Dissertations / Theses on the topic 'Export marketing – Canada – Management'

This study investigates successful small Canadian firms that export. Four factors are considered from a theoretical perspective as variables that have affected the success of these firms. Regimes define the international and national environment. State support is studied as a strategic factor at the domestic level. Networks are considered as both strategic and organizational factors at the firm level. The study of internal factors considers organizational capability and strategy at the firm level.
The empirical research was conducted through field studies and a questionnaire that was completed during an in-depth interview with the president, founder or principal officer of 21 firms in the cross-sectional sample (in Ontario and Quebec) and telephone interviews for the 13 firms in the supplementary sample (in Nova Scotia and British Columbia). All interviews in Ontario and Quebec were videotaped and case records were developed for each firm. Additional data are based on information from the Industry, Science, Technology (Canada) data bank and the researcher's observations of principal actors and operations of the sample firms.
A Technological Skill and Product Maturity Typology is developed to categorize firms into quadrants according to product maturity and technological sophistication. The typology has been designed as an analytical tool to categorize firms according to strategic focus. This typology provides a framework for the analysis of firm needs and for the evaluation of the usage and effectiveness of support programs by firms.
This study offers a typology for classifying firms by start-up mode: the entrepreneur with a classic start-up, with a spin-off, with an acquisition, and with experience in an established firm. Mode of start-up was not significantly associated with specific strategic sectors. Results suggest that the qualities of the entrepreneur responsible for successful start-up are imprinted on successful small firms. This entrepreneurism provides significant strategic advantage for firms competing in international markets.
The results of this study indicate that small firms in diverse industries, with very different products and strategic advantages can use entrepreneurial leadership, strategy, and innovation to take advantage of changing international regimes, favourable domestic factor conditions, and state support to compete successfully in international markets.(Abstract shortened by UMI.)

From early colonial times the Canadian economy, highly dependent on exports, has developed a pluralist economic system in a generally congenial international environment. Since 1970 however, the Canadian economy has been challenged, albeit at the margins, by unfamiliar impacts largely originating in the Pacific economy. The institutional reactions of relevant Canadian export interests - defined as the federal government, provincial governments and a small number of Canadian firms - have, on the whole, proved inadequate to these challenges. This inadequacy threatens Canadian domestic prosperity and constrains economic and political options internationally. This study hypothesizes that an adequate response to these new challenges depends on institutional adaptation within and among Canadian export interests. Six principles are advanced to promote this adaptation: 1. the priority of economic considerations; 2. the legitimate role of government; 3. full provincial participation; 4. coordination by the national government; 5. an authoritative voice for each interest; 6. better sharing and use of information. The six principles are applied in three case studies. The first concerns the international marketing challenge posed by the Japanese general trading company (soga shosha), and the Canadian government's initiative to create a Canadian trading corporation. The application of the six principles suggests an alternative proposal, the Canadian Commercial Centre, in which Canadian export interests develop and share information in a way which recognizes the appropriate role of each and the obligation of all to attain a greater coherence. The second case study concerns the recent Western Liquid Natural Gas (WLNG) project which featured a new form of investment (the minority interest joint venture coupled with a long-term supply contract) in which a consortium of Japanese buyers represented by a Japanese general trading company sought to reach agreement with an uncoordinated collection of Canadian firms and governments. The lack of coherence among these Canadian interests was at least a contributing factor in the loss of an opportunity to expand and diversify Canadian LNG markets. The application of the six principles to the WLNG case yields an alternative Canadian approach involving the early establishment of a committee of authoritative officials from the relevant Canadian interests, and a new coordinating role for a federal agency like the (now disbanded) Ministry of State for Economic and Regional Development and the Federal Economic Development Coordinator. The final case study concerns the challenge to trade and investment represented by the movement to a Pacific economic community, notably the Pacific Economic Community concept (PECC). The current reactions of such institutions as the Canadian committee of the Pacific Basin Economic Council and the federal Department of External Affairs are assessed, leading to the recommendation that the Canadian government should involve a wider constituency of current and potential Canadian export interests in an educational policy process which may bear on Canada's future prosperity and political resilience.
Applied Science, Faculty of
Community and Regional Planning (SCARP), School of
Graduate

Thesis (MBA)--Stellenbosch University, 2003.
ENGLISH ABSTRACT: After the deregulation of the South African deciduous fruit industry in 1997 an unregulated grape marketing environment replaced the single channel marketing system. Many new South African grape exporters were now involved in an uncoordinated and uncooperative marketing environment. Each marketing organisation implemented their own marketing plans resulting in an increase in competition among South African suppliers. The South African grape supplies originate from various production areas, each with their unique characteristics and qualities, making it a very competitive environment. South African grapes also share the various markets with other competing Southern Hemisphere grape suppliers. This level of competition makes it very important for the South African grape industry to have a uniform marketing strategy. To achieve a uniform industry marketing strategy the industry has to develop a common vision - to be the preferred table grape supplier in our target markets - that forms the basis of developing a generic South African table grape marketing strategy. A single vision gives the competitive export companies a common marketing objective. This study includes recommendations to industry stakeholders that will enable them to formulate their own marketing strategy, all within the guidelines of the common vision that is adjusted to the specific needs of their respective target markets.
AFRIKAANSE OPSOMMING: Na die deregulering van die Suid-Afrikaanse sagtevrugtebedryf in 1997 het 'n ongereguleerde bemarkingsomgewing die enkelkanaalbemarking vervang. Verskeie nuwe Suid-Afrikaanse tafeldruifuitvoerders was nou betrokke by 'n ongekoërdineerde bemarkingsomgewing waar daar geen samewerking tussen uitvoerders was nie. Elke bemarkingsagent het sy eie bemarkingsplan gevolg wat gelei het tot 'n toename in kompetisie tussen Suid-Afrikaanse produsente. Die Suid-Afrikaanse tafeldruiwe word in verskillende produksieareas geoes, elk met hul unieke eienskappe en kwaliteite. Dit maak dit 'n baie kompeterende omgewing. Die Suid-Afrikaanse druiwe kompeteer ook in die mark met ander Suidelike Halfrond druiwe produsente. Met so 'n hoë vlak van kompetisie, is dit belangrik dat die Suid- Afrikaanse industrie 'n eenvormige bemarkingstrategie het. Om 'n eenvormige bemarkingstrategie vir die industrie te formuleer, moet die industrie visie - om die voorkeurverskaffer van tafeldruiwe in ons teikenmarkte te wees - die basis vorm vir die formulering van 'n generiese bemarkingstrategie vir Suid-Afrikaanse tafeldruiwe. 'n Eenvormige visie bied vir die kompeterende bemarkingsagente 'n gemene doelwit. Hierdie werkstuk sluit aanbevelings in wat vir rolspelers leiding sal gee om hul eie bemarkingstrategie te formuleer wat die doelwitte van 'n eenvormige visie onderskryf, maar nog steeds die behoeftes van die onderskeie teikenmarkte aanspreek.

Som en följd utav den växande efterfrågan för importerade livsmedel i Kina, finns det idag ett par svenska livsmedelsföretag som exporterar svenska livsmedel till Kina. Den ständigt växande ekonomin i Kina har skapat nya konsumentbehov och öppnat nya möjligheter för utländska företag att sälja sina inhemska produkter till landet med en enormt växande marknad. Enligt en färsk amerikansk rapport har den ekonomiska tillväxten i Kina bidragit till en växande medelsklass som efterfrågar säkrare och naturligare kvalitets produkter. I rapporten framgår att med en växande medelklass i landet har människor blivit mer måna om att köpa utländska livsmedel. Detta pga. ett antal tidigare livsmedelsskandaler, som orsakat förödande konsekvenser för befolkningen. Det finns således en omättad marknad i Kina, vilket utländska och i det här fallet svenska livsmedelsföretag kan tillgodose. Enligt färska siffror från Svenska Ambassaden i Peking går Sverige enskilt miste om minst 1,3 miljarder SEK i livsmedelsexport till Kina varje år. Sveriges exportförlust har dessutom konstant ökat de senaste åren, och vi ämnar ta reda på hur detta går att ändra på och vilka möjligheter som finns för att åtgärda detta problem. I samband med ett projekt där fyra svenska livsmedelsföretag fått möjligheten att marknadsföra sina produkter mot en gigantisk kinesisk detaljhandelskedja och möta dess 500 inköpare, har vi valt att belysa deras ingång på marknaden. Kina är i nuläget en svår marknad att komma in på, vilket också bidragit till blandade erfarenheter för de fyra svenska företagen. Som syfte med vår uppsats ämnar vi identifiera marknadsföringsstrategier som kan hjälpa till att överbrygga eventuella kommunikationsbarriärer för svenska livsmedelsföretag i Kina. Vi har kommit fram till att det finns olika värdehöjare som svenska företag kan utnyttja, samt även saker att undvika för att underlätta ingång på kinesiska marknaden. Slutligen har vi även kommit fram till faktorer som krävs för att gå från kontakt till relation.
As a result of the growing demand for imported foods in China, today there are some Swedish food companies who are exporting food to China. The growing economy in China has created new consumer needs and thus the opportunity for foreign companies to sell their domestic product to the country. According an American report, the current economic growth in China has contributed to a growing middle class, which demands for safer and more natural quality products. Chinese people have, in connection to this, become more eager to buy foreign food. This is due to a number of previous food scares, which have caused huge consequences among the population. Thus, there is an unsaturated market for foreign food companies to cover in China, which could also be a motive for Swedish food companies to enter this market. According to recent figures from the Swedish Embassy in Beijing, Sweden loses more than 1.3 billion in food exports to China every year. In connection to a project where four Swedish food companies were given the opportunity to launch their products at a large Chinese retailer, we have chosen to highlight their market entry in China. China is currently a difficult market to penetrate, which has also contributed to mixed experiences of the four Swedish companies. In this paper, we intend to identify marketing strategies that can overcome any communication barriers that Swedish food companies might face in China. In this paper we have identified different values, which we believe that Swedish companies can exploit. Other things we have found during our research are communication barriers to avoid when entering the market. At last, we have also found some factors which are required when going from contact to relation in a business process.

Thesis (MBA)--Stellenbosch University, 2002.
ENGLISH ABSTRACT: The aim of this study is to define export performance and to identify factors which influence or improve export performance. There is a considerable lack of coherence among scholars on what export performance is; from whose viewpoint to measure it, namely the government, the company, the product or the specific market exported to and the time frame. A variety of factors was found to influence export performance positively and these are tested on a Cape Town based pumpkin exporter. It was concluded that net profit is the only consistently valid measure of export performance .. To achieve success in exports require the expertise of overseas distributors and agents as well as a world-oriented approach where delivery and services is important. When exporting a perishable agricultural product it is important to compete on superior quality and to concentrate on a few major markets. Success in any export venture depends primarily on top-management commitment, management being prepared to endure setbacks in order to become successful and channelling its attitude towards risk-taking into positively influencing export performarice.
AFRIKAANSE OPSOMMING: Die doel van hierdie studie is om uitvoerprestasie te meet en die faktore wat uitvoerprestasie bepaal, te identifiseer. Daar is teenstrydigheid tussen navorsers oor presies wat uitvoerprestasie is, asook die uitgangspunt vanwaar dit gemeet word, naamlik die regering, die maatskappy, die produk, die spesifieke mark waarheen uitgevoer word en die tydraam. 'n Verskeidenheid faktore is geïdentifiseer wat uitvoerprestasie positief beïnvloed en dit word getoets op 'n Kaapstadse pampoenuitvoerder. Daar is gevind dat nettowins die enigste betroubare en geldige maatstaf is om uitvoerprestasie te meet. Die gebruik van oorsese verspreiders en agente, asook 'n wêreld-georiënteerde benadering van lewering en diens is belangrik vir suksesvolle uitvoere. Wanneer 'n bederfbare landbouproduk uitgevoer word, is dit belangrik om mee te ding op grond van voortreflike diens en deur te konsentreer op 'n paar hoofmarkte. Sukses in enige uitvoerprojek hang hoofsaaklik af van die toewyding van topbestuur, of bestuur bereid is om terugslae te verduur ten einde suksesvol te raak en deurdat bestuur sy benadering jeens risiko in die regte rigting kanaliseer ten einde uitvoere positief te beïnvloed.

