Using networks to solve export‐marketing problems of small‐ and medium‐sized firms from developing countries

Abstract

The objective of this paper is to review the literature on how networks can be used in developing countries to encounter export‐marketing problems. Several case studies of export‐grouping and subcontracting networks, involving small‐ and medium‐sized enterprises in developed and underdeveloped countries, are reviewed. The paper presents a qualitative model that identifies the determining factors for successful export network organisations: a clearly defined market problem or market opportunity; a willingness to respond together; development of solidarity, coherence and commitment; initiating foreign market activities. This model is useful to study similar initiatives in developing countries.

Citation

Ghauri, P., Lutz, C. and Tesfom, G. (2003), "Using networks to solve export‐marketing problems of small‐ and medium‐sized firms from developing countries", European Journal of Marketing, Vol. 37 No. 5/6, pp. 728-752. https://doi.org/10.1108/03090560310465125