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1 – 10 of over 1000
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 smallmedium sized exporting andnon‐exporting firms in Singapore in an attempt to

Abstract

This article focuses on the relevant demographics, attitudes, behaviours, and concerns of smallmedium 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: 1 September 2001

Robert Bradshaw and Mark Burridge

This paper investigates the international market research activities of 96 successful small and medium‐sized exporters. The research focuses upon the types of information…

Abstract

This paper investigates the international market research activities of 96 successful small and medium‐sized exporters. The research focuses upon the types of information considered most important for decision making and the various sources that these enterprises use to obtain the information. The empirical work suggests successful firms put much greater emphasis on the information required for long‐term strategic planning rather than the day to day operations of the business. The vast majority of the firms used internal sources for this information. Strong statistical evidence is presented to suggest that the firms under investigation actively use the information they collect for decision making, rather than simply paying lip service to the concept of market research. This work makes an important contribution to the literature, because it represents one of very few empirical studies which provide support for the widely held belief that collection and subsequent use of market information is an important feature of successful exporters’ behaviour.

Details

Journal of Small Business and Enterprise Development, vol. 8 no. 3
Type: Research Article
ISSN: 1462-6004

Keywords

Article
Publication date: 23 March 2012

Khalil Al‐Hyari, Ghazi Al‐Weshah and Muhammed Alnsour

This study aims to identify some of the major barriers that may hinder potential small to medium‐sized enterprise (SME) exporters and non‐exporters from exporting their…

7239

Abstract

Purpose

This study aims to identify some of the major barriers that may hinder potential small to medium‐sized enterprise (SME) exporters and non‐exporters from exporting their operations in the international market.

Design/methodology/approach

Based on the aim of this study, a questionnaire based survey method was conducted among 250 Jordanian manufacturing SMEs using random sampling with usable response rate of 54 per cent. Data were analysed using relevant statistical methods ranging from factor analysis to regression analysis.

Findings

The results show that economic/political‐legal and governmental barriers, financial and information barriers have a significant negative relationship with the export performance of SMEs in Jordan. Also, the results show that exporters and non‐exporters significantly agree in their views of the various barriers.

Research limitations/implications

The study was carried out on SMEs operating in Jordan. Hence, caution should be taken when generalisation across cultures is considered. However, the findings of the study provide public and company policy makers with valuable guidelines for the formulation of suitable export marketing strategies and national export assistance programs.

Originality/value

This is ascribed to the relatively small local market size and to the country's gradual shift from heavy reliance on import substitution strategies in the last two decades to contemporary export orientation. Also, there is now a need for an urgent action plan to correct the deficit in the trade balance in the Jordanian economy. This action plan needs to include what causes Jordanian SMEs to export or prevents them from doing so. Once the relative importance of these barriers is detected, their validity in predicting the probability of a SME firm being an exporter can be tested.

Details

Marketing Intelligence & Planning, vol. 30 no. 2
Type: Research Article
ISSN: 0263-4503

Keywords

Article
Publication date: 1 December 2000

David B. Stewart and Andrew McAuley

Discusses the concept of strategic composites, based upon the linkage of domestic and export marketing strategies of small, medium sized manufacturing firms. Four distinct…

1851

Abstract

Discusses the concept of strategic composites, based upon the linkage of domestic and export marketing strategies of small, medium sized manufacturing firms. Four distinct composites are derived empirically for each of two national groups of exporters (Canadian and UK firms). With some minor variations, three particular composites are shown to be common to both Canadian and UK exporters. Concludes by examining the association between the export environment and the selected composite, and the effect that this has upon export performance.

Details

International Marketing Review, vol. 17 no. 6
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 1 June 2010

Faheem Islam

The purpose of this paper is to profile the socio‐economy of an internationally competitive textile industry cluster of small and medium‐sized enterprises in the…

909

Abstract

Purpose

The purpose of this paper is to profile the socio‐economy of an internationally competitive textile industry cluster of small and medium‐sized enterprises in the Faisalabad region of Pakistan and present how the agglomeration has helped the small enterprises to overcome growth constraints and supported them to compete nationally and abroad.

Design/methodology/approach

The paper is based on secondary data, semi‐structured interviews, and questionnaire survey including 267 enterprises. Top managers of small, medium, and large sized enterprises answered the questions. Mixed methods of inquiry and concurrent triangulation approach is used to corroborate and analyze the data.

Findings

The paper presents how the agglomeration has allowed the constituent small and medium sized firms to benefit from various forms of market and nonmarket spillovers, which, in turn, has raised local endogenous innovation and productivity growth.