The aim of this research is to develop, examine and validate a conceptual framework, which explains factors of the export supply chain relationship focusing on information sharing in export supply chain management field. This research seeks to understand the dyadic exporter-producer relationship in the export industry of fresh fruit and vegetables from Jordan to the European Union. Jordan supplies very limited fresh fruit and vegetable exports to the European market and the exporter-producer relationships are still weak, which impedes the emergence of a high performance supply chain within this promising market. There has been a lack of conceptual and empirical research on information sharing, which limits the understanding of the business relationship and there is no theoretical framework analysing export supply chain relationships. Therefore, this research examines the possible association between the following factors: relationship, network and transaction dimensions; information sharing; and export performance. A framework for the influence of information sharing on a dyadic exporter-producer relationship of supply chain management guiding this research is developed initially, based on three perspectives: relationship marketing theory, network theory and transaction cost theory. Qualitative methodology is used to achieve the research aim and objectives in Jordan. The research is comprised of two phases. In phase one, seven interviews with experts are conducted to refine the initial framework for key propositions and propose a framework for supply chain management. In phase two, there are ten multiple-case studies, which contain 40 semi-structured interviews, 40 hours of observations and archival records. These cases are primarily conducted with the selected exporter and producer firms in the export industry of fresh fruit and vegetables. Data are collected and analysed, based on key themes and a case study protocol, which individually explore each exporter-producer relationship ―case‖ in order to examine the proposed framework. Finally, the ten cases are cross-analysed to explain the key findings and to match them to the framework in order to validate it as the final conceptual framework for supply chain management. The research findings support the central premise that specific dimensions of relationships, networks and transactions are the key antecedents of information sharing, which in turn influences export performance. The findings confirm that the exporters and the producers are able to support their relationships through the benefits gained from these dimensions at the relationship, network and transaction levels of the export III Information Sharing in an Export Supply Chain Relationship Luai Jraisat supply chain. It is through this alignment that firms create better information sharing between them. Likewise, the findings suggest that firms will be able to gain strategic advantages from supply chain management based on information sharing and its components, namely content, sharing methods, sources and value, thus suggesting that the firms should apply information sharing to improve financial and non-financial export performance. The research makes key contributions to theory and methodology, and has policy and managerial implications. Theoretical contributions are made to the supply chain management literature by providing a holistic framework for supply chain management to understand the exporter-producer relationship. The research expands on the applications of the three perspectives combined and focuses on information sharing as a key factor. Methodological contributions are offered as this research connects the qualitative methodology to the theory, enabling an analytical generalisation of supply chain management relationships by examining both sides of the dyadic relationship to guide their information sharing. This research expands more on the validity and reliability aspects to ensure the strength of this qualitative empirical research. Policy and managerial implications are addressed for managers and policy-makers. The research limitations and guidelines for future research are discussed.

This study investigated the expansion strategies of hotel companies that want to expand away from their local market. Due to the growing importance of services in economic development, there is an impressive body of knowledge on the process of internationalisation and service industries. Due to the major changes impacting upon the industry due to the effects of technology and globalisation, it would be useful to establish the important key factors and processes involved during internationalisation. Expanding cross border for a hotel group signifies a number of challenges that must be focused on at the same time. Markets need to be identified, political stability needs to be scanned and cultural differences must be taken into consideration. Logistics and supply chain have to be developed together with operational issues from financial reporting, marketing and human resources. Organisational structures must be adapted to take into account the new levels of responsibility. An in-depth review of the literature regarding internationalisation was conducted, which evidenced that the most useful model for answering the questions was the eclectic paradigm as developed by John Dunning (1993). The paradigm has been used in many manufacturing and service sector studies, including that of the hotel sector (Contractor and Kundu, 1994). A questionnaire was compiled and interviews were set up with the directors and executives tasked with the respective companies’ expansion programmes. Due mainly to the effects of new technology and globalisation on the hotel industry, there have been many changes in the last decade, including increasing consolidation and concentration and an increasing importance upon branding and financial performance. It was apparent from the research that the time taken to internationalise by hotel chains has reduced significantly in the last decade, especially if one looks at the performance of hotel companies such as Accor Hotels. iii Only two of the three companies studied in this treatise had undertaken expansion into Africa with the third company ready for entering soon. Nonequity involvement in general was the most favoured form of involvement with majority of their expansions based on management contracts, joint partnership or franchises. The role of the functional departments, the importance of a global outlook and the necessary structural changes during international expansion was also explored. In order to answer the various research propositions that are posed, the researcher chose to base this research on a phenomenological approach through case study analysis.

Thesis (MBA)--Stellenbosch University, 2001.
ENGLISH ABSTRACT: Bruce Sherr, commodities research expert, asked the question: "What are the three things that drive global agriculture today?" "China, China, China", he quoted in answering his own question. China has 1,2 billion people with tremendous purchasing power and has maintained an economical growth rate of more than 8% over the past five years. All indications are that this growth rate will be sustained in the immediate future. This naturally makes China an export market worth considering. The South African citrus industry underwent material changes during 1997, which lead to the deregulation of a single marketing structure from the 1st of January 1998 that previously forced citrus producers to deliver all their citrus for export to Outspan, now Capespan. This caught the majority of citrus producers off-guard, as they suddenly had to decide among numerous agents/buyers who joined the industry as role players. A few of the smaller citrus producers even embarked on the direct marketing of their citrus to cut out the "middle man" in an attempt to save costs and negotiate higher prices, with mixed results. It is generally believed that better prices can be achieved by embarking on a direct marketing strategy, but is the process really that simple? This study will investigate the possible exportation of citrus to the People's Republic of China (PRC) by analysing the Chinese market as citrus exports to China has yielded acceptable returns in the past and is certainly an export market to consider. The analysis of the Chinese market will be followed by the broad design of an export marketing plan for citrus to the PRC using a medium sized citrus export company as an example. In conclusion and as a summary certain important issues impacting specifically on the export of South African citrus to the PRC will be addressed and the findings on the viability of implementing an export strategy for citrus to the PRC recommended.
AFRIKAANSE OPSOMMING: Bruce Sherr, 'n kenner op die gebied van navorsing van kommoditeite het eendag die vraag gevra: "Watter drie dinge dryf die wêreldlandbou deesdae?" "China, China, China" het hy self sy vraag geantwoord. China beskik oor 1,2 biljoen inwoners met 'n ongelooflike koopkrag en handhaaf 'n ekonomiese groeikoers van meer as 8% per jaar oor die laaste 5 jaar. Alle aanduidings is dat hierdie groeikoers volhou sal word vir die afsienbare toekoms. Hierdie feite maak van China 'n vanselfsprekende mark om te oorweeg vir die uitvoer van produkte. Die Suid-Afrikaanse sitrusbedryf het geweldige veranderings ondervind gedurende 1997, wat gelei het tot die afskaffing van 'n een-kanaalbemarkingstruktuur vir sitrus vanaf 1 Januarie 1998, wat voorheen sitrusprodusente verplig het om alle sitrus vir die uitvoermark aan Outspan, nou Capespan, te lewer. Hierdie wysiging het die meeste sitrusprodusente onkant gevang wat skielik 'n keuse moes maak tussen die menigte agente/kopers wat tot die Suid-Afrikaanse sitrusbedryf toegetree het. Sommige van die kleiner sitrusprodusente het selfs hul hand aan direkte bemarking gewaag in 'n poging om die "middelman" uit te skakel in 'n poging om koste te bespaar en hoër pryse te beding, met gemengde welslae. Daar word algemeen geglo dat hoër pryse behaal sal kan word deur 'n direkte bemarkingstrategie te volg, maar is die proses werklik so eenvoudig? Hierdie studie sal die moontlike uitvoer van sitrus na die Peoples Republic of China (PRC) ondersoek deur die Chinese mark te analiseer, aangesien sitrusuitvoere na China in die verlede 'n aanvaarbare opbrengs gelewer het, wat dit sekerlik 'n uitvoermark maak om te oorweeg. Die analise van die Chinese mark sal opgevolg word deur die breë ontwerp van 'n uitvoerbemarkingsplan vir sitrus na die PRC deur 'n mediumgrootte sitrusuitvoermaatskappy te neem as voorbeeld. Ter afsluiting en opsomming sal sekere belangrike aspekte wat 'n invloed kan uitoefen op die uitvoer van Suid-Afrikaanse sitrus na die PRC aangespreek word en sal daar 'n finale bevinding gemaak word oor die lewensvatbaarheid van die implimentering van 'n uitvoerbemarkingstrategie vir sitrus na die PRC.

Thesis (MBA)--Stellenbosch University, 2002.
ENGLISH ABSTRACT: The sharp decline in the brandy market since 1997, together with a world wide focus towards the production and marketing of quality wines and brand building, as driven by changing market preferences, served as a wake-up call to South African producers to adjust their strategy to accommodate this international trend. Given the stagnant nature of the domestic market for high price wines in South Africa, growth prospects through the investment in marketing and brand building of higher price wines is very limited in South Africa, and South African wine producers wishing to pursue growth is left with no other option but to embark on an overseas marketing initiative. A large amount of cellars wishing to start focusing on the marketing of their wines outside the borders of South Africa don't possess the knowledge and skills to tackle such an initiative. This study project aims to assist the prospective wine exporter in the process of initiating and executing a strategic export initiative. Specific focus is placed on the importance of the optimisation of the total value chain.
AFRIKAANSE OPSOMMING: Die skerp afname in die brandewyn mark sedert 1997, tesame met 'n wêreldwye fokus op die produksie en bemarking van kwaliteit wyne en die bou van handelsmerke, soos gedryf deur veranderde mark voorkeure, het gedien as bewusmaking vir Suid-Afrikaanse produsente om hul strategieë aan te pas om hierdie internasionale tendens te akkommodeer. Gegewe die stagnante karakter van die binnelandse mark vir hoë prys wyne in Suid-Afrika, is groei vooruitsigte deur die belegging in bemarking en die bou van handelsmerke van hoër prys wyne baie beperk in Suid-Afrika, en Suid- Afrikaanse wyn produsente wat groei wil nastreef, word gelaat met geen ander opsie as om 'n oorsese bemarkings inisiatief te onderneem nie. 'n Groot aantal kelders wat wil begin fokus op die bemarking van hul wyne buite die grense van Suid-Afrika beskik nie oor die kennis en vaardighede om so 'n inisiatief aan te pak nie. Hierdie studieprojek streef daarna om die voornemende wynuitvoerder behulpsaam te wees in die proses van inisiëring en uitvoering van 'n strategiese uitvoer inisiatief. Spesifieke fokus word geplaas op die belangrikheid van die optimalisering van die totale waardeketting.

