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…
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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Philip J. Rosson and Michael J.C. Martin
Many firms are once again enjoying favourable business conditions after a number of very difficult years. The economies of the world have begun to grow, interest rates and…
Abstract
Many firms are once again enjoying favourable business conditions after a number of very difficult years. The economies of the world have begun to grow, interest rates and inflation are down, and even though unemployment levels are still high, consumer spending patterns display a measure of optimism about the future. However, complacency is not advised; having made it through a deep recession, numerous companies now have to face a series of fresh challenges.
Stresses that, if the traditional UK wet fish organisations are to survive competition, then a changed approach to fish marketing is required. Attempts to trace recent…
Abstract
Stresses that, if the traditional UK wet fish organisations are to survive competition, then a changed approach to fish marketing is required. Attempts to trace recent developments in the marketing system for fish, following on from Taylor's work in the late 1950s. Concerns itself with the system's attempt to bridge the spatial and temporal separations within marketing. Uses tables and figures to show channels of distribution and consumption in the UK and trends from 1948 to 1971. Sums up that changing consumption patterns present a ‘turbulent’ field for the fish marketing system to attempt to adapt to.
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The purpose of this article is to explore the methodological framework used for comparative marketing systems studies. To this end, a comprehensive literature search was carried…
Abstract
The purpose of this article is to explore the methodological framework used for comparative marketing systems studies. To this end, a comprehensive literature search was carried out to describe and evaluate the comparative marketing studies undertaken to date. An attempt is also made to identify unresolved research issues in the area and an alternative methodology is suggested to develop an improved conceptual basis for studies in comparative marketing.
This study examined responses from 58 food and chemical exporters in Saudi Arabia. Managerial perceptions on 24 export obstacles that were derived from the literature are analyzed…
Abstract
This study examined responses from 58 food and chemical exporters in Saudi Arabia. Managerial perceptions on 24 export obstacles that were derived from the literature are analyzed and reported. The single most important obstacle perceived by the sample exporters is fierce competition in foreign markets. Competition is followed by high cost of imported raw materials, absence of information about foreign markets, wide fluctuations in the foreign exchange rate, and high overseas transportation costs. The eight categories of the obstacles are: market information, competition, shipping, government policy, foreign market risks, export procedures, production/marketing cost, and internal/technical problems. MANOVA analysis showed that chemical and food exporters are statistically different in their mean response to these obstacles. ANOVA pinpointed those variables that are different at the .05 level. They are: risks involved in selling abroad, language and cultural differences, complex export procedures, lack of adequate export revenue insurance program, and absence of an export management and consulting company. Managerial and policy implications are discussed. Further, recommendations for tackling the top export obstacles are presented.
Erik S. Rasmussan, Tage Koed Madsen and Felicitas Evangelista
Attempts to consider how a founder has reduced equivocality in relation to support networks and reducing risks, especially in an international environment. Presents the case…
Abstract
Attempts to consider how a founder has reduced equivocality in relation to support networks and reducing risks, especially in an international environment. Presents the case studies of five Danish and Australian born global companies. Considers different global models and their limitations. Presents the findings of recent surveys in this area. Concludes that internationalization has not been the primary objective in the founding process and gives direction for further research.
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This study aims to examine internationalisation pathways of small and medium enterprises (SMEs) based on a sample from Manchester, UK, and it provides an exercise theory testing…
Abstract
Purpose
This study aims to examine internationalisation pathways of small and medium enterprises (SMEs) based on a sample from Manchester, UK, and it provides an exercise theory testing of the Uppsala model with data from SMEs from Manchester. It investigates the existence of new internationalisation pathways and the parallel use of four dimensions, namely, export intensity, export destination, time dimension and number of export markets.
Design/methodology/approach
The suggested model of international pathways is developed based on a survey of 110 firms located in the Greater Manchester area. The study of the population was based on a stratified sample of firms included in the KOMPASS directory in the Greater Manchester area. t-Test analysis was performed on combinations of the six pathways.
Findings
The results reveal that SMEs follow a pattern of internationalisation pathways consisting of non-exporters, traditional small exporters, traditional medium exporters, accelerated medium exporters, born globals and declining exporters. The paper concludes that the Uppsala model does not apply in this study.
Originality/value
There is evidence of a new pathway, i.e. accelerated medium exporters and the CEOs of Manchester SMEs, and governmental authorities in the UK should consider targeting this group or developing appropriate export promotion programmes.
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This study aims to develop a new internationalisation model to describe the exporting and non-exporting behaviours of small and medium sized enterprises (SMEs) and then applying…
Abstract
Purpose
This study aims to develop a new internationalisation model to describe the exporting and non-exporting behaviours of small and medium sized enterprises (SMEs) and then applying it to a sample of UK SMEs. The conceptual model consists of four forces leading to a successful business.
Design/methodology/approach
The sample is a stratified one taken from KOMPASS directory and focussing on the Greater Manchester area. In total, 250 firms were chosen to be the population of this survey. In total, 110 surveys were received by email i.e. 24 non-exporters and 86 exporters that were fully completed.
Findings
The four forces of the model include the non-exporting activity, the activity before and after the first export order, differences and similarities between non-exporters and exporters and the regular exporting activity. This model’s findings demonstrate important empirical determinants related to four forces, which, in turn, shape the successful exporting activity.
Originality/value
The empirical evidence from the study suggests that the major differences between non-exporters and exporters, which include the differences in management perceptions towards exporting, and the differences and similarities of firm and management characteristics, explain only to some degree what constitutes successful exporting behaviour. The model is considered useful for smaller businesses located in the UK. The study highlights the importance of firms before and after the first export order, which provides insights for managers of firms about going through with the first export order rather than withdrawing from this effort. The study reveals the motivations for exporting, the timing, the modes through which firms export, firms’ management characteristics and attitudinal differences between exporters and non-exporters, which are essential for practitioners.
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- Exporting and non-exporting behaviours
- UK SMEs
- Non-exporting activity
- Activity before and after first export order
- Differences between exporters and non-exporters in management and firm characteristics
- Regular exporting activity
- Differences between exporter vs non-exporters in management perceptions on exporting and management and firm characteristics
Presents the findings of a survey carried out in the UK but based on one in the USA, on whether academic development and teaching of a subject is inextricably tied to educators'…
Abstract
Presents the findings of a survey carried out in the UK but based on one in the USA, on whether academic development and teaching of a subject is inextricably tied to educators' conceptions of the field of study. Uses tables to show the results of the questionnaire and discusses them in depth. Concludes externally controlled marketing courses might well be pressurised to accommodate a broader conception of marketing.
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The process by which a new shirt sponsorship was struck between SEGA Europe and Arsenal FC is described through a case study. The circumstances leading both organizations to seek…
Abstract
The process by which a new shirt sponsorship was struck between SEGA Europe and Arsenal FC is described through a case study. The circumstances leading both organizations to seek out a sponsorship partner are identified. SEGA Europe was preparing to launch its new Dreamcast video console in Europe and wished to create a high-impact marketing program. Arsenal was looking for a company to replace its former shirt sponsor JVC. The case study also provides information about the sponsorship deal, the first 18 months of the partnership, and draws out some some more general lessons.