AMA Sig - Final.pdf (568.49 kB)
Download file

Chutzpah-driven export marketing: effects on export responsiveness and performance

Download (568.49 kB)
conference contribution
posted on 12.01.2018, 15:10 by Anne SouchonAnne Souchon, K. Efrat, Y. Asseraf
As the business arena becomes more dynamic and global, organizations need to think in terms of breaking boundaries to be noticed and enhance performance. Chutzpah, defined as ‘laudable audacity or apparent effrontery that actually conceals a brave and often new approach to subject or endeavor’ (Schultz, 2007, p. 209) typifies an increasingly common way in which organizations break boundaries. While observed in a large variety of sectors (e.g., hospitality, law, sport, medicine, entertainment, biotechnology, politics, finance, public policy), Chutzpah remains under-studied. This paper examines the role of Chutzpah in driving responsiveness to export market and export performance. Based on theory development, in-depth interviews, and survey data from 149 Israeli exporters we find that Chutzpah has two facets, namely audacity and norm violation. Structural model results reveal that the former is positively related to responsiveness, while the latter is negatively related. Both affect export performance via responsiveness.

History

School

  • Business and Economics

Department

  • Business

Published in

American Marketing Academy (AMA) Global SIG

Citation

SOUCHON, A.L., EFRAT, K. and ASSERAF, Y., 2018. Chutzpah-driven export marketing: effects on export responsiveness and performance. Presented at the (AMA) Global Marketing SIG, Santorini, Greece, May 21-23rd.

Publisher

© The authors

Version

AM (Accepted Manuscript)

Publisher statement

This work is made available according to the conditions of the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International (CC BY-NC-ND 4.0) licence. Full details of this licence are available at: https://creativecommons.org/licenses/by-nc-nd/4.0/

Acceptance date

23/11/2017

Publication date

2018

Notes

This is a conference paper.

Language

en

Location

Santorini, Greece

Usage metrics

Keywords

Exports