Study project (MBA)--University of Stellenbosch, 2003
ENGLISH ABSTRACT: Deregulation of the South African (SA) fruit export industry in 1997 has caused fragmentation in the supply chain, leading to significant inefficiencies. This sub-optimal performance of the supply chain has made it difficult to respond to increasingly stringent market requirements. One of the biggest challenges is legal and trade related traceability requirements. Traceability of all fruit exported to the European Union will be regulated from 1 Jan 2005 and to the United States of America from 12 December 2003, affecting more than 80% of SA fruit exports. Trading partners are also starting to demand certain global standards for traceability purposes. The SA fruit export industry is not providing a sufficient level of traceability at supply chain level and cannot afford the risk of not having an effective traceability system, based on common procedures and standards, in case of a food safety incident. Apart from the need to meet traceability requirements, the inefficiencies in the SA supply chain; the cost pressure from legal and trade related traceability requirements; and the pressure on high volume commodities (due to the general oversupply of fruit world-wide), have created a need for additional efficiencies in the supply chain. The consumer packaged goods industry has developed e-commerce building blocks based on global standards that offer automated traceability of fruit exports as well as significant benefits impacting the bottom line by ten to fifteen percent for companies of all sizes. These building blocks are available to the SA fruit export industry and would enable the industry to have traceability in place, as well as provide significant efficiency benefits. Further, by being an early adopter of these building blocks, the industry would be able to achieve a strategic advantage over its southern hemisphere competitors. Enough cohesion, willing participants and supportive thinking seem to exist to create the critical mass for the implementation of such an automated traceability system. The study concludes that automated traceability is feasible for the SA fruit export industry.
AFRIKAANSE OPSOMMING: Deregulering van die Suid-Afrikaanse vrugte uitvoer industrie in 1997 het fragmentering van inligting en standaarde veroorsaak wat gelei het tot ondoeltreffendheid in die verskaffingsketting. Die onderprestering van die verskaffingsketting maak dit moeilik vir die industrie om te reageer op die toenemende vereistes van uitvoer markte. Een van die grootste uitdagings is wetgewende en handelsverwante vereistes van naspoorbaarheid. Naspoorbaarheid van alle vrugte uitvoere na die Europese Unie en die Verenigde State van Amerika sal onderskeidelik vanaf 1 Januarie 2005 en 16 Desember 2003 gereguleer word, wat meer as 80% van alle SA uitvoere sal beïnvloed. Handelsvennote begin ook om sekere globale standaarde te vereis. Die SA vrugte uitvoer industrie voorsien nie 'n genoegsame vlak van naspoorbaarheid in die verskaffingsketting nie en kan nie die risiko bekostig om, in die geval van 'n voedselveiligheidsvoorval, nie 'n effektiewe naspoorbaarheidstelsel (gebaseer op gemeenskaplike prosedures en standaarde) in plek te hê nie. Afgesien van die behoefte om naspoorbaarheidvereistes na te kom, het die ondoeltreffendheid in die SA vrugte uitvoerketting; die druk van wetgewende en handelsverwante naspoorbaarheidkostes; en die druk op hoë volume vrugte (as gevolg van die algemene ooraanbod van vrugte wêreldwyd); die behoefte laat ontstaan vir addisionele doeltreffendheid in die verskaffingsketting. Die verbruikers verpakkingsgoedere industrie het e-handel boustene ontwikkel gebaseer op globale standaarde wat ge-outomatiseerde naspoorbaarheid, asook potensiële doeltreffendheidsvoordele, van tien tot vyftien persent op winste, verseker vir maatskappy van alle groottes. Die boustene is beskikbaar vir die SA vrugte uitvoer industrie en sal die industrie in staat stelom naspoorbaarheidvereistes na te kom, asook aansienlik meer doeltreffendheid te verseker. Verder, 'n vroeë aanvaarding van die boustene, sal die industrie in staat stelom 'n strategiese voordeel te hê bo suidelike halfrond mededingers. Genoeg kohesie, gewillige deelnemers, en ondersteunende denke bleik beskikbaar te wees om die kritiese massa te bereik vir die implementering van só 'n ge-outomatiseerde naspoorbaarheidsisteem. Die gevolgtrekking van die studie IS dat die SA vrugte uitvoer industrie vatbaar is vir ge-outomatiseerde naspoorbaarheid.

With increasing globalisation of the world economy, there is growing interest in international business research among academics, business practitioners and public policy makers. As marketing is usually the first corporate function to internationalise, it occupies the centre-stage in the international strategy debate. The objective of this study is to understand the environmental and organisational factors that drive the desirable outcomes of learning, innovation and performance in multinational firms. By adapting the IO-based, resource-based and contingency theories, the study proposes the environment-conduct-outcome framework and a model of global marketing in MNCs. Using the structural equation modelling-based PLS methodology, the model is estimated with data from a global survey of marketing managers in MNC subsidiaries. The results show that the traditional international marketing strategy and organisational structure constructs of adaptation and autonomy do not have a significant direct effect on MNC performance. Instead, the effects are largely mediated by the networking, learning and innovation constructs that are included in the proposed model. The study also shows that, whereas collaborative decision making has a positive effect on interunit learning, subsidiary autonomy has a significant influence on innovativeness in MNC subsidiaries. Finally, it is found that marketing mix adaptation has an adverse impact on the performance of MNCs facing high global integration pressures but improves the performance of MNCs confronted with low global integration pressures. The findings have important implications for global marketing in MNCs. First, to enhance organisational learning and innovation and ultimately improve corporate performance, MNCs should simultaneously develop the potentially conflicting organisational attributes of collective decision-making among the subsidiaries and greater autonomy to the subsidiaries. Second, to tap local knowledge, MNCs should increasingly regard their country units as 'colleges' or 'seminaries' of learning rather than merely as 'subsidiaries' with secondary or subordinate roles. Finally, to improve MNC performance, the key requirement is to achieve a good fit between the global organisational structure, marketing strategy and business environment. Overall, the results provide partial support for the IO-based and resource-based views and strong support for the contingency perspective in international strategy.

Thesis (MBA)--Stellenbosch University, 1998.
ENGLISH ABASTRACT: The techniques for animal reproduction and husbandry for both abalone and sea turtle farming have been well established and researched over the last decade. Although market related data seems to be scarce, marketing analysis reviewed and conducted as part of this study suggests that extensive markets exist for live cocktail size abalone and sea turtle products, especially in the East Asian countries. A decline in natural resources and increased demand resulted in a fast expanding niche market for these products. This study shows that development of an abalone farm in South Africa for the production of cocktail size (±80 mm; ±100 g) is a highly profitable venture. Economic feasibility analysis indicated that the development of an abalone farm capable of producing 150 tons annually should result in a rate of return in excess of 50% over a seven-year investment period. On the other hand, sea turtle farming is a less profitable investment with Green turtle farming yielding a return of approximately 25% and Hawksbill farming yielding a return closer to 30% over a seven-year investment period. According to the Convention on International Trade in Endangered Species of Wild Fauna and Flora (CITES), all sea turtle species have been listed as endangered or threatened. Currently all countries who are members of CITES are prohibited from international trade in sea turtles or sea turtle products. Prospective entrepreneurs wishing to establish a sea turtle farming venture have to adhere to stringent regulatory and control measures, a major obstacle in the development of a profitable enterprise. Both abalone and sea turtle farming have long payback periods, due to the slow growth-rates of the investigated species. In order to produce animals in a time frame that is economically viable, artificially formulated feeds have to be used. The usage of artificially formulated feeds proved to be a major expense, especially in the case of sea turtle farming.
AFRIKAANSE OPSOMMING: Die tegnieke vir die reproduksie, onderhoud en groei van beide perlemoen en seeskilpad akwakultuur boerderye is goed gevestig en nagevors oor die afgelope dekade. Alhoewel mark verwante data skaars is, dui bemarking analises aan dat 'n enorme mark bestaan vir lewendige "cocktail" grootte perlemoen en seeskilpadprodukte, veral in Oos Asie. 'n Afname in natuurlike hulpbronne en 'n toename in aanvraag, het 'n vinnige "nis" mark vir die produkte tot gevolg gehad. Die ontwikkeling van 'n perlemoen boerdery vir die produksie van "cocktail" grootte (±80 mm; ±100 g) perlemoen kom voor as 'n hoogs winsgewende onderneming. 'n Ekonomiese winsgewindheidsanalise het getoon dat die ontwikkeling van 'n perlemoenplaas, met 'n produksie van sowat 150 ton perlemoen jaarliks, 'n opbrengs van oor die 50% oor 'n sewe jaar investeringsperiode teweeg sal bring. Seeskilpad boerdery, aan die ander kant, kom as 'n minder winsgewende belegging voor, waar Groen seeskilpad boerdery 'n opbrengs van ongeveer 25% en Hawksbill boerdery 'n opbrengs van min of meer 30% oor 'n sewe jaar beleggings periode toon. Volgens CITES (Convention on International Trade in Endangered Species of Wild Fauna and Flora) is alle seeskilpaaie gelys as bedreig. Alle lande wat huidiglik lede is van CITES, word van die reg voorbehou om internasionale handel te dryf in seeskilpaaie of seeskilpadprodulcte. Voorgenome entrepeneurs met die begeerte om 'n seeskilpadboerdery te begin, sal voor streng maatreels en beheer- maatstawwe te staan kom, wat 'n groot stuikelblok is in die ontwikkeling van 'n winsgewende seeskilpadplaas. Beide perlemoen- en seeskilpadboerderye het lang terugbetalingsperiodes, 'n waameming wat verduidelik kan word aan hand van die stadige groei-tempo's van die bestudeerde spesies. In orde om diere in 'n spesifieke tydsperiode te produseer wat ekonomies winsgewend is, moet daar van artifisieel geformuleerde voeding gebruik gemaak word. Die gebruik van geformuleerde voeding. is egter duur, veral in die geval van seeskilpadboerderye.

Africa is seen as the last investment frontier and according to literature will have a GDP of $1.5 trillion by the year 2016 and a population that is double the size of Europe. The rapid expansion of infrastructure and construction in African countries, such as Mozambique and Zambia has increased the demand for commercial vehicles. This has sparked unparalleled marketing opportunities for automotive manufacturers and the continent is fast attracting major players in this sector. The international marketing literature still lacks detailed studies and research into the marketing deliberations and trades in Africa. Therefore, according literature a greater representation of African culture within the international marketing literature would provide relevance and richness in the global market place and offer greater insight to organisations who are seeking to invest and expand their businesses in Africa. The management issue here is to comprehend the diversity and vastness of this region and putting together all spheres to ensure growth and creating brand loyalty. The key challenge here is for management to be able to grasp and understand not only the various cultures but also the way of doing business in such a vastly different region. It is therefore imperative for Ford Motor Company to fully understand these factors so as to take full advantage associated with entering a market early which is commonly referred as first-mover-advantage. A case in point is when General Motors entered the Chinese automotive industry in 1997 when the Chinese market was relatively small. General Motors’ enthusiasm and commitment back in 1997 was driven by a belief that China would ultimately become an economic powerhouse and emerge as one of the world’s largest automotive markets. By the year 2010 China was one of the world’s biggest automotive markets and General Motors was a dominant force in this market. Africa has all the key elements for the growth and development of a robust automotive market. By studying past experiences and outcomes from empirical studies on international marketing with emphasis on the automotive industry, it will be possible to draw lessons and experience about the potential growth of the automotive sector on the African continent. This study will also be of great significance to other automotive manufacturers and suppliers looking to expand their business and market share across Africa due to the increase of the middle class. Therefore creative strategies and thinking of how to circumvent challenges in the African cultural environment, creativity in managing bureaucracy and due diligence about business and investment opportunities will uncover unprecedented volumes of profitable business that lies untapped on the African continent. Data from the quantitative study suggest that culture, political environment, country-of-origin, competition and country infrastructure in Nigeria, are essential factors to the development of a successful international marketing strategy for Ford South Africa. This study therefore concludes that Ford Motor Company of South Africa can utilize this framework in order to gain greater market share and ultimately success in Nigeria. Recommendations were also made for future research studies that can contribute to the international marketing literature with emphasis on the African market.