Originality/value

The paper presents significant new insights for policy makers, practitioners, educators, and researchers into the socio‐economy of agglomerated small and medium sized firms in the context of an emerging economy.

Details

Competitiveness Review: An International Business Journal, vol. 20 no. 3
Type: Research Article
ISSN: 1059-5422

Keywords

Article
Publication date: 13 February 2009

Tulin Ural

The purpose of this paper was to empirically examine the effects of relationship quality between exporter and importer on export performance in Turkish firms, and further…

3551

Abstract

Purpose

The purpose of this paper was to empirically examine the effects of relationship quality between exporter and importer on export performance in Turkish firms, and further, how small and medium‐sized exporting firms are segmented based on quality of their relationship with importers.

Design/methodology/approach

The paper includes Structural Equation Modeling and Cluster Analysis.

Findings

The findings demonstrate that there is the positive impact of: information sharing on financial export performance and satisfaction with the export venture; long‐term orientation on financial export performance, strategic export performance and satisfaction with the export venture; and satisfaction with the relationship on financial performance, strategic performance and satisfaction with export venture. Three segments of firm are profiled such as “long‐term thinkers”, “dissatisfactioners” and “information keepers”.

Research limitations/implications

The data incorporate only the view of one player (the exporter) around the exporter‐importer relationship and do not take into account views from the other side of the dyad. However, since this study focused on first, the measuring relationship quality from the exporter's perspective and, second, the formation of exporter relationships as perceived by the exporter, ideal participants to be examined in this study are exporters. Future researches should be encouraged to test similar hypotheses in other international settings and compare their findings.

Practical implications

Information exchange between exporter and importer fosters the export performance of small and medium sized firms. If exporters openly enter into contact with importers and share confidential information and strategic issues, satisfaction with export venture will be increased. The long run relationships will probably involve cooperation, goal sharing and risk sharing. Export managers should work by cooperative manner, avoid the short‐term alternatives instead of long‐term benefits and not act opportunistically. Relational satisfaction impacts to the financial and strategic export performances, and satisfaction with the export venture. When an exporter meets the expectations of importer based on evaluations of the tangible product or non‐product related attributes such as delivery, service, or relational investments, his/her export performance will improve.

Originality/value

This study can increase exporting firms' awareness and understanding about relationship quality in handling international operations. Additionally, this study differs from similar studies, which are related to relationships quality, by suggesting a classification of firms based on relational quality dimensions. Therefore, it provides more specific knowledge.

Details

European Journal of Marketing, vol. 43 no. 1/2
Type: Research Article
ISSN: 0309-0566

Keywords

Open Access
Article
Publication date: 22 June 2021

Fabio Cassia and Francesca Magno

Although cross-border e-commerce has become increasingly popular among small and medium-sized enterprises as a foreign market entry mode, research on the determinants of…

4158

Abstract

Purpose

Although cross-border e-commerce has become increasingly popular among small and medium-sized enterprises as a foreign market entry mode, research on the determinants of its success is scarce. Drawing on the resource-based view, this study aims to examine the relationship between a firm’s information technology, international marketing and export operations capabilities and its cross-border e-commerce strategic and financial performance.

Design/methodology/approach

Partial least squares structural equation modeling was used to analyze data from a sample of Italian exporters in the food and beverage industry.

Findings

The results highlight the mixed effects of information technology, international marketing and export operations capabilities on both e-commerce strategic and financial performance. Moreover, the use of third-party e-commerce platforms reduces the effect of exporters’ information technology capabilities on their e-commerce financial performance.

Research limitations/implications

The majority of exporters in this study had implemented cross-border e-commerce only recently; hence, longitudinal data on the success factors of e-commerce are not available.

Practical implications

While cross-border e-commerce may work as an accelerator of the overall export performance, export managers are urged to approach it strategically with a clear medium-term view to develop the required capabilities.

Originality/value

This study was one of the first to examine the drivers of small and medium-sized exporters’ cross-border e-commerce performance. Moreover, unlike most previous analyzes, it focused on e-commerce as a foreign market entry mode rather than a supplement to offline exporting activities.

Details

Review of International Business and Strategy, vol. 32 no. 2
Type: Research Article
ISSN: 2059-6014

Keywords

Article
Publication date: 13 July 2012

Dario Miocevic and Biljana Crnjak‐Karanovic

Global mindset has gained the respectable attention of international business scholars. Global mindset is a multidisciplinary concept comprised of cognitive and cultural…

1484

Abstract

Purpose

Global mindset has gained the respectable attention of international business scholars. Global mindset is a multidisciplinary concept comprised of cognitive and cultural dimensions which both influence the international behavior and decision making of the firm. The key purpose of this paper is to demonstrate that global mindset is a crucial cognitive driver of the small and medium‐sized enterprise (SME) internationalization process. In order to do so, it aims to establish the link between global mindset and export performance outcomes.

