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Adm. Sci. 2018, 8(3), 31;

Firm Performance among Internationalized SMEs: The Interplay of Market Orientation, Marketing Capability and Digitalization

School of Business and Culture, Seinäjoki University of Applied Sciences, 60320 Seinäjoki, Finland
Author to whom correspondence should be addressed.
Received: 12 June 2018 / Revised: 30 June 2018 / Accepted: 3 July 2018 / Published: 5 July 2018
(This article belongs to the Special Issue Widening International Entrepreneurship Research)
PDF [755 KB, uploaded 5 July 2018]


The ability to internationalize has become a competitive necessity for many firms, and one important for survival and growth in the era of globalization. At the same time, digitalization is transforming the locus of entrepreneurial opportunities and entrepreneurial practices, thus offering new perspectives on internationalization. Internationalization requires marketing capability as well as market orientation. However, there is a gap in the literature exploring the interplay of digitalization, market orientation and marketing capability in the internationalization process. The objective of the present study is to improve our understanding of (1) the impact of market orientation, marketing capability and digitalization on firm performance among small- and medium-sized enterprises (SMEs) and (2) the differences in this impact between internationalized SMEs and SMEs operating only in domestic markets. The data were gathered from 101 Finnish SMEs in the wood-product industry, and analyzed with AMOS using path analysis. The results show that marketing capability mediates the effect of market orientation on firm performance. For internationalized firms, market orientation and marketing capability are crucial to their success in foreign markets. However, digitalization has no effect on firm performance with internationalized firms. With other firms, the effect is direct and significant. View Full-Text
Keywords: market orientation; marketing capability; digitalization; internationalization; SME market orientation; marketing capability; digitalization; internationalization; SME

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Joensuu-Salo, S.; Sorama, K.; Viljamaa, A.; Varamäki, E. Firm Performance among Internationalized SMEs: The Interplay of Market Orientation, Marketing Capability and Digitalization. Adm. Sci. 2018, 8, 31.

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