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The purposes of this paper are as follows. First, the paper investigates the causes of risk and methods for managing it based on previous studies of trade risk and trade risk management. Second, the paper analyses the types and forms of trade risk for exporting companies and investigate the relationship between actual trade risks and perceptions of trade risk. Third, the paper establishes a measurement device for trade risk management and export performance based on previous studies. Fourth, the paper derives the concepts based on the accumulated details to establish a research model and verifies a cause and effect relationship. Fifth, the paper analyses what kind of effect the perception of trade risk exerts on trade risk management. And sixth, the paper analyses the effect of the method of trade risk management on the export performance of exporting companies to shed light on the utility of trade risk management.

The purpose in this research is to analyse the effects of trade risk management on the export performance of exporting companies. The authors have conducted a review of previous studies about trade risk, trade risk management, and the outcomes thereof. Based on that review, the authors have established a research model, derived hypotheses, and used statistical methods to verify those hypotheses.

First, the authors analysed the methods of settling payments, transaction terms, the transportation environment, and experience in trade claims and found that they influenced the perceived level of trade risk. Second, exporting companies’ prior perception of trade risk determines which methods of trade risk management are suitable. Third, the analysis of the methods of trade risk management and export performance found that financial performance was influenced more than non-financial performance by trade risk management.

The authors determined whether trade risk management effectively counters the losses incurred as a result of the trade risks faced by exporting countries. The authors used an empirical statistical analysis to comprehensively analyse appropriate trade risk management and export performance. Prior to implementing the empirical analysis, the authors conducted research on trade risk and its management and established a research model and research hypotheses based on a theoretical background of trade risk methods appropriate to the circumstances faced by exporting companies.

This study develops a model that explains export sales volume by destination based on a company's export marketing strategy. A seemingly unrelated regression model (SURE) simultaneously estimates the explanatory value of the different elements of the marketing strategy, as well as company characteristics, such as experience, size and motivation to export, on entry decisions to six different regional markets made by exporting companies in a southern European country. The data were collected from a sample size of 2,264 exporting companies. Findings confirm the importance of exporting experience and proactiveness in determining high export sales volumes in every regional market except for those psychologically close. Nevertheless, different marketing strategies depending on the region lead to high export sales volumes. For example, low price strategies in the case of Latin America or differentiation strategies based on the augmented product in the case of the USA generate high export sales. Promotional expenditures are of higher importance for distant markets, but for closer markets channel development is the key.

Banks play a crucial role in the sustainable development of exports as they finance much of the trade. Additionally, in Brazil's case, banks provide exporting companies with advisory and training services, which facilitate the internationalization process. This work aims to analyze the role of public and private banks in the export process of companies in Brazil.

Interviews are conducted with a sample of 318 Brazilian exporting companies. Two research questions are posed: What type of export services do companies use from public and private banks in Brazil? Is exporting companies' access to credit, as a type of banking service, related to their size or export experience? A descriptive study of the functions of public and private banks in helping Brazilian exports is presented. Hypotheses are proposed regarding companies' access to credit and its relationship with their size and export experience.

It is found that public and private banks in Brazil provide exporting companies with banking services, other services related to technical aspects, and export consulting. There are significant differences in access to credit in both public and private banks, depending on the exporting company's size.

This work contributes to the internationalization literature on the role of banks in supporting exports in an emerging country like Brazil.

This study analyzes the perceptions of export obstacles to the Mercosur by top executives of Brazilian companies located in the state of Riode Janeiro. Differences in perceptions were studied in order to determine to what extent they were associated with industry type, firmsize, export experience and geographic scope of export activities. Self‐administered questionnaires were sent to top executives of Rio de Janeiro companies that had recently exported to Mercosur countries. A total of 69 companies returned the questionnaire, representing a total response rate of 50.36 per cent. Data were analyzed using factor analysis and stepwise linear discriminant analysis. Results confirmed the hypothesized relationships.

Examines the export activities of a sample of companies which have won the Queen's Award to Industry for export achievement. Looks at those criteria employed in order to achieve export success. States that not all of the companies practised all of the criteria, with the majority using only two. Concludes that the historical background and tradition of an organization, together with the attitudes of its senior management, are the most significant factors in determining the level of its success.

