of counterfeited brands (e.g., fashion), is $80 billi...

Several frameworks have been suggested to describe the range of business strategies that companies may employ in the fast-evolving electronic marketplace. These have included descriptions of strategies such as the use of recommendation agents and e-customisation (Ansari et al., 2000; Ansari & Mela, 2003; Häubl & Murray, 2003). However, these framew...

The business-performance-consequences of market orientation are a central topic in marketing. However, previous research outside of North America has utilized a wide variety of operational and conceptual definitions of performance, producing an equivocal set of findings. In this study, we propose a four dimensional framework for business performanc...

Purpose – This paper seeks to assess the impact of consumer ethics and their piracy attitudes on piracy behaviors. The extent of such piracy is difficult to estimate because no worldwide statistics are available, but conservative estimates indicate that it costs manufacturers billions of dollars. Design/methodology/approach – The research was condu...

This study presents a three-year effort to study public sector innovation in Europe from the viewpoint of the citizen. It examines a model of public sector innovation across a multinational sample of eight countries and 626 participants. The paper develops a theory of antecedents to and consequences of innovation in public administration as perceiv...

Most research on standardization examines it in the context of the marketing mix. In contrast, research on standardization of management processes/characteristics is rare. The authors examine standardization of such processes/characteristics in international management of channels of distribution and its performance consequences. They include chara...

Purpose This study seeks to examine the interrelationships among three elements of an entrepreneurial orientation (proactiveness, innovativeness, and risk‐taking), age and education of the entrepreneur, and the international entrepreneurial business venture (IEBV) start‐up decision. Design/methodology/approach Data were collected from a sample of...

Opinion leadership has been a central construct in studies of new product diffusion models. Flynn, Goldsmith, and Eastman (1996) introduced the related concept of opinion seeking and documented its measurement properties. This replication and extension paper examines these two concepts, using their original scales and placing them in a nomological...

Purpose The purpose of this paper is to develop and validate cross‐culturally a short‐form, consumers' need for uniqueness (CNFU) scale. The length of the original scale (31 items) might have hindered its diffusion in research when questionnaire length and respondent fatigue are major considerations. Design/methodology/approach The paper uses surv...