Thesis (MBA (Business Management))--Stellenbosch University, 2008.
The goal of the study was to identify the ideal positioning strategy for the South African Apple and Pear industry to successfully compete as a supplier against Chile in the European retail environment. The hypothesis of the study states that the ideal positioning strategy for South Africa is a combination between a Corporate and a Generic strategy. The Corporate strategy would focus on what wants to be achieved while the Generic strategy would focus on how it needs to be achieved. A strategy framework combining available corporate strategies with available Generic strategies identified 12 potential corporate/generic strategy combinations. The outcome of the study would be the selection of the combination most suited to take the South African Apple and Pear industry into the future. The research in this study included a full description of both the South African and Chilean industries discussing the physical, economic and political environment as well as the available human resources and industry structures. A thorough description of the European retail environment was followed by an external analysis identifying the key success factors required to successfully supply this market. The key success factors were used as the framework to do an internal situational analysis of the South African and Chilean industries. The internal situational analysis identified the key areas that South Africa needs to focus on to improve its competitive position against Chile in the European retail market. These key areas were pivotal in the selection of the optimal corporate / generic strategy combination. The outcome of the study identified a Market penetration strategy (Corporate strategy) through the use of a Differentiation (Generic strategy) as most suited to improve the competitiveness of the South African Apple and Pear industry. This strategy will grow demand and market share for South African apples and pears in the existing EU retail market for its existing product range by focusing on: 1. Improving the retail value and sales volume of SA apples and pears in the European retail market through:  In-store promotional and media campaigns that will create awareness of South African apples and pears and SA Tourism as well as educate and communicate consumers about the attributes and different uses of SA apples and pears as well as SA Tourism opportunities.  The identification of all South African apples and pears through on-pack branding by using the “South Africa, Alive with Possibility brand”. In-pack information booklets providing nutritional information and recipes for South African apples and pears. 2. Communication of real time supply information to European retailers and importers through:  E-mailing retail buyers direct website links giving them access to the weekly South African Pome Fruit newsletters indicating crop estimates, weekly inspection volumes and shipment volumes per variety. 3. Active engagements with the SA government to gain their involvement and financial support for promotional activities in retail stores through:  Active lobbying by industry representatives for the involvement of SA Tourism, the Department of Trade and Industry and the International Marketing Council in promotional campaigns where SA Apples and Pears are used as a vehicle to enhance the image of the South Africa amongst consumers, retailers and importers. 4. The active communication at an industry level to European retailers and importers about the South African Apple and Pear industry’s progress regarding the management of the carbon footprint of its products as well as the production of residue free fruit through.  Yearly visits by industry representatives to European retailers and importers where South African progress reports in these areas are presented. The assessment highlighted that South Africa is relatively strong throughout the value chain activities but that the lack of a unified industry whereby its strengths are communicated to consumers, retailers and importers, has led to South Africa loosing market share to Chile.

Thesis (MBA)--Stellenbosch University, 2012.
ENGLISH ABSTRACT: The South African table grape industry has a very fruitful history. The landscape of the South African table grape industry has changed at a rapid rate since deregulation in 1997. The sustainability of these changes was questioned and created the opportunity for this research. The orientation of this research report outlines the structure to this research. It indicates that the South African table grape industry is experiencing a strong trend of consolidation of the production and exporter base. Economically sustainable growers and marketing companies produce or attract more volumes of table grapes to export to global destinations. The environment provides the background to the South African table grape industry, since deregulation. Five major trends in this industry are important to mention and give perspective to the research question, namely: - The number of producers has declined at a rapid rate (about 52%) since deregulation. - Traditional production regions like the Berg and Hex River have become less important due to the timing of product supplied to the market. New geographic production regions have grown in importance, like the Orange River and Northern Province. - Production volumes of table grapes have slowed down over the last ten years and in certain regions have become stagnant. - The cultivar spectrum of table grapes has changed from seeded grape that is marginal to the market to a seedless product that earns premiums in the market. - There has been a shift in marketing of table grapes from Western countries like the UK and EU to Eastern countries. There are also certain factors that have a profound impact on the South African table grape industry, namely economic, environmental, political, social and global factors, which required further investigation. The evaluation of trends in the industry and the factors that affect the industry revealed the problem statement for this research and set the foundation for the research question. The research question of this study is: What are the distinguishable marketing models currently used by South African exporters and how sustainable is each model? The research methodology demonstrates that the South African table grapes industry is split into two dominant marketing models, which are the marketing agent and the grower-exporter model. A marketing model metrics was designed, based on literature and consultations with industry experts via a questionnaire, to evaluate the economic, social and environmental sustainability of these two marketing models. The method of data analysis was a qualitative investigation into the sustainability of marketing models that exist in the South African table grape industry. The structure of the holistic marketing dimension model which was used has the following four dimensions (Kotler & Keller, 2009:61): -Relationship marketing - Performance marketing - Integrated marketing - Internal marketing. Semi-structured interviews were held with six different marketing entities in the South African table grape industry, which represented 40 percent of the total population. The interviews were held by utilising a discussion guide that comprised of standard questions to all the interviewees. The information gathered from the interviews was used to design a conceptual marketing model, with the main objective of being sustainable on an economic, social and environmental level. This relevance and practicality of this conceptual marketing model was tested against a grower-exporter model in the South African table grape industry, called Angon Fruit. The findings of this research report focused on the triple bottom-line approach of building economic, social and environmental capital. The economic sustainability revealed the following factors to consider: - Grower-exporter model is a more sustainable marketing model, due to low cost operations. -Marketing agent model should have a definite competitive advantage, to justify relevance in the cost-chain. - Sustainable market share in volume of table grapes to export by a marketing company is five percent. - Prices paid to growers by a marketing company should keep track of inflation on inputs and a ten percent premium earned on top of the production cost is regarded as sustainable. - A sustainable commission percentage charged by marketing companies should not exceed five percent of free on board (FOB) value at Cape Town port. - Growers need to replace marginal seeded cultivars with premium seedless cultivars that are high in demand in global markets. - Marketing companies should supply table grapes at a split of 50 percent to Western countries and 50 percent to Eastern countries. - The sustainability of the Berg and Hex River production regions is at risk, due to global competitions from South American countries. The South African table grape industry revealed the following social sustainability findings: - A marketing company should have a social policy, which governs social responsibility projects (CSI). - The marketing company should be involved one major project instead of a few smaller projects. - Corporate social investment (CSI) projects should aim to provide the opportunity to improve education and training, improve health status and to develop sport among the youth. - The marketing company should not invest in CSI projects if the economic sustainability is at risk. The objective is to invest five percent of net profit in CSI projects, annually. Environmental sustainability revealed the following factors to consider: - A marketing company should have an environmental policy. - The company should measure its carbon and water footprint at least every two years, with the objective to reduce or optimise the level of use. - The company should embrace and implement green technology that utilises renewable energy to reduce the dependency on fossil fuels and coal-generated electricity. - The use of water should be optimised, through implementation of advanced technology. - The marketing company should adopt the practice of recycling. The conclusion to this research report is that the table grape industry is still economically sustainable, however more work can be done on the social and environmental sustainability. Finally, ten recommendations are made to the South African table grape industry to consider from a sustainability perspective. Companies can consider implementing these best practices into their marketing of table grapes.

Thesis (MBA)--Stellenbosch University, 2005.
ENGLISH ABSTRACT: Since many Small Medium Sized Enterprises (SMEs) have a lack of resources and knowledge of foreign markets, they tend to develop their activities in the domestic market ftrst. When the home market limits opportunities for expansion. pro-active SMEs naturally progress to international activities by exporting to foreign markets. This natural evolution culminates in decisions of how to enter foreign markets and which markets to enter. Selection of overseas markets and entry modes lies at the heart of any international strategy. The value of the small business sector is recognised in economies worldwide. The SMEs' contribution towards growth, job creation and social progress is valued highly and small business is regarded as an essential element in a successful formula for achieving economic growth. It is thus postulated that SMEs will be one of the driving forces to grow the South African economy. By gaining an understanding of the internationalisation process of International Active Enterprises it is hoped to provide the South African SMEs with a tool that can be used for their international expansion programs. The author starts by reviewing relevant and related literature. He then investigates and highlights the different schools of thought on intemationalisation by looking at process, models, strategy and motivation. The research then describes the different modes of market entry and continues by listing the basic factor categories for market entry mode selection. The penultimate step highlights the various factors for selection of foreign markets and applies these factors into a holistic market entry and mode selection model. Finally the internationalisation is focused on SME and more specifically South African SMEs. Their internationalisation behaviour is explained in the light of the model that was developed. The author explains the framework that will be used to model an international market selection and the mode of entry into that international market. This model can guide SMEs into initial international market entry and to make decisive choices as to which international market and mode of entry they select to penetrate international markets.
AFRIKAANSE OPSOMMING: Klein en medium grootte sake-ondernemings het 'n tekort aan bronne en kennis van oorsese markte en dienooreenkomstig ontwikkel hulle eers hul besigheidsaktiwiteite in die binnelandse markte. Wanneer die binnelandse besigheidsgroei-geleenthede versadig word, sal sodanige pro-aktiewe klein en medium grootte sake-ondernemings huI produkte begin uitvoer in 'n poging om nuwe markgroei te stimuleer. Hierdie natuurlike evolusie dwing die onderneming om besluite te neem oor hoe om sodanige buitelandse markte te betree, asook die markkeuse op sigself. Die markkeuse en markbetredings metodiek is die kern van enige internasionale strategie. Die ekonomiese waarde van die klein en medium grootte sake-ondememingsektor word wereldwyd erken. Hulle bydrae tot groei, werkskepping, en sosiale ontwikkeling word wyd erken. So word klein en medium grootte sake-ondememings dan gesien as 'n kardinale bestanddeel om ekonomiese groei te behaal. Dit word dus gestel dat klein en medium grootte sake-ondememings een van die dryfvere vir ekonomiese ontwikkeling in Suid-Afrika sal wees. Die ondersoek van die intemasionaliseringsproses van buitelands-aktiewe ondernemings sal 'n model formuleer wat die Suid-Afrikaanse klein en medium grootte sake-ondememings kan bystaan met hul buitelandse markgroei. Die skrywer begin om die relevante literatuur te bestudeer en beklemtoon die verskillende denkwyses oor buitelandse groei deur te kyk na prosesse, modelle, strategiee en motiverings. Die navorsingstuk beskryf dan die verskillende metodes van markbetreding en Iys die verskillende faktore wat 'n invloed het op die betredingsvraagstuk. Die voorlaaste stap in die model beskryf die verskillende faktore wat 'n rol speel op die buitelandse markkeuse. Al hierdie mark- en betredingsfaktore word in 'n globale model gestruktureer. Laastens word daar gefokus op die Suid-Afrikaanse klein en medium grootte sake-ondememings en hulle internasionaliseringsoptrede word in die lig van die model geskets. Die skrywer verduidelik dus die raamwerk wat gebruik word om buitelandse markbetreding en markkeuse te modelleer. Hierdie model toon rigting aan klein en medium grootte sakeondememings se aanvanklike buitelandse belangstelling en ook hoe om daadwerklike besluite te neem oor buitelandse markbetreding en buitelandse markkeuses.

