Saeed Samiee and Peter G.P. Walters
Explores perceptions of exporting education in sporadic and regular exporting firms as a means of enhancing organizational knowledge to improve the firm’s long‐term competitive…
Abstract
Explores perceptions of exporting education in sporadic and regular exporting firms as a means of enhancing organizational knowledge to improve the firm’s long‐term competitive advantage in global markets. Export development and performance are dependent on the acquisition and utilization of relevant knowledge in exporting. An analysis of sporadic and regular exporting firms’ views toward formalized export education programs that contribute to long‐term organizational knowledge is the central focus of this study. Results indicate that sporadic and regular exporting firms, although similar in many respects, vary significantly with regard to export planning activity, educational attainment of employees, export proportion of sales, and exporting experience. In addition, sporadic exporters are less interested in formal export education programs and are more reliant on the government as a source of exporting knowledge and information. The types of information offered through such sources frequently do not lead to a sustainable competitive advantage in exporting and make only a limited contribution to organizational learning. A discriminant model correctly classifies 86 per cent of exporting firms into sporadic and regular groups. Discusses conclusions and managerial implications.
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Saeed Samiee, Peter G.P. Walters and Frank L. DuBois
Examines the characteristics of firms which undertake exportingunder their own volition and in the absence of external stimuli. In thiscontext, internally‐induced export…
Abstract
Examines the characteristics of firms which undertake exporting under their own volition and in the absence of external stimuli. In this context, internally‐induced export initiation is viewed as an innovative behaviour. The classification scheme employed in this study has a high degree of internal and discriminant validity with successful classification of 86 per cent of innovative firms by the resultant discriminant model. The findings indicate that innovative firms do not vary significantly with regard to general firm characteristics from other exporters, but that they do vary significantly with regard to critical export‐related activities. Innovative firms consider exporting an ongoing activity, have greater export proportion of sales and average export order size, make greater use of export information, and tend to use different sources of data from other exporting firms. In addition, they are more likely to maintain export‐specific organizations.
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The paper focuses on an area where little research has been undertaken, namely export planning activity. Using a definition of planning as a one‐cycle process, attention is…
Abstract
The paper focuses on an area where little research has been undertaken, namely export planning activity. Using a definition of planning as a one‐cycle process, attention is focused on the propensity of a sample of forest products exporters to undertake certain planning activities and on differences between planners and non‐planners. It was found that exporting was generally unplanned in the survey firms, and that the propensity to plan increased with size and the relative significance of export sales. Other variables, such as management commitment to exporting and the establishment of some export structure, also appeared to play a major role in accounting for planning activity.
This article discusses the role of information in the export development process and identifies some recent findings regarding the utilisation of export information sources…
Abstract
This article discusses the role of information in the export development process and identifies some recent findings regarding the utilisation of export information sources. Propositions regarding patterns of information acquisition and the perceived utility of the input are then examined using data from a sample of forest products exporters.
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…
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.
There is a lack of global focus in much of the international business and marketing literature. Most researchers have a low propensity to undertake studies outside the North…
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There is a lack of global focus in much of the international business and marketing literature. Most researchers have a low propensity to undertake studies outside the North American/European mainstream and it is difficult to judge the robustness of important theoretical frameworks on a global basis. Underlying reasons for this include data‐collection constraints, methodological issues arising from the dominance of “Western” theory, the hegemony of English as the language of scholarly research and publication issues.
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Ali R. Malekzadeh and Samuel Rabino
In this empirical study, export strategies of 131 California exporting manufacturers were examined. A factor analysis of fifty variables yielded five factors which were analysed…
Abstract
In this empirical study, export strategies of 131 California exporting manufacturers were examined. A factor analysis of fifty variables yielded five factors which were analysed subsequently through multiple discriminant analysis. Two of the five factors, strategic planning and export strategies, were found to be meaningful in discriminating between small and large exporters. Implications for managers are offered.
Van R. Wood and Jerry R. Goolsby
Using a sample of more than 130 established exporters, this study empirically examines the information preferences of decision makers responsible for evaluating foreign markets…
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Using a sample of more than 130 established exporters, this study empirically examines the information preferences of decision makers responsible for evaluating foreign markets. Export information preferences are analysed across distinct industries, and implications for export facilitating agencies and foreign parties are explored.
Bhagaban Panigrahi, Fred O. Ede and Stephen Calcich
Data collected from 202 large and 92 small consumer goods manufacturing firms were analysed to examine the perceptions and experiences of these companies with test marketing as…
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Data collected from 202 large and 92 small consumer goods manufacturing firms were analysed to examine the perceptions and experiences of these companies with test marketing as part of their new product development strategy. Seventy six per cent of the large companies and twenty four per cent of the small firms in the study test marketed their new products before full‐scale introduction. Chi‐square analysis indicated a relationship between firm size, type of business/industry, the scope of marketing operations, and whether the firm conducted test marketing or not. Cost, time constraints, and the generic nature of the product were the most prominent reasons cited by all firms for not conducting test marketing. In addition, small firms cited their size as amajor reason they did not engage in test marketing.
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Alan T. Shao and David S. Waller
This empirical study examined U.S. advertising agencies' practices in the Asia Pacific Region to decide whether they were following Theodore Levitt's advice to promote products…
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This empirical study examined U.S. advertising agencies' practices in the Asia Pacific Region to decide whether they were following Theodore Levitt's advice to promote products and services the same way everywhere. Information regarding environmental factors and advertising strategy were gathered from 200 Asia Pacific Region affiliates of U.S. advertising agencies in 11 countries. It was found that in general, agencies were neither standardising nor customising their sales platforms and creative contexts. Instead they tended to utilise the adaptative approach‐‐a strategy that is becoming viewed as the optimal approach by multinational ad agencies.