Search results

1 – 10 of 294
Article
Publication date: 15 January 2021

Dafnis N. Coudounaris

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, firmsmanagement characteristics and attitudinal differences between exporters and non-exporters, which are essential for practitioners.

Article
Publication date: 1 April 1989

Kau Ah Keng and Tan Soo Jiuan

This article focuses on the relevant demographics, attitudes,behaviours, and concerns of small‐medium sized exporting andnon‐exporting firms in Singapore in an attempt to…

Abstract

This article focuses on the relevant demographics, attitudes, behaviours, and concerns of small‐medium sized exporting and non‐exporting firms in Singapore in an attempt to determine whether measures can be developed to nurture non‐exporters into exporters. The findings suggest that while basic differences in demographics exist between the two groups, the attitudinal and behavioural differences are acquired. Therefore, programmes may be developed to nurture non‐exporting firms to be export‐oriented.

Details

International Marketing Review, vol. 6 no. 4
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 13 December 2022

Mitra Samadi, Seyed Reza Mirnezami, Mohammad Sadegh Khayyatian and Mohammad Torabi Khargh

This study aims to compare the level of organizational capabilities of the exporter and non-exporter Iranian knowledge-based firms in the sector of chemical technology.

Abstract

Purpose

This study aims to compare the level of organizational capabilities of the exporter and non-exporter Iranian knowledge-based firms in the sector of chemical technology.

Design/methodology/approach

By combining 18 different indicators, a framework is designed to demonstrate organizational capabilities. The technological, manufacturing, R&D, marketing, organizing and financial capabilities of 732 Iranian knowledge-based firms in the sector of chemical technology (90 exporters and 642 non-exporter firms) are identified between 2015 and 2020. The analysis is based on the Chi-square test and logistic and probit regression.

Findings

The results indicate that technological capability, unlike the other five capabilities, is higher in non-exporter firms, and the level of marketing capability is greater in exporter firms, with the highest difference between the two groups.

Originality/value

The research suggests that knowledge-based firms should be evaluated based on export history; there should be some specialized export facilitating packages for both exporter and non-exporter firms; and some baskets from products with related and specialized fields of application should be formed to facilitate international marketing. The results can be a basis for managers and policymakers to improve the firm’s capabilities and competitiveness at the international level.

Details

Review of International Business and Strategy, vol. 33 no. 5
Type: Research Article
ISSN: 2059-6014

Keywords

Article
Publication date: 1 March 1975

Talaat Abdel‐Malek

Reports on a study of attitudes of exporting managements in different national and regional settings, regarding business exchanges. Compares also existing non‐exporting managements

Abstract

Reports on a study of attitudes of exporting managements in different national and regional settings, regarding business exchanges. Compares also existing non‐exporting managements. First, ascertains to what extent and in what respects managers differentiate between various peoples and, second identifying differences among managers in this regard, to find out how these differences are associated with their firms' export involvement. Uses five national and regional settings as follows: US, Canadian, West European, Latin American and Asian and African. Data was analysed from a questionnaire, presented to chief executives, of a judgement sample of 175 firms in Canada, of these 158 questionnaire responses were obtained – four of these were unusable, ergo 88% were used. Sums up that management is, or should be, concerned with differences among customers rather than intermediaries.

Details

European Journal of Marketing, vol. 9 no. 3
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 1 February 1985

Attila Yaprak

Introduction Perhaps the most significant economic transformation within the last three decades has been the internationalization of business. From the modest levels of the 1950s…

Abstract

Introduction Perhaps the most significant economic transformation within the last three decades has been the internationalization of business. From the modest levels of the 1950s, the volume of world trade has exploded to over $2 trillion, and the sales of foreign affiliates of US firms have reached $500 billion by 1983 (Terpstra 1983). Yet, even in the light of accelerated efforts to further stimulate US exporters (e.g., the Export Trading Company Act of 1982), a recent Dunn and Bradstreet survey showed that less than 1% of the US firms had engaged in exporting in 1982 (Trade Marks, 1983). Similarly, the International Trade Administration of the US Department of Commerce has lamented that only 5% of all US manufacturers will have engaged in export marketing in 1984.