Thesis (Ph. D.)--University of Oregon, 2000.
Typescript. Includes vita and abstract. Includes bibliographical references (leaves 128-135). Also available for download via the World Wide Web; free to University of Oregon users.

Thesis (MBA (Business Management))--University of Stellenbosch, 2009.
ENGLISH ABSTRACT: The global wine market has faced varying challenges in the first decade of the 21st century; over production brought a power shift in favour of buyers which resulted in a decline in profit margins per bottle sold. The main gainer in these uncertain times has been the consumer. As more regions enhance their wine making skills and embrace superior technology, the wine quality has improved and competition intensified. The growing consumers' wine knowledge has altered quality expectations, placing an added pressure on new brands entering the market. The United States of America (USA, but hereafter referred to as US) remains a growing wine market, with a population size of 303 million people and an appetite for luxury goods and services it continues to be a popular export destination for other wine regions. The latter trend persist despite a cost of entry into the US market being regarded high as a result of the country's three tier system, which allows for further three segments of the value chain from the producer to add their mark-ups on an exported bottle of wine before it reaches the end consumer. The pricing system has proven to be insufficient a deterrent, particularly to the New World wine producers. Australia has remained the most successful producer of the New World wines in the export market for the past three decades; the same cannot be said for South Africa wine industry. While market and strategic orientation, industry plan and interorganisational collaboration are identified as key factors in the Australian success, the partnership between government bodies and wine industry bodies are credited for their unified approach to the US market. The South African government have programmes aimed at promoting the county's export of goods and services. The adequacy of such programmes remains in doubt, particularly in the eminent challenges in the global wine market. The study investigates the extent and nature of a partnership between government bodies and the South African wine industry with regard to effective promotion of the country's wines in the US market. A qualitative methodology is employed to ensure credibility and accuracy of the primary data. Five participants are selected for a discussion, including an exporting wine producer, wine cellars association, wine export council and two government agencies. The Vision 2020 strategy by the South African wine industry is reviewed, with the main focus on the US market and the role of the exporting country's government given the changing international trade regime. The study concludes that the US remains a critical market for South African wine producers despite the high cost of entry, global wine surplus and economic recession, and that success for the country's wines is partly dependent on a unified approach by the industry, attainable though partnerships with government agencies. While acknowledging the continuing government support, it makes recommendations on how to strengthen existing partnerships with regard to the US export market for South African wines. The study lacks generaliseability; however since it is meant to assist design effective export promotion programmes for South African wines in the US market, the absence of generaliseability is considered unproblematic.
AFRIKAANSE OPSOMMING: Die globale wynmark het in die eerste dekade van die 21ste eeu voor verskeie uitdagings te staan gekom. Dit sluit in oorproduksie wat tot 'n magskuif ten gunste van kopers gelei het en winsmarges per bottel wyn wat verkoop is laat daal het. Die grootste voordeeltrekker in hierdie onsekere tye is die verbruiker. Soos al meer streke hul wynproduksievaardighede versterk en die beste tegnologie benut, verbeter die gehalte van wyn en word mededinging strawwer. Soos verbruikers se kennis van wyn toeneem, verander hul verwagtinge ten opsigte van gehalte. Dit plaas bykomende druk op nuwe handelsmerke wat tot die mark toetree. Die wynmark in die Vereenigde State van Amerika (VSA) groei steeds. Met 'n bevolkingsgrootte van 303 miljoen mense en 'n aptyt vir luukse goedere en dienste bly die VSA 'n gewilde uitvoerbestemming vir ander wynstreke. Die tendens om wyn na die VSA uit te voer, bly sterk ondanks die hoë koste om tot die VSA-mark toe te tree. Dié hoë koste is die gevolg van die VSA se drie-vlak stelsel wat dit vir produsente moontlik maak om die waardeketting verder te segmenteer en hul prysverhoging by 'n bottel ingevoerde wyn te voeg voordat dit die eindverbruiker bereik. Hierdie prysbepalingstelsel blyk egter onvoldoende te wees as 'n afskrikmiddel, veral vir wynprodusente van die Nuwe Wêreld. Australië was die afgelope drie dekades die suksesvolste produsent van Nuwe Wêreld-wyne vir die uitvoermark. Dieselfde geld egter nie vir Suid-Afrika se wynbedryf nie. Hoewel strategiese en markoriëntasie, bedryfsplanne en interorganisatoriese samewerking as sleutelfaktore vir sukses in Australië geïdentifiseer is, kry die vennootskappe tussen dié land se regeringsliggame en wynbedryfsliggame die krediet vir hul verenigde benadering tot die VSA se mark. Die Suid-Afrikaanse regering het programme wat die land se uitvoer van goedere en dienste bevorder. Die gepastheid van sodanige programme bly onseker, veral in die lig van die groot uitdagings in die globale wynmark. Die studie ondersoek die omvang en aard van 'n vennootskap tussen regeringsliggame en die Suid-Afrikaanse wynbedryf ten opsigte van doeltreffende promosie van die land se wyne in die VSA-mark. 'n Kwalitatiewe metodologie word gebruik om die geloofwaardigheid en akkuraatheid van die primêre data te verseker. Vyf deelnemers is vir 'n bespreking gekies: 'n produsent wat wyn uitvoer, 'n wynkeldervereniging, wynuitvoerraad en twee regeringsliggame. Die Visie 2020-strategie deur die Suid-Afrikaanse wynbedryf word hersien en sterk klem word ook gelê op die VSA-mark en die rol van die uitvoerland se regering in die lig van die veranderende internasionale handelsregime. Die studie kom tot die gevolgtrekking dat die VSA 'n kritiese mark vir Suid-Afrikaanse wynprodusente bly ondanks die hoë koste van toetrede, die globale wynsurplus en die ekonomiese resessie, en dat sukses vir Suid-Afrika se wyn deels van 'n verenigde benadering tot die wynbedryf afhang wat deur vennootskappe met regeringsagentskappe moontlik gemaak kan word. Hoewel die verslag erkenning gee aan voortgesette regeringsondersteuning, word aanbevelings ook gedoen oor hoe om die bestaande vennootskappe ten opsigte van die VSA as uitvoermark vir Suid-Afrikaanse wyne te versterk. Hierdie studie het 'n gebrek aan veralgemeenbaarheid. Omdat dit egter daarop gerig is om doeltreffende promosieprogramme vir die uitvoer van Suid-Afrikaanse wyne na die VSA-mark te help ontwerp, word die afwesigheid van veralgemeenbaarheid as onbelangrik geag.

The U.S. hardwood industry has traditionally depended on the domestic demand to sustain levels of production above 14 billion board feet per year. Because of the collapse of the U.S. housing market in 2009 and the economic recession that followed, the industry moved its sight to the international markets, as an opportunity to replace some lost demand, and pursue long term growth. Previous research on international marketing of hardwood products indicates that, there is a growing concern among U.S. companies to understand the main competitiveness factors in key markets such as Asia and Europe. Finding opportunities to add value to U.S. hardwood exports has been the goal of this research project. A case study and survey research were carried out among importers and exporters, whereby it was found that aspects related to price, quality and service, are critical in achieving competitive advantage. This motivated a study in demand and pricing management, which found that these tasks may be subject to innovation through optimization approaches.
Ph. D.

This study is conducted through content analysis to determine the degree of advertising standardization between the United States and Taiwan. Based on the literature review the impact of standardization versus localization advertising strategies is discussed.

Thesis (MBA)--Stellenbosch University, 2005.
Some digitised pages may appear illegible due to the condition of the original hard copy
ENGLISH ABSTRACT: The international surplus of wine and the strong Rand resulted in tremendous pressure on wine organizations to stay relevant and profitable. The biggest challenge for South African wine organizations are to keep a market oriented focus and manage the value chain costeffectively. This study was undertaken to investigate the structures of value chains used by South African export organizations as well as the way that these organizations function in this environment. To succeed in this goal questionnaires were sent to South African export organizations. Information was analyzed to investigate the positioning and trading terms that were generally used. The structure of value chains was determined as well as the participation of export organizations in demand chains. Data was analyzed to determine if the type of organization and the volume of export had an influence on the positioning of the organization, trading terms and the structure of the value chain. Most export organizations, exported less than 5 000 cases of wine each year and could be classified as small and medium enterprises. The type of organization had an influence on the payment terms as well as the positioning of the products in the market. The country of import mainly influenced the structure of the value chain. Ordering systems were not ideally suited to provide in the changing demand of consumers and a lack in the use of information technology to manage the value chain was apparent. A significant number of organizations were not actively involved in stimulating the consumer to buy their products. Therefore South African wine export organizations are still highly fragmented and do not succeed in managing the value chain as an integrated system. Improved market research should be done before the positioning of products with the focus on profit margins instead of price segments. Information technology should be utilized to reach higher service levels in the value chain and contribute in exceeding the buyer's expectations.
AFRIKAANSE OPSOMMING: Die huidige ooraanbod van wyn op die wêreldmark, tesame met 'n sterk rand, plaas wynprodusente onder geweldige druk om winsgewend en relevant te bly. Die grootste uitdagings vir Suid-Afrikaanse wynondernemings is om waardekettings markgefokus te kry en koste effektief te bestuur. Hierdie studie is onderneem om ondersoek in te stel na die waardekettingstrukture wat gewild is by Suid-Afrikaanse uitvoerondernemings en die wyse waarop die ondernemings daarin funksioneer. Om in hierdie doel te slaag is vraelyste na Suid-Afrikaanse uitvoerondernemings gestuur. Die inligting is verwerk om die posisionering en handelsterme wat ondernemings gebruik te ondersoek. Die struktuur van waardekettings wat na die uitvoerbestemmings gebruik word is bepaal asook die betrokkenheid van uitvoerondernemings by vraagkettings. Data is so ge-orden om te bepaal of die tipe onderneming en die volume botteluitvoere 'n invloed het op die posisionering, handelsterme en die struktuur van waardekettings. Die meeste uitvoerondernemings voer minder as 5 000 kiste per jaar uit en kan as klein en medium organisasies geklassifiseer word. Die tipe onderneming het 'n invloed gehad op betalingsterme wat beding word asook op die pryssegmente waarin wyne geposisioneer word. Die struktuur van waardekettings is hoofsaaklik beïnvloed deur die land waarheen uitgevoer word. Bestel- en versendingsisteme word nie optimaal bestuur nie en die aanwending van inligtingstegnologie om die waardeketting te bestuur kry nie baie aandag nie. Heelwat ondernemings was ook nie aktief betrokke om die verbruiker te stimuleer om sy produkte te koop nie. Suid-Afrikaanse uitvoerondernemings is dus nog baie gefragmenteerd en slaag nie daarin om die waardeketting as 'n geïntegreerde proses te bestuur nie. Beter marknavorsing behoort gedoen te word wanneer wyne posisioneer word met die fokus op winsmarges eerder as pryssegmente. Die beskibare inligtingstegnologie behoort aangewend te word om hoër diensvlakke in die waardeketting te handhaaf en so die verbruiker se verwagtinge te oortref.