Since 1995, the financial reports of New Zealand entities have been legally required to disclose a measure of comprehensive income known as Total Recognised Revenues and Expenses (TRRE). Financial analysts and members of the Institute of Chartered Accountants of New Zealand were surveyed between 1994 and 1996 to investigate their views on whether TRRE is useful for financial analysis, making economic decisions, and whether it is a useful addition to the financial reports. The findings provided a reasonable level of support for the view that TRRE is useful for financial analysis, such as assessing return on investment. However, there were strong reservations over whether it is useful to use TRRE as a basis for determining remuneration packages for top management, or for predicting cash flows. Overall, there was strong support for the view that TRRE provides information that assists with making economic decisions, and that it is a useful addition to the financial reports.

To draw together the diverse and diffuse elements of previous research into the determinants of success in export marketing by SMEs.

Groups of export marketing activities derived from the literature and preliminary qualitative fieldwork were incorporated in a questionnaire‐based survey of a purposive sample of small exporters in one region of the UK, measuring the frequency of their use against levels of export commitment, involvement, and experience.

Results contradict the traditional view that the longer a company has been exporting, the more likely it is to do well. The study provides evidence to encourage ambitious exporting SMEs to develop active and on‐going marketing and information‐gathering activities, and to dedicate specific financial and human resources to exporting.

The highly focused approach to measuring the relationships between export marketing activities and company characteristics should ideally be further extended, in the context of a wide range of studies relating other organizational, managerial and environmental variables to export success.

The findings and conclusions alert marketing intelligence‐gatherers to the dangers of conventional assumptions about marketing practice, provide practical guidelines for planners of export marketing strategy, and could form the basis of an easily administered diagnostic tool, all in the SME context.

Focusing on behaviour rather than attitudes, the research provides a practical set of criteria against which SME activities can be measured.

Reports on a study based on research using a micro‐level or company‐based approach to exporting, this involved a standardized, pre‐tested questionnaire used for collecting data, along with a personal interview sample. Identifies factors associated with export success and classifies them into two types: empirical studies of exporting companies taken together as an industry; and on cross‐industry samples of exporting companies. Concludes that in this study, determining causality on the basis of cross‐sectional data, as been problematical which leads to the data's differing interpretations.

This is the first part of two papers which examine the Italian and Spanish textile‐clothing sector The purpose of this paper is to analyse the key factors in the international performance of textile manufacturing companies.

The paper provides a comparative study of the main factors that have affected the export performance of the Spanish and Italian businesses. A wide range of factors has been studied, such as size, dispersion of sales and export experience. In order to compare Spanish and Italian cases, the empirical study used a standardized questionnaire for collecting data. The cases analysed were respective geographical zones with a great tradition in textile‐clothing industry in their country, Catalonian (in the Spanish case) and Lombardian business (in the Italian case).

It was found that international experience is the main factor in the export performance for both cases but the investment in R&D and the export experience have been the keys for explaining the major export performance of the Italian businesses.

The sample is formed basically for small textile‐clothing businesses (with less than five employees).

The paper explains why the Lambardian textile‐clothing companies export more, in relation to total sales, than the Catalan companies in the same sector. The general character of the study suggests new future lines of investigation.

The purpose of the research is to identify the companies' export training needs, and also to determine their preferences regarding export training subjects, methods, institutions and trainers.

The face‐to‐face interview with company managers and owners was carried out with the pre‐tested questionnaire.

The companies need training in export marketing subjects as well as the technical and practical dimensions of exporting. More active and practical issues and methods rather than traditional ones are preferable for the companies. The companies mostly prefer İGEME (Export Promotion Center of Turkey) as their export training provider. The companies in the research rank export experts as the most preferable type of trainer.

The primary limitation of the study was that it was carried out on companies operating in Turkey's Aegean Region. Therefore, the findings cannot be generalized to fit all regions.

The literature contains no studies that fully investigate this subject. This research makes a valuable contribution to the recognition of this knowledge gap, experienced equally by developed and developing countries.