Design/methodology/approach

Using a literature review, the conceptual model was developed. Data were obtained through survey questionnaire and analyzed using partial least squares (PLS) path modeling on the sample of 121 exporting SMEs in Croatia.

Findings

Findings of this study suggest that global mindset is positively, directly and significantly related to the export performance. Furthermore, the link between global mindset and export performance was assessed with the moderating effect of international experience (export diversity and export intensity) and findings reveal that there is no significant moderating effect present.

Research limitations/implications

Findings of this study suggest that global mindset is a crucial driver of the SME internationalization process as it exhibited a significant impact on the export performance outcomes. However, the focus of this paper was solely on the strategic (cognitive) dimension of global mindset. Future studies are yet to reveal the relevance of the integrated concept of global mindset.

Originality/value

The value‐added of this study is in the idea that market‐specific experience cannot be easily transferred to other foreign markets by utilizing global mindset. The moderating effect of international experience dimensions on relationship between global mindset and export performance was found to be insignificant. Eventually, findings suggest that global mindset is not related to the SME's international experience.

Article
Publication date: 8 August 2008

Paul Westhead

This paper aims to identify four “types” of private small and medium‐sized enterprises (SMEs) with regard to their “state” along the exporting experience spectrum.

1918

Abstract

Purpose

This paper aims to identify four “types” of private small and medium‐sized enterprises (SMEs) with regard to their “state” along the exporting experience spectrum.

Design/methodology/approach

This exploratory study explores survey information from a historic comparative static longitudinal database. Survey information was gathered in 1990/1991 from a stratified random sample of 621 manufacturing, construction and services businesses located in 12 contrasting environments in Great Britain. Surviving firms were re‐interviewed in 1997. The propensity to export was monitored at two points in real time. Information relating to actual behaviour rather than solely attitudes was gathered.

Findings

Strategic obstacles to exporting were not more likely to be cited by respondents in “disinterested exporter” rather than “disappointed exporter” firms. Also, a reactive exporting strategy was not more likely to be cited by respondents in “export capable” rather then “committed exporter” firms. Several statistically significant differences were detected with regard to the profiles of non‐exporting “disinterested exporter” and “disappointed exporter” firms, and exporting “export capable” and “committed exporter” firms.

Practical implications

Assuming an interventionist stance, this study suggests that practitioners need to consider the exporting experience profiles of SMEs. Practitioners seeking to increase the pool of exporting SMEs in local communities need to address an array of barriers, and not solely strategic barriers.

Originality/value

Guided by insights from traditional internationalization theory and international entrepreneurship theory, two hypotheses were derived relating to obstacles impeding export activity, and reasons cited for exporting. Evidence from a comparative statistic longitudinal base relating to firms scattered throughout Great Britain was explored. Multivariate logistic regression analysis detected differences with reference to firm export “type”.

Details

Journal of Small Business and Enterprise Development, vol. 15 no. 3
Type: Research Article
ISSN: 1462-6004

Keywords

Article
Publication date: 4 September 2007

E. Esra Karadeniz and Kenan Göçer

The purpose of this paper is to investigate the factors that underlie the internationalization of smallmedium‐sized enterprises (SMEs) and to identify the most…

3735

Abstract

Purpose

The purpose of this paper is to investigate the factors that underlie the internationalization of smallmedium‐sized enterprises (SMEs) and to identify the most significant factors/variables that are related to the internationalization process of these firms in Turkey.

Design/methodology/approach

The data for the analysis conducted in this study were collected from 471 owners/managers of SMEs in Turkey. This study examined the relationship of all variables in the internationalization of the small firms through use of Pearson and regression analysis.

Findings

This study showed that the ability to be an exporter was related to the business age and size, the intensity of R&D, the growth rate of the domestic markets and the planning for export, pursued by SMEs.

Research limitations/implications

The cross‐sectional nature of this study may have limitations in regards to observing the direction and causality of some of the variables. The caution should be also taken when generalizing the findings beyond the scope of this study. The findings are limited to Turkish SMEs.

Originality/value

A model in this study combines three classes of variables – firm, environmental, and management. Most empirical research has been concentrated on investigating one of these variables in relation to international performance. Earlier empirical research also concentrates on established larger firms and has not taken small firms into account. This study fills in a gap in the empirical research in terms of combining these variables to explain the internationalization process and studying the effect of these variables on smaller firms.

Details

European Business Review, vol. 19 no. 5
Type: Research Article
ISSN: 0955-534X

Keywords

1 – 10 of over 1000