Thesis (MBA)--Stellenbosch University, 2002.
ENGLISH ABSTRACT: South African exports increased substantially during recent years and were assisted by the depreciation of the Rand. During this time exports to the European Union and the United States blossomed, but proportionally exports to the growing region of South East Asia still remained at a low level. The major global players consider the Association of South East Asian Nations (ASEAN) as an important trading partner in global trade, but the South African market share is minimal in the ASEAN market. The question that now has to be answered is: do opportunities exist for South African exporters in ASEAN or is it due to a lack of opportunities that exports are at the current level? In investigating the opportunities for South African exporters in ASEAN, it is important to know what approach should be followed to select an attractive country for a product or a product group. Therefore this study is aimed at proving an insight into the concept of international market selection and to highlight the approaches in international market selection that could benefit South African exporters. This study also investigates the influence of ASEAN as a regional organisation in global trade and its relationship with South Africa. An overview is given of the regionalism trend and the major regional organisations important in this regard. The political approaches that ASEAN's major trading partners followed to enhance trade are also investigated in order to re-evaluate the South Africa's current relationship with ASEAN. In order to enhance trade, the advantages ASEAN has to offer are also highlighted. Based on previous research literature on international market selection and against the background of the regionalism trend in global trade, a new international market selection model will be developed in this study for South African and international use. This will provide SA exporters with a systematic approach that will enable them to select the most attractive countries for their products or product groups in the global arena. In order to understand the practical application of the model, South Africa as the exporting country and ASEAN as the importing region will be used as a case study. The model will identify the most attractive countries for each of South Africa's product groups according to the 96 chapters of the Harmonised Commodity Description System (HS) linked to product groups and industries based on actual trade data. Based on South Africa's competitive export advantage in the 96 chapters of the HS linked to product groups and industries, opportunities will be identified in the most attractive countries in ASEAN selected by the international market selection model.
AFRIKAANSE OPSOMMING: Suid-Afrikaanse uitvoere het aansienlik gestyg die afgelope paar jaar en was veral bygestaan deur die depresiasie van die Rand. Gedurende hierdie tydperk het uitvoere na die Europese Unie en die Verenigde State van Amerika die hoogty gevier, maar proporsioneel het uitvoere na die groeiende streek van Suidoos-Asië nog steeds op 'n lae vlak gebly. Die vernaamste globale spelers beskou die Assosiasie van Suidoos-Asiese Nasies (ASEAN) as 'n belangrike handelsvennoot in globale handel, maar Suid-Afrika se markaandeel in die ASEAN mark is minimaal. Die vraag wat nou beantwoord moet word is as volg: Bestaan daar geleenthede vir Suid-Afrikaanse uitvoerders in ASEAN of is dit as gevolg van 'n tekort aan geleenthede dat uitvoere huidiglik op hierdie vlak is? In die ondersoek na geleenthede vir Suid-Afrikaanse uitvoerders in ASEAN, is dit belangrik om te weet watter benadering gevolg moet word om die mees aantreklike land te selekteer vir 'n produk of produkgroep. Daarom is die studie daarop gerig om insigte te verskaf oor die konsep van internasionale markseleksie en om die benaderings uit te lig in internasionale markseleksie wat Suid-Afikaanse uitvoerders kan bevoordeel. Die studie ondersoek ook die invloed van ASEAN as 'n regionale organisasie in globale handel en hul verhouding met Suid-Afrika. 'n Oorsig word gegee oor die regionale tendens in internasionale handel en die vernaamste regionale organisasies wat belangrik is in hierdie verband. Die politieke benaderings van ASEAN se vernaamste handelsvennote om hul handel te bevorder word ook ondersoek om Suid-Afrika se huidige verhouding met ASEAN te herevauleer. Om handel te bevorder word die voordele wat ASEAN kan bied ook uitgelig. 'n Nuwe internasionale markseleksie model word ontwikkel in hierdie studie vir Suid- Afrikaanse en internasional verbruik teen die agtergrond van regionalisme en wat gebaseer is op vorige navorsings literatuur oor internasionale markseleksie. Dit sal Suid-Afrikaanse uitvoerders 'n sistematiese benadering verskaf wat hulle in staat sal stel om die mees aantreklike lande vir hulle produkte en produkgroepe globaal te selekteer. Om die praktiese toepassing van die model te verstaan, sal Suid-Afrika as die uitvoerland en ASEAN as die invoerstreek gebruik word as 'n gevallestudie. Die model sal die mees aantreklike lande identifiseer vir elk van Suid-Afrika se produkgroepe volgens die 96 Hoofstukke van die "Harmonised Commodity Description System" (HS) wat verbind kan word met produkgroepe gebaseer op bestaande handelsdata. Geleenthede in die mees aantreklike lande in ASEAN wat deur die internationale markseleksie model selekteer is, word identifiseer gebaseer op SUid-Afrika se kompeterende uitvoervoordeel in die 96 Hoofstukke van die HS wat verbind kan word aan produkgroepe.

Thesis (MBA)--Stellenbosch University, 2005.
ENGLISH ABSTRACT: The findings of this study regarding company and export profiles correlated largely with the findings of the various studies detailed in the literature review. Given the close correlation with other studies on the same subject, it is the researcher's belief that this study will have a broad application among prospective exporting SMEs, both regionally and nationally. The main findings are set out below. The review of the profile of manufacturing SMEs in the Western Capes uncovered: • a preference for their local markets; • the fact that trade frequencies are relatively high; • that the number of countries entered, represented a relatively narrow focus; • that Europe enjoyed significant support from the respondents; • that SADC and the rest of Africa attract relatively low levels oftradc. Although indicated in the national studies, it was still disappointing to discover the relatively low levels of export propensity (as defined by export sales as a function of total sales) prevalent among exporting SMEs. This was reflected by the fact that: • Only a small percentage of medium-sized SMEs are making inroads in this area. • The growth estimates for expected annual export sales are disappointing and possibly even pointing to a declining trend. The surveyed SMEs indicated that their expansion into international markets is motivated primarily by: • the utilisation of excess capacity; and • the opportunity to grow sales. There also seems to be an opportunist approach to the export development process stemming from that fact that: • Almost 50 % of finns responded to unsolicited orders. • Exporting SMEs are drawn into the process passively, rather than through a proactive and conscious decision. The apparent lack of a clear export orientation among exporting SMEs in the Western Cape is of particular concern, as evidenced by the factors identified above. Exporting SMEs have identified the arena of marketing management and market access as key barriers in the process of internationalising their businesses. In addition, they identified a lack of knowledge within this field of study within their organisations, as well as marketing support, as being the areas where they would most like assistance from policy makers. The following were identified as major barriers: • access to, and knowledge of specific markets, • representation in the various markets, and • an effective marketing function. The following represented the area of least knowledge: • international marketing management, and • market entry channels. The following represented the most effective ways in which policy makers could assist: • constraint elimination (Policy making or otherwise). • marketing support. The fundings of the review regarding the use of support institutions revealed that: • Only 45 % of exporting 8MEs actually make use of these institutions. • 72 % of sample indicated that they only make use of these institutions every six months or at even less frequent intervals. Given the findings under this section, it is apparent that those organisations with a vested interest in export promotion, and government in particular, should take particular note of these fmdings. It seems that at present the various export promotion bodies (state or private) are failing to attract 8ME exporters to their products and services, and in so doing make a meaningful impact on export promotion.
AFRIKAANSE OPSOMMING: Die bevindings van hierdie studie ten opsigte van maatskappy- en uitvoerprofiele het grotendeels ooreengestem met dit wat gevind is in ander soortgelyke studies. Gegewe die nou-ooreenstemming met ander studies op dieselfde vakgebied, glo die navorser clat die studie by 'n groot aantal klein en medium (KMO's) uitvoerorganisasies aanklank sal vind, op beide streek en nasionale vlak. Die hoofbevindinge van die studie is soos volg: Die studie van vervaardigingsmaatskappye in die Wes Kaap het die volgende openbaar: • 'n voorkeur vir hul plaaslike markte; • die feit dat handelfrekwensies relatief hoog is; • dat die getal lande wat betree is, 'n relatiewe nou fokus verteenwoordig; • dat Europa noemenswaardige ondersteuning van die respondente geniet het; • dat SADC en die res van Afrika relatieflae vlakke van handel trek. AlhoeweI dit in nasionale studies aanduidend was, is dit steeds teleurstelend om die relatieve lae vlakke van heersende uitvoergeneigdheid onder uitvoer-KMO's te ontdek (soos gedefinieer deur uitvoerverkope as 'n funksie van totale verkope). Dit is weerspieel deur die feit dat: • Slegs 'n klein persentasie van medium-grote KMO's maak inslag in die area. • Die groei vooruitskattings vir verwagte jaarlikse uitvoerverkope was teleurstellend en wys moontlik na 'n dalende tendens. Die studie het getoon dat KMO's se motivering om die uitvoermark te betree deur onder andere die volgende gemotiveer word: • die gebruik van addisionele kapasiteit; en • die geleentheid om bruto opbrengs te bevorder. Die KMO's wat ondersoek is het aangedui dat hulle u:itbreiding tot die intemasionale mark hoofsaaklik gemotiveer is deur: • die aanwending van oorskotkapasiteit; en • die geleentheid om verkope te verhoog. Daar blyk ook 'n opportunistiese benadering te wees rakende die uitvoerontwikkelingsproses, voortspruitend uit die feit dat: • Sowat 50 % van die firma's het reageer op ongevraagde plasings. • Uitvoerende KMO's word passiewelik tot die proses ingetrek, eerder dan deur 'n proaktiewe en bewustelike besluit. Die oenskynlike gebrek aan 'n duidelike uitvoer orientasie tussen uitvoerende KMO's in die Wes-Kaap is van besondere kommer, soos verduidelik met die bogemelde gei"dentifiseerde faktore. Uitvoerende KMO's het die arena van bemarkingsbestuur en marktoegang identifiseer as sleutel hindemisse in die proses van intemasionalisering van hulle besigbede. Bykomend hiertoe het hulle 'n tekort aan kennis identifiseer binne hierdie studieveld in hulle organisasies, sowel as bemarkingsondersteuning, as die areas waar hulle die meeste ondersteuning benodig van beleidsmakers. Die volgende is identifiseer as sleutel hindemisse: • toegang tot, en kennis van die spesifieke markte, • verteenwoordiging in die verskeie markte, en • 'n effektiewe bemarkingsfunksie. Die volgende verteenwoordig die areas met die minste kennis: • internasionale bemarkingsbestuur, en • markbetredingskanale. Die volgende verteenwoordig die mees effektiewe wyse waarbinne beleidsmakers kan ondersteun: • beperkingseliminasie (beleidsmakers of andersins). • bemarkingsbystand. Die bevindinge van die oorsig bertreffende die gebruik van ondersteuningsinstellings het aan die lig gebring dat: • Slegs 45 % van die uitvoerende KMO's maak werklik gebruik van hierdie instellings. • 72 % van steekproef dui daarop dat hulle net van hierdie instellings elke ses maande of op minder gereelde intervalle gebruik maak. Gegewe die bevindinge onder hierdie afdeling, is dit duidelik dat daardie organisasies met 'n gevestigde belang in uitvoerpromosie, en vernaarn die staat, besondere kennis moet neem van die bevindinge. Op hede blyk dit dat die verskeie uitvoerpromosie- liggame (staat of openbaar) faal om uitvoerende KMO's te trek tot hulle produkte en dienste, en sodoende 'n betekenisvolle impak te maak op uitvoerpromosie.

