The influence of adaptation and standardization of the marketing mix on performance: A meta-analysis

  • Brei V
  • D'Avila L
  • Camargo L
 et al. 
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This article analyzes the relationship between strategies of standardization and adaptation of the marketing mix and performance in an international context. We carried out a meta-analysis on a sample of 23 studies published between 1992 and 2010. The sample was analyzed based on measures of the effect size (ES) – or the strength of the relation (Wolf, 1986) – between standardization/adaptation and performance. The results suggest the existence of a medium strength (ES ranging from .133 to .209) for the relationship considered. The results support the existence of a positive impact of both marketing mix adaptation and standardization on performance. However, our results suggest that companies should slightly emphasize the marketing mix adaptation (ES mean = .168) instead of standardizing it (ES mean = .134) when entering in a new international market. Results also indicate that, among the adaptation choices, price (ES = .209) should be the first element of the marketing mix to be adapted, followed by promotion (ES = .155), product (ES = .154), and distribution (ES = .141). Finally, we suggest some new research paths, such as the use of quantitative methods to compare degrees of adaptation to be applied to different segments, regions, and sectors, among other suggestions. Key

Author-supplied keywords

  • Adaptation
  • Marketing
  • Meta-analysis
  • Performance
  • Standardization

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  • Vinícius Andrade Brei

  • Lívia D'Avila

  • Luis Felipe Camargo

  • Juliana Engels

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