Details

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

Article
Publication date: 1 February 1986

Bodo B. Schlegelmilch

Attempts to provide a better explanation of differences in diverse export behaviour among similar operating firms in the same country. Wishes to compensate for deficiencies by…

Abstract

Attempts to provide a better explanation of differences in diverse export behaviour among similar operating firms in the same country. Wishes to compensate for deficiencies by analysing determinants of behaviour of exporting firms by: controlling for country‐specific; and industry‐specific influences on them. Tests the hypothesis and chosen research approaches which are based on earlier results. Discusses the use of a four‐part questionnaire designed with 194 independent variables and how this was sent to 1,500 managing directors of British and German food‐processing and mechanical engineering firms ‐ there were, by June 1982, 310 replies. Compares extracted sets of discriminating variables to validate by test established hypothesis. Identifies six key influences on export behaviour and concludes that the chosen research approach is an important step towards model building. Finally, states that future researchers will find scope to refine results further, and in more detail and uses a Likert scale with nine concepts.

Details

European Journal of Marketing, vol. 20 no. 2
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 1 September 2008

Zafar U. Ahmed, Craig C. Julian and Abdul Jumaat Mahajar

This study is concerned with an empirical investigation that explores the barriers to export that emerging market entrepreneurs face when engaging in international business. The…

1067

Abstract

This study is concerned with an empirical investigation that explores the barriers to export that emerging market entrepreneurs face when engaging in international business. The data was gathered from a survey of 214 manufacturing firms, headquartered in Malaysia, and considered to be an emerging market. Statistical analysis was carried out using one‐way analysis of variance and the Tukey‐Kramer Multiple Comparison Procedure. The study’s key findings indicate that exporters and non‐exporters perceive the importance of the need to adapt products to meet foreign customer preferences and a lack of capacity dedicated to a continuing supply of exports differently as barriers to export. However, other than those barriers to export the study findings indicate no significant differences in the perceptions of exporters and non‐exporters from an emerging market towards the different barriers to export.

Details

Journal of Asia Business Studies, vol. 3 no. 1
Type: Research Article
ISSN: 1558-7894

Keywords

Article
Publication date: 1 August 1998

Kathryn Frazer Winsted and Paul G. Patterson

Services represent the fastest growing portion of the world economy, yet they are still vastly under‐represented in the export packages of most countries. Services present unique…

4190

Abstract

Services represent the fastest growing portion of the world economy, yet they are still vastly under‐represented in the export packages of most countries. Services present unique challenges that make exporting potentially more difficult and riskier than for goods industries, yet they also offer huge untapped potential with very little research done in this area. This study develops hypotheses regarding the exporting decisions of services companies using qualitative interviews and the exporting literature. These are then tested through a survey of nearly 700 consulting engineering firms. Nearly 90 per cent of the exporting firms in the sample are happy with the performance of their exporting programs, yet nearly three‐quarters of the firms are not exporting. Overcoming limitations in know‐how and resources, developing positive attitudes about exporting, recognizing foreign opportunities and fostering management commitment to exporting are found to be the most important determinants of exporting behavior for professional services firms.

Details

Journal of Services Marketing, vol. 12 no. 4
Type: Research Article
ISSN: 0887-6045

Keywords

Article
Publication date: 16 July 2020

Sunghee Choi, Md. Abdus Salam and Youngshin Kim

The purpose of this paper is to investigate the effect of foreign currency derivative (FCD) usage on firm value. In specific, the authors study the significance of the…

Abstract

Purpose

The purpose of this paper is to investigate the effect of foreign currency derivative (FCD) usage on firm value. In specific, the authors study the significance of the relationship between FCD usage and firm value for exporters and non-exporters, respectively, with consideration of conditions of exchange rate movements.