The new South Africa has an amazing economic growth that creates a significant opportunity for international companies to start their businesses in South Africa. For those companies which are interested in the South African market, it is very important for them to understand the factors that influence their entry-mode selection. The objective of this study is to determine the main factors that have an impact on the decision of a foreign business to enter South Africa. To achieve this objective, the researcher used an integrated study method, as follows: {u10007A} A systematic review of the popular entry-modes and the main factors influencing the entry-mode selection, sourced from the relevant literature. In addition, South African business was also introduced. {u10007A} Based on the factors related in the literature, an empirical survey was completed by those foreign companies who had already successfully entered into South Africa, in order to figure out the rank importance of these factors. With an integrated study of literature and empirical research, the rank importance of factors that have an impact on the foreign business entry-mode selection in South Africa is as follows: 1. Firm’s product 2. Control level of entry-mode 3. Ownership of entry 4. Resource commitment of entry-mode 5. Political factor 6. Firm’s objective 7. Technological factors 8. Economic factors 9. Firm’s experience in international marketing 10. Firm’s size 11. Dissemination risk of entry-mode 12. Socio-cultural factors 13. Flexibility of entry-mode Key terms: International market entry-mode South African business environment.

This dissertation examines the multifaceted and pervasive impact of globalisation on the Canadian public policy environment through a detailed analysis of the monopoly marketing of prairie wheat. The study argues that forces associated with globalisation, working through regionally differentiated configurations of farmer opinion and interest groups amidst varying partisan settings, are key to understanding the changing nature of policy-making processes, structures, and outcomes in the wheat marketing arena. The forces associated with globalisation include the increased presence of transnational corporations, the expansion of international trade regimes, increased interaction and cooperation between Canadian provincial governments and US state governments, the international harmonisation of regulations, advances in transportation technology, and heightened levels of education, knowledge, and information. In attempting to understand how globalisation influences the wheat policy arena, the examination uses a comparative analysis focusing on Alberta, Saskatchewan, and Manitoba. The inter-governmental harmony that had prevailed since the 1940s on the matter of Canadian Wheat Board's (CWB's) wheat monopoly was replaced by conflict by the 1990s as the forces of globalisation washed across the Canadian prairies. The dissertation shows that where the absence of these forces once reinforced the CWB's wheat monopoly, the presence of these forces now poses a formidable challenge to its continuation. Farmer opinion data indicates that a trend away from monopoly selling toward open marketing is present throughout the prairies. Like the presence of the forces of globalisation, anti-monopoly opinion is particularly strong in Alberta. The dissertation will also show how the conflict over monopoly wheat marketing was projected into the policy arena through differentiated sets of interest group configurations and partisan environments. In doing so, the examination points out that institutions, while often providing resistance to change, can also serve as conduits facilitating change. The analysis shows that the public policy network involved with the marketing of prairie wheat, as well as actors within this network, have become increasingly internationalised. The examination indicates that domestic governmental regulation and control have been severely undermined in the wheat marketing arena as north-south ties increasingly undermine and replace the east-west unity previously forged by the National Policy.

The objectives of this research project are threefold: (1) to identify the key marketing innovation factors which drive successful export marketing strategy in Thai manufacturing companies, (2) to test the proposed model 'The Full Model of Export Performance' on Thai export manufacturing companies, and (3) to suggest recommendations to Thai export manufacturing companies in order to improve their export performance.

碩士
大葉大學
事業經營研究所
89
The Export Trading Companies in Taiwan (ETCs) are engaged in a wide range of international marketing activities which have been acknowledged as one of major factors of bringing Taiwan into a very successful economic achievement. However, in facing big change of new world market, an ETC can not use previous experience or way of doing business to compete in present market circumstance. This thesis provides the first comprehensive view of the international marketing activities with practical knoweledge and techniques to implement the strategies well, and is also able to explore the intenational market opportunities and threats externally. The study also reviews some of linkage between the customers and vendors both are also playing very important role to the ETCs, a well-tailored strategy to its environment will be the prerequisite to success. The findings of the study also reveal that Taiwanese ETCs are confronted by several issues which have had an effect on their internationization pcocess, these issues include a lack of long term corporate strategy, a better core and distinct competencies, a good fit of marketing strategies to its resources, and a need of good organizational structure for its better marketing performance. Many of these issues cannot be accomplished by short time. Also, there is an obvious need for more close relationship among customers, ETCs and vendors, increased support from both levels of customers and vendors will make international marketing more competitive and seccessfel. Finally, A consideration of strategic planning is a startng point of doing any business, a strategy is better than no strategy, a useful strategy is better than many poor strategies.

International marketing has become important to firms of all sizes due to factors such as the continued lowering and elimination of trade barriers, increasing regional integration, improvements in communication and transportation, and an overall increase in world trade. Not only has the international marketplace become more turbulent but globalisation of world markets has become competitively more intense. Because of these trends, the formulation of effective international marketing strategies has become more important. Moreover, firms need to get a better understanding of the relationship between international marketing strategies and international performance, as the international market is becoming more competitive. The primary objective of the research study was to determine the relationship between international marketing strategies and international/export marketing performance of South African manufacturing firms, as well as the role of internal and external determinants with regard to international marketing strategy and international/export marketing performance. The research study intended to determine whether these different independent variables had a significant impact on the dependent variable, namely, international/export performance. The findings of this research study indicated that firm size, investment commitment and that management engages in careful planning as firm characteristics had a significant influence on export/international marketing performance. The finding on the relationship between export experience and export performance was insignificant. Firm characteristics can have both a direct or indirect affect on the export marketing performance of the firm. Therefore, given the secondary research objective - to determine how firm characteristics influence choice of international marketing strategies, and consequently export marketing performance - the following were the important findings of the influence of firm characteristics on international marketing strategies. There were no significant findings between firm characteristics and product adaptation, or firm characteristics and promotion adaptation. However, firm size and firm competencies had a significant relationship with distributor/subsidiary support. It can be assumed that the larger the firm, the more resources the firm have to support distributors and subsidiaries. Furthermore the finding between firm size and the degree of pricing adaptation was also significant indicating that the larger the firm, the more willing the firm is to adapt pricing. The nature and characteristics of the export market can either serve as a barrier or a driving force that facilitate internationalisation. These barriers and/or driving forces can also influence the nature of the international marketing mix strategies that are employed by firms. The barriers and/or driving forces can have both direct and indirect effects on export marketing performance. The competitive intensity of the export markets had a significant relationship with export performance. Furthermore, it had the most significant relationship with export performance compared to all the other independent variables and the relationship was also negative, meaning that the export performances of firms were negatively affected with increased competitive activity. However, given the secondary research objective - to determine how export/ international marketing characteristics influence the choice of international marketing strategies, and consequently export marketing performance - the following relationships were identified. Competitive intensity had a significant relationship with the degree of product adaptation and export market characteristics with the degree of promotion adaptation. Both competitive intensity and export market characteristics had a significant relationship with both the degree of distributor/subsidiary support and the degree of pricing adaptation. Export market characteristics equate to export market barriers, and what the above implies is that with more export market barriers, firms tend to adapt distributor/subsidiary support and pricing more. With regard to the degree of adaptation to marketing mix strategies it was found that the degree of pricing adaptation had a significant effect on export/international marketing performance. There was a significant relationship between the degree of product adaptation and export/international marketing performance. However, this relationship was negative, in that the greater the degree of product adaptation, the more negative the performance. One would have expected that the greater the degree of product adaptation, the greater the export/international marketing performance. A non-significant relationship was found between the degree of promotion adaptation and export/international marketing performance. The relationship between the degree of distributor/subsidiary and export performance was also non-significant. Although the study came up with important findings, it once again highlighted the inconsistency of findings in the export/international marketing literature. Furthermore, given the increasingly competitive nature of international markets, it is more important for firms to identify the success factors in their particular industries that could contribute to greater export/international marketing performance than to assume that all international markets and industries require similar strategies.
Thesis (Ph.D.)-University of KwaZulu-Natal, Pietermaritzburg, 2006.

As an efficient filter of airborne Hg compounds, forests retain a significant portion of the Hg deposited to the land. Forested watersheds have been identified as major sources of low-concentration Hg compounds to surrounding streams and lakes. Mercury export from forests is highly variable in both space and time. It is difficult to use field surveys alone to capture the spatiotemporal variation inherent in this variable. Mathematical models are required for improved representation. The objective of this Thesis is to develop and test a monthly dynamic model that can be used to estimate seasonal Hg export from forested watersheds to low-ordered forest streams. The fully developed model consists of four model components: (i) a forest hydrology component, to simulate variation in soil temperature, soil moisture, and stream discharge for input to the other model components; (ii) a forest nutrient cycling and biomass growth component, to simulate forest growth and litter production; (iii) a forest litter decomposition component, to simulate seasonal production of dissolved organic carbon (DOC); and (iv) a monthly DOC and Hg export component to simulate the translocation of DOC and Hg from forested watersheds to low-ordered streams. The Hg-export component incorporates an Hg-to-DOC binding coefficient estimated from a one-time stream survey of Hg and DOC concentrations. Simulations of in-stream Hg concentrations show two main trends: (i) an annual trend, associated with the seasonal (monthly) dynamics of forest litter production, decomposition, and DOC production and export, and (ii) a multiple-year trend, associated with forest harvesting and re-growth patterns of regenerating forests. This study demonstrates that (i) wetland- and conifer-dominated watersheds release a greater amount of Hg to aquatic ecosystems than upland- and deciduous species-dominated watersheds, and (ii) forests nearing maturity, export more Hg than young forests.

