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This study explores the integration of smallholder farmers into the export market in Vietnam, an emerging economy. By introducing a prospective framework, we seek to provide insight into factors that influence this integration process.

This study examines the expected growth and entry of Vietnamese smallholder farmers into high-value export markets. We collected information from 200 independent farmers as well as from five local extension workers, who provided information on 50 farmers.

The study reveals that the adoption of new business models is more influential than the variables traditionally included in models of export-market integration in predicting expected growth and entry into high-value export markets. In addition, the results highlight divergent views between farmers and extension workers regarding the role of collectors, with farmers perceiving collectors as potential partners, while extension workers see them as impediments to growth.

The prospective model presented in this study highlights the importance of policy interventions aimed at promoting new business models and addressing infrastructure and capital constraints for the sustainable transformation of agricultural sectors in emerging markets.

This is one of the first articles to apply a prospective approach to export-market integration and demonstrate its efficacy through an empirical study. The suggested prospective approach could facilitate the design of policies aimed at export-market integration within the context of dynamic, emerging markets.

Although the importance of market knowledge competence (MKC) in new product export is assumed in the literature, its effects are not empirically tested due to an insufficient understanding of its dimensionality. This research presents a multidimensional framework of MKC in new product export. The authors further test the model using data collected from the software companies that export from North America to the global markets. The findings reveal that a multidimensional model of MKC provides a more adequate explanation of new product outcomes than a unidimensional model. The results regarding the MKC components indicate that each component of MKC exerts a positive impact on new product advantage and market performance in host countries.

Although research on channel integration has evolved into a major stream in literature in international marketing, channel integration in new product export remains unexamined. Drawing on transaction cost analysis, organizational capability, and marketing control perspectives, the authors develop a conceptual model of channel integration in new product export. They further test the model using data collected from the computer software industry. The findings indicate that both channel integration and new product competitive advantage exert positive impacts on product market performance in foreign markets. The results regarding asset specificity, country risk, and firm size offer interesting insights about the linkage between these antecedents and channel integration.

This paper explores the changes in Hong Kong clothing manufacturing firms regarding the development of vertical and horizontal channel integration as a strategic option in international marketing. Analyses of data suggested that Hong Kong clothing manufacturers are increasingly integrating forwardly by utilizing foreign based channel intermediaries, as well as establishing internalized export departments and overseas sales offices to handle their export functions. In addition, a dominant trend of horizontal integration exists in the form of expansion of outward processing facilities in southern China. Such developments aim to take advantage of the lower cost production so as to remain competitive with low cost producers from other less developed/developing countries.

Reports on a comparative study of the types and degrees of horizontal and vertical integration within the seed potato industries of The Netherlands and Northern Ireland. Using an integration analysis grid, presents descriptive models of the integrative functions in both industries. Given the superior marketing performance of the Dutch industry, and the way in which this is facilitated by its highly integrated organizational structure, makes a case for the utilization of both horizontal and vertical integration in improving marketing performance in seed potato industries.

The purpose of this study is to investigate the effect of trade integration on Pakistan’s export performance (value of exports, number of exporters and number of products per exporter) during 2003 to 2010.

Data from the World Bank Exporters Dynamics Database are analysed using fixed effect panel data techniques.

The results suggest that trade integration with South Asian Free Trade Area (SAFTA), China and Iran play remarkable role in improving export value by 73, 29 and 55 per cent, respectively. It is found that on average more than 140 and 339 exporters increase after integration with SAFTA and China, respectively, and during the study period, 1,605 and 606 exporters entered into SAFTA and Chinese market, respectively. Moreover, 182 and 146 additional exporters entered in Malaysian and Iranian export market after integration, which is 19 and 98 per cent, respectively, of initial year’s number of exporters. In addition, Malaysia and Mauritius show positive and considerable effect on diversification of product variety.

This is an original empirical research. The contributions of the paper are many fold: this paper is first to analyse the effect of Pakistan’s trade integration established during 2000s decade; pioneer contribution of this study is to use the number of exporters and number of products, as well as the value of exports to measure the export performance of Pakistan; and this study uses positive and negative discrepancies in export value data, number of HS6 products exported as a proxy of product diversification, share of industrial exports in total exports and share of textile exports in industrial exports.

My decision to pursue an academic life in international marketing was unplanned. It was spring 1989 and I was an MBA student in my last semester in East Lansing. Because my MBA concentration was in finance I had applied for a number of finance PhD programs. While waiting for my applications, I was taking an elective course, international marketing, from Prof. S. Tamer Cavusgil. I was immediately hooked. His lectures were absorbing. Difficult concepts became lucid when he explained them with vivid stories. Classical theories became refreshing when he used them as a backdrop for contemporary phenomena.

This paper aims to deepen the understanding of the interconnection between hybrid product–service offerings and firms' internationalization strategies, focusing on market entry, export performance and subsidiary strategy development.

The approach involves reviewing and summarizing the existing body of research in the area. This is complemented by the analysis of the 10 published papers in the current issue.

The authors proposed a value-chain synergetic approach that ensures the international competitiveness of hybrid offerings. The authors’ conceptual framework encompasses four themes: (i) internal factors encompassing capabilities and governance, (ii) supply-side factors related to ecosystem formation, (iii) demand-side factors encompassing customization and co-creation and (iv) enhancing factors such as assets digitization. The authors’ analysis demonstrates how these synergistic value chain themes interrelate to empower hybrid offerings in the export market.

While the conceptual development presented in this paper is not exhaustive, the model highlights important research avenues in the internationalization of product–service hybrid offerings that need exploration.

The proposed framework hold practical implications for firms aiming to enhance their competitiveness in the export market through the integration of hybrid product–service offerings.

The authors’ framework bridges the gap in international marketing literature by focusing on the interplay between hybrid product–service offerings and internationalization strategies, providing valuable insights into the factors driving servitization-led innovations in foreign markets.

The aim of this article is to describe the development, launch, implementation and evaluation of a pilot training and development programme designed to improve the export marketing performance of smaller and medium‐sized concerns. The Management Extension Programme — Exports (MEX) was conceived by staff at Durham University Business School as part of their remit to the Manpower Services Commission to initiate new programmes based on the Management Extension approach. The idea of providing growing organisations with extra management resources has been tried and tested in a number of UK universities with Manpower Services Commission support.

Argues that the distinction between the two distinct, but interrelated areas of management in international trade is not neat – exporters being differentiated from the international marketer by the foreign, or alien, nature of his products in the market sought, while the international marketer can eliminate this in many circumstances. Highlights the Ford Motor Company, with manufacturing capability in a number of countries, exclusive distributorships and distinctive, national promotional policies as a multinational. States that smaller firms' options are restricted by comparison – particularly with regard to overseas entrepreneurs. Discusses further the reasons for trading overseas and gives four distinct phases for this. Looks at management and export marketing, stating that UK industry has had to face competition with lower costings in areas from textiles to commercial vehicles and tyres. Sums up that while international trade poses recurrent issues for marketing management a stock of knowledge exists which aids the solving of problems pertaining to the issues posed.