Design/methodology/approach

As the main empirical test, this paper utilizes the multivariate Tobin's Q model for a panel dataset of 125 non-financial firms, which have been continuously listed on the Dhaka Stock Exchange from 2010–2018. The authors divide the sample firms into two groups: exporters and non-exporters based on theoretical background and estimate the relationship between FCD usage and the firm value measured by Tobin's Q for each firm group. Also, as a complementary test, the Fama–French three-factor model is used to estimate the effect of FCD usage on the monthly portfolio returns of the firms when exchange rate levels and volatility are considered.

Findings

First, the effect of FCD usage on firm value significantly exists in the Bangladeshi non-financial firms from 2010–2018. Specifically, the FCD effect on firm value is negative (hedging discount) for exporters, whereas the FCD effect is positive (hedging premium) for non-exporters. Second, the multivariate analyses suggest the hedging discount (premium) for exporters (non-exporters) is consistent only when the domestic currency appreciates (depreciates). Third, the FCD effect on firm value is consistently positive for non-exporters when exchange rate volatility is higher.

Research limitations/implications

Further studies could be conducted with the detailed data of the firms' hedging performance, if they are available. Particularly, the cost and revenue data associated with hedging would help identify evident reasons for exporters' hedging discounts in Bangladesh. Moreover, the best hedging option for maximizing the Bangladeshi firm value could be analyzed with the detailed FCD type data, such as futures, options and swaps. Further refinement of these data would improve institutional capability for substantive growth in frontier markers.

Practical implications

This paper provides practical implications for corporate managers in charge of managing foreign exchange risk in Bangladesh. First, closer accounting observation is much necessary for the firms to accurately evaluate whether the FCD usage is beneficial in their cash flows because the exporters come to have two large costs: entering foreign markets and carrying FCD program. Second, for better value from using FCDs, the exporters should learn how to utilize appropriate financial derivatives. FCD usage is beneficial when the exporters are fully aware of what their real risks are and the role of appropriate derivatives within its portfolio strategy.

Social implications

A policy reducing the costs of either foreign market entry or FCD usage would be helpful for lessening the FCD discount effect. Also, a long-term policy that enables the born-to-exporters to establish substantive positions in the home market would be helpful for enhancing the cash inflow capability, thereby causing the firm value structure to be strengthened.

Originality/value

The paper has originality because it bridges the gap in the literature. First, the authors find a new empirical result regarding the significant FCD effect on a frontier market, although the FCD effect deals with the small and secondary risk in the previous literatures. Second, finding the contrasting FCD effect between the exporters and non-exporters sheds lights on the importance of firm-specific characteristics for precisely evaluating the FCD effect on firm value. Third, we find that the significant FCD effect is prominent by condition of exchange rate movements, which has been overlooked in prior literature.

Details

International Journal of Emerging Markets, vol. 16 no. 8
Type: Research Article
ISSN: 1746-8809

Keywords

Article
Publication date: 1 August 2005

Sonia M. Suárez‐Ortega and Francisca R. Álamo‐Vera

To examine the particular organizational and managerial determinants of the different aspects of a firm's export development process: intention, propensity, and intensity.

6420

Abstract

Purpose

To examine the particular organizational and managerial determinants of the different aspects of a firm's export development process: intention, propensity, and intensity.

Design/methodology/approach

The study analysed firms' resources and capabilities, managerial characteristics, and managerial attitude and perceptions in a sample of 286 firms in the Spanish wine industry. Statistical analyses using SPSS were carried out to confirm or reject eight hypotheses.

Findings

Results confirmed that factors influencing export involvement are not the same along the process of export development.

Research limitations/implications

The study is limited to one context, and it is static (cross‐sectional) in nature.

Practical implications

Implications not only for practitioners (especially, managers), but also for policy makers, are discussed.

Originality/value

First, the research has been conducted in Spain, a country for which export development process has not been widely studied. Second, three aspects of export development have been analysed at the same time: intention, propensity, and intensity. And third, the effect of industry‐specific characteristics on internal export factors has been isolated through the selection of one industry in one country for the empirical research.

Details

International Journal of Entrepreneurial Behavior & Research, vol. 11 no. 4
Type: Research Article
ISSN: 1355-2554

Keywords

1 – 10 of 294