In 2001, the Government of India announced a program for the establishment of Agricultural Export Zones (AEZ). This is the first national program in India to adopt a regional approach to promoting exports of agricultural products, with the combined action of the central and state governments. The gherkin AEZ, covering eight districts of Karnataka, was notified in November 2001. Gherkin is an export-oriented vegetable that is being produced and exported from Karnataka since the late 1980s. Exploration of data on gherkin exports and cultivation costs, for the period 2001-06, revealed the following trends, namely, the share of value of total exports from the gherkin AEZ in India’s gherkin exports has declined from 81% to about 54%; overall (bulk + bottled) gherkin export quantities and value from the AEZ have grown with an annual rate of 18% and 21% respectively; unit price of AEZ bulk gherkins in 200506 is about 4% higher than its unit price in 2001-02 while the unit price of AEZ bottled gherkins is lower by about 9%; and the cost of gherkin cultivation has increased by about 27%. The aim of this research is to apply a stakeholder-based planning framework for enhancing the performance of the Gherkin AEZ in Karnataka. To meet the research aim, the following objectives were defined: 1.Forecasting the primary performance indicators of the gherkin AEZ, in the medium term, given the current policy environment 2.Conducting stakeholder analysis, identifying system structures that influence the gherkin AEZ’s performance and the interventions preferred by stakeholders to enhance gherkin AEZ performance 3.Exploring probable impacts of the identified interventions on gherkin AEZ’s competitiveness 4.Developing policy suggestions and a planning framework for enhancing the performance of the Gherkin AEZ Towards meeting the research objectives, the following approach has been used. One, data has been collected on AEZ performance indicators. Evolution of those variables, given the prevailing policy environment, is forecast using the Seasonal Auto Regressive Integrated Moving Average (SARIMA) methodology. Second, System elements of the gherkin AEZ are identified and organized as a system dynamics model. Stakeholder analysis of the Gherkin AEZ has been done to identify stakeholder groups. Preferred interventions for improvement of AEZ performance are collected from most stakeholders, and the impact of key interventions on system elements is qualitatively assessed. Considering the large number of system elements and the interrelationships between them, a multiple criteria decision making technique, the analytic network process, is used to describe the decision making environment and prioritize the system elements (factors and subfactors influencing AEZ performance, stakeholder objectives and interventions). Third, the probable impact of preferred interventions on competitiveness of gherkin cultivation in the AEZ is assessed using the Policy Analysis Matrix. Fourth, the analysis and learnings are integrated to suggest policy interventions and develop a planning framework for improved performance of the gherkin AEZ. The 3-year SARIMA models, to forecast the AEZ’s performance indicators, indicate a continued growth in the quantities of gherkin exports from the AEZ with a higher rate of growth in exports of bottled gherkins. The forecast also indicate a continued fall in the unit prices of both bottled and bulk gherkins. Stakeholder analysis and System dynamic models indicate the presence of several stakeholders with multiple objectives, multiple factors which influenced AEZ performance, and several preferred interventions. In this multiple criteria decision making environment, the system elements along with dependencies shown in the system dynamics model, the interventions collected from stakeholders (alternatives), and stakeholder objectives derived from stakeholder analysis, are organized to develop an Analytic Network Process (ANP) model. The cluster priorities from the ANP model indicate that global trade conditions are the most important determinant of AEZ performance. The limit matrix indicates that the element of tastes and preferences of world consumers obtains the highest priority followed by price of other countries’ gherkins, and sanitary and phytosanitary conditions as applicable to Gherkins. The probable impacts of the identified interventions on competitiveness of gherkin cultivation in the AEZ are assessed by applying the policy analysis matrix (PAM). Synthesis of sectoral performance data and factors, results of the system dynamics, ANP and PAM analysis resulted in the development of the planning framework for the gherkin AEZ. Overall, the results and analyses demonstrate that the AEZ program should focus on increasing demand, enhancing prices of AEZ gherkins and reducing cultivation costs. Towards achieving this, recommended policy interventions have been prioritized and participating stakeholders identified. This work represents an application of the multiple criteria methodology of the ANP to agricultural regional planning. The system dynamic methodology has been integrated with ANP to identify the important elements in the gherkin AEZ. This thesis on agricultural exports planning has collected and used micro data (price, product form and grade data) to identify and analyze sectoral issues.

M.Comm.
The goal of this study is to investigate the causes for conflict within the distribution channel currently used by a major manufacturer and exporter of steel products. This manufacturer is currently using six South African based agents. These agents are responsible for the marketing of the manufacturer's products in foreign markets. This channel of indirect exports was chosen due to the lack of a proper infra-structure within the export division of the manufacturer. Conflict between manufacturer and agents can cause foreign end-users to get a distorted image of the manufacturer and its products. Therefore it is necessary to investigate the causes for conflict. Plans can then be made to identify what can be done to switch a conflict situation to a situation of co-operation within the distribution channel. The first part of this study provides a theoretical framework, based on literature from many sources, on the different international distribution channels that are available. Special attention is given to indirect exports and the different forms that are available. Thereafter the causes of conflict and co-operation in the channel are discussed, as well as the different types of conflict and how to manage conflict. The second part of the study is practical, with interviews being held with the six agents to get their view on what causes conflict between them and the manufacturer. Thereafter the personnel of the manufacturer is interviewed to get their perception of the cause of conflict. The two different views are combined in order to make recommendations and conclusions regarding the causes of conflict within the distribution channel. The major cause of conflict in this channel is due to poor communication between the manufacturer and agents. This, problem can only be resolved if most of the information flow is computerised. This will ensure that 'information is reliable and on time. If this can be achieved, conflict situations can be switched to a situation of co-operation.

This thesis focuses on an analysis of factors influencing Australia's dairy product exports to Thailand. To the author's knowledge, such an analysis has not been conducted so far. The research consists of literature reviews of the theories and empirical studies of comparative advantage and export demand, the econometric estimation of Thailand's demand for Australia's exports of dairy products to analyse the determinants of Thailand's demand for Australian dairy products, and an investigation of experience of selected Australian exporting companies in exporting dairy products to Thailand based on the interviews of export managers. Australia exports dairy products such as, milk dry (skim milk powder or SMP and whole milk powder or WMP), butter, cheese and curd, and whey products to Thailand. SMP is the principle ingredient of Thailand's milk processing industry. Australia's main competitors in Thailand for exports of dairy products are New Zealand, the EU and to some extent the U.S.A. Thailand has heavily protected its local dairy industry by high tariffs and regulation. The Thai government promotes local dairy production and the use of local milk products. However, the dairy sector of Thailand is still incapable of meeting the demand from the domestic dairy processing industry and consumers. Hence, Thailand has to import a large volume of dairy products each year. The Australia-Thailand free trade agreement (FTA) started to operate in January 2005. Thailand's import tariffs on Australia's dairy products will decline to zero to 32 per cent, and be phased out by 2010 or 2020. The quotas on Australia's exports of milk powders and milk and cream to the Thai market will be increased by 2025. The analysis of revealed comparative advantage and revealed competitive advantage identify that among the dairy product exporting countries, Australia has comparative advantage and competitive advantage of all of the dairy products (milk evaporated, milk dry, whey preserved and concentrated butter and cheese and curd). Thailand has comparative advantage and competitive advantage only in milk condensed and evaporated. Thailand has comparative disadvantage and competitive disadvantage in the other dairy product categories. Australia's competitors in the Thai market (New Zealand, and the selected EU countries) have comparative and competitive advantages in most of the dairy products. These results suggest that Australian dairy exporting companies and policy makers could focus on increasing the volumes of all of the dairy products exported to Thailand, except milk condensed and evaporated. The results from the estimation of econometric models of Thailand's demand for Australia's exports of milk dry shows that in the short run, the quantity of Australia's milk dry exports demanded in Thailand declines when Australia's export price relative to that of competing countries increases, while it is not responsive to Thailand's real national income. In the long run, the quantity of Australia's milk dry exports demanded in Thailand declines when Australia's export price relative to that of competing countries' price increases. The estimated long run price elasticity of export demand is -2.76. In the long run, the quantity of Australia's milk dry exports demanded in Thailand does not change significantly in response to changes in Thailand's real national income. In the short run, the quantity of Australia's butter exports demanded in Thailand falls when Australia's export price relative to that of competing countries increases, but it is not responsive to Thailand's real national income. The quantity of Australia's butter exports demanded in Thailand declines when the Thai baht depreciates against the Australian dollar. In the long run, the quantity of Australia's butter exports demanded in Thailand decreases when Australia's export price relative to that of competing countries' price increases. The estimated long run relative price elasticity of demand is -1.13. In the long run, the quantity of Australia's butter exports demanded in Thailand does not change significantly in response to changes in Thailand's real national income. The quantity of Australia's butter exports demanded in Thailand declines when the Thai baht depreciates against the Australian dollar. The estimated long run exchange rate elasticity of demand is -6.34. In the short run, the quantity of Australia's cheese and curd exports demanded in Thailand is not responsive either to the relative price of exports or to Thailand's real national income. In the long run the quantity of Australia's cheese and curd exports demanded in Thailand changes significantly in response to changes in Thailand's real national income. The estimated long run income elasticity of demand is 1.84. During the interviews, the export managers of Australian dairy export companies agreed that Thailand is a significant importer of Australia's dairy products, particularly for SMP, WMP, whey powder, butter and cheese. Thailand's stable economic and political environment is one of the reasons that they are attracted to the Thai market. The principal factors that make Australia's products successful in the Thai market are competitive price and 'clean, green and natural' products. However, limited Australian dairy product varieties and distribution channels are major factors that contribute to Australia falling behind New Zealand and the EU in the Thai market. The Australian dairy Corporation (ADC) is not involved in promoting Australian dairy products in the Thai market at present, but has done so in the past. Thailand's tariff and import quota protection and support to local dairying industry is one of the barriers encountered by Australia's exports to Thailand. All the managers are hopeful of expanding opportunities for their dairy exports in the Thai market. These findings imply that Australian dairy export companies could expand the dairy product varieties they export and offer for sale in the Thai market. They could also take advantage of the established sales distribution network in addition to exploring the possibilities of setting up their own distribution channels. They could be looking into the possibilities of setting up of joint ventures with local dairy processing companies in Thailand so that their dairy exports could be expanded. The Australian dairy export companies as well as the ADC have to actively promote in various ways the Australian dairy product exports in the Thai market in order to take advantage of the window of opportunities open to them within the trade liberalisation framework of the Australia-Thailand free trade agreement (FTA).

The Motor Industry Development Programme (MIDP) was implemented on 1 September 1995 in the context of the country's political and economic liberalisation and the major structural shift in government policy and the trade regime. In an intensely competitive global environment, the strategies of a few dominant motor vehicle manufacturers, mainly operating from the Triad regions of North America, Europe and Japan, impact significantly on the developments of the global automotive industry. Over the past decade the small, highly protected and inwardly focused South African automotive industry has become fully integrated in the global strategies of foreign parent companies. As South Africa's leading manufacturing sector, the automotive sector is contributing significantly to the country's economy in terms of exports, investment, employment and the gross domestic product. The objective of the study was to establish and measure the relevance and value of the MIDP as a promotional tool in the global automotive environment by capturing the responses and perceptions of direct automotive industry exporters and stakeholders for * the South African automotive industry in general, and * the companies forming part of the empirical survey. To satisfy the objectives of the study, the research methodology incorporated an extensive primary and secondary research phase (qualitative and quantitative). A structured empirical survey was used to collect the primary data. The survey data were captured and processed by the Bureau for Market Research (BMR), Unisa. The main findings of the study are that: * The promotional relevance and value of the MIDP as a promotional tool is embedded in the programme's ability to trigger interest in the South African automotive industry, to generate business and to attract investments. * The MIDP is successful in contributing to the automotive sector's international competitiveness and is therefore a very important promotional tool for convincing foreign parent companies to consider South Africa as an investment destination. * The South African automotive industry would not be able to cope with global competition without the MIDP. * Different factors impact on the business operations of the South African automotive industry in general and the specific company in particular and the factors are viewed differently by the selected groups based on their demographic details. The process of trade liberalisation is forcing many South African companies to encounter both intensified competition and new forms of competition. The South African government's target of a 6 percent economic growth rate by 2010 will largely depend on the ongoing successes achieved in priority sectors such as the domestic automotive sector.
Business Management
M. Comm. (Business Management)