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SAGE Publications, Journal of International Marketing, 2(27), p. 22-37, 2019

DOI: 10.1177/1069031x18819757

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The Balancing of Country-Based Interaction Orientation and Marketing Strategy Implementation Adaptation/Standardization for Profit Growth in Multinational Corporations

Journal article published in 2019 by Hannah Soobin Lee, David A. Griffith
This paper was not found in any repository, but could be made available legally by the author.
This paper was not found in any repository, but could be made available legally by the author.

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Abstract

For business success and continued growth, multinational corporations (MNCs) must work to efficiently leverage interactions with customers dispersed across geographic boundaries. Under the framework of the attention-based view, this study examines the MNC strategic approach of country-based interaction orientation and marketing strategy implementation adaptation/standardization as drivers of global profit growth, contingent on the environmental conditions of competitive intensity and market dynamism. The findings from a survey of U.S.-based MNCs indicate that managerial attention focused on country-based interaction orientation and marketing strategy implementation standardization, when considered jointly, have a positive effect on MNC profit growth. The findings also show that the effect of a country-based interaction orientation on MNC profit growth is not as susceptible to competitive intensity and market dynamism when MNCs standardize their marketing strategy implementation, but it varies when MNCs take a more adapted approach to their implementation strategies across country markets. These findings bring to light important implications for international marketing theory and practice.