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Article
Publication date: 1 February 1986

F.H. Rolf Seringhaus

Until recently, little research has been directed at the measurement of the impact of governmental support on the firm. The major focus of this article is on the methodological…

747

Abstract

Until recently, little research has been directed at the measurement of the impact of governmental support on the firm. The major focus of this article is on the methodological and measurement issues that appear to have a confounding effect and may account for broad equivocality of the findings in many of the studies. An evaluation paradigm is developed and applied to the research reviewed. The article concludes with a synthesis of the issues and provides specific directions for future research.

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International Marketing Review, vol. 3 no. 2
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 October 1998

F.H. Rolf Seringhaus and Philip J. Rosson

This paper brings together two significant export management issues: international trade fairs and export promotion. Trade fairs play a market development and expansion role while…

3776

Abstract

This paper brings together two significant export management issues: international trade fairs and export promotion. Trade fairs play a market development and expansion role while export support is aimed at building foreign market capability. This study examines companies at international trade fairs exhibiting on government stands and their own, independent stands. Discriminant analysis shows that the two groups of exhibitors differ in company strategy and trade fair performance. As well, staff training activities and visitor attraction are analysed, with the latter showing a clear relationship with performance. Implications for exporters and export promotion agencies are discussed and research directions given.

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International Marketing Review, vol. 15 no. 5
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 October 1988

F.H. Rolf Seringhaus and Charles S. Mayer

Off‐shore market entry approaches of firms using trade missions and those who do not are investigated and found to differ. Comparative results of a sample of Canadian industrial…

429

Abstract

Off‐shore market entry approaches of firms using trade missions and those who do not are investigated and found to differ. Comparative results of a sample of Canadian industrial manufacturing firms point to different marketing management styles in terms of greater planning orientation, a more systematic approach, and greater sensitivity toward market and knowledge problems among trade mission users. Trade missions are widely available in many exporting countries and, as exporters face similar challenges when entering new foreign markets, it is concluded that such missions are a potentially useful export marketing tool, however, their use seems contingent upon management style. Implications for export marketing management and public policy are discussed.

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European Journal of Marketing, vol. 22 no. 10
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 12 December 2017

Shivendra Pandey, OP Wali and Rajan Chandra

The current study aims to evaluate the utilization of export incentives of the Indian Government. A model conceptualizing the relationships between incentive’s awareness…

262

Abstract

Purpose

The current study aims to evaluate the utilization of export incentives of the Indian Government. A model conceptualizing the relationships between incentive’s awareness, utilization, perception of utilization on export increase and overall performance was tested.

Design/methodology/approach

In total, 107 Indian exporters from the ten major exporting sectors of the Indian economy were chosen. The exporters within the sectors were chosen on the basis of the quota sampling technique. The top-most executive of the exporting house was interviewed using both structured questionnaire and in-depth method.

Findings

Results indicated that awareness impacted availing of incentives which led to the perception of enhanced export sales. Enhanced export sales led to the perception of an enhanced overall performance of the firm. Smaller firms believed more as compared to larger firms in the effect of export incentives on export sales growth. Recommendations have been provided to remove lacunae in various incentive schemes and improve utilizations.

Research limitations/implications

The inability to extract firm-level financial data of the value of various schemes availed, exports sales increase, overall performance indicators is a limitation of the study.

Practical implications

The lack of awareness seemed to be the biggest roadblock for the Indian Government to make export incentive schemes successful. The Indian Government needs to customize the offerings of incentive schemes by incorporating the general perceptions of experts/users. Some less-used schemes can be done away with and some new schemes with less paperwork will be more useful.

Originality/value

There is scant literature in the Indian context on the study of export incentive schemes. There is even less empirical primary evidence available. This study is one of the first to provide a model for the utilization of export schemes and has great practical relevance for exporters and Indian Government alike.

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Journal of Asia Business Studies, vol. 11 no. 4
Type: Research Article
ISSN: 1558-7894

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Article
Publication date: 11 June 2019

Linlin Chai, Jin Li, Thomas Clauss and Chanchai Tangpong

The purpose of this study is to investigate the antecedents and the conditions of coopetition at the inter-organizational level.

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Abstract

Purpose

The purpose of this study is to investigate the antecedents and the conditions of coopetition at the inter-organizational level.

Design/methodology/approach

This study is based on survey research methodology and analyzes the data from 138 companies regarding the antecedents and the conditions of their coopetition.

Findings

The results indicate that the interdependence between partners (i.e. the antecedent) positively affects interfirm coopetition, and that this relationship is contingent on the joint occurrence of opportunism (a behavioral condition) and technology uncertainty (a contextual condition). Specifically, highly interdependent firms are more likely to be involved in a coopetitive relationship when both opportunism and technology uncertainty are high. Interestingly, the authors’ data also show that opportunism or technology uncertainty alone may not be adequate in moderating the interdependence–coopetition relationship.

Research limitations/implications

This study contributes to the current literature in two meaningful ways. First, it empirically examines interdependence as a potential antecedent of interfirm coopetition. Second, it improves our understanding of the behavioral and contextual conditions that facilitate the formation of coopetitive relationships by examining the moderating roles of opportunisms and technology uncertainty in the relationship between interdependence and interfirm coopetition. The limitations of this study lie in its confined method of cross-sectional survey from the focal firm’s perspective. Future research may advance beyond this study through experimental and/or longitudinal research designs.

Practical implications

This study provides managers with two important practical insights in coopetition management. First, the findings suggest a two-step approach to help a firm assess and manage the level of coopetition in its relationship with a business partner. In addition, the findings provide a counterintuitive suggestion to managers that the joint conditions of high opportunism and high technology uncertainty indeed prime the relationship for the rise of coopetition, provided that managerial efforts are made to somewhat increase the level of interdependence in the relationship.

Originality/value

Despite the growing number of studies on coopetition, research still lacks knowledge about the antecedents and the conditions of inter-organizational coopetition, and this study aims to fill this gap.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 5
Type: Research Article
ISSN: 0885-8624

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