The STRATADAPT scale: a measure of marketing strategy adaptation to international business markets

Luis Filipe Lages, José Luís Abrantes, Cristiana Raquel Lages

Research output: Contribution to journalReview articlepeer-review

72 Citations (Scopus)


Purpose - The development of marketing strategies optimally adjusted to export markets has been a vitally important topic for both managers and academics for about five decades. However, there is no agreement in the literature about which elements integrate marketing strategy and which components of domestic strategies should be adapted to export markets. The purpose of this paper is to develop a new scale - STRATADAPT. Design/methodology/approach - Results from a sample of small and medium-sized industrial exporting firms support a four-dimensional scale - product, promotion, price, and distribution strategies - of 30 items. The scale presents evidence of composite reliability as well as discriminant and nomological validity. Findings - Findings reveal that all four dimensions of marketing strategy adaptation are positively associated with the amount of the firm's financial resources allocated to export activity. Practical implications - The STRATADAPT scale may assist managers in developing better international marketing strategies as well as in planning more accurate and efficient marketing programs across markets. Originality/value - This study develops a new scale, the STRATADAPT scale, which is a broad measure of export marketing strategy adaptation.
Original languageEnglish
Pages (from-to)584-600
Number of pages17
JournalInternational Marketing Review
Issue number5
Publication statusPublished - 2008
Externally publishedYes


  • Business-to-business marketing
  • Exports
  • International marketing
  • Marketing strategy
  • Portugal
  • Small to medium-sized enterprises


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