Dissertations / Theses on the topic 'Export marketing'

Identifying the antecedents of export performance is critical for researchers, due to the many benefits of exporting for firms and nations. Many researchers have, thus, devoted their research efforts to identifying export performance antecedents. Export marketing adaptation and firm level export market orientation (or EMO) have emerged as two critical export performance predictors. However, two important research questions remain unexamined. The first is whether firms ought to pursue heterogeneous levels of marketing adaptation across ventures in order to boost venture performance, and whether the answer to this question is contingent upon internal firm resources which support adaptation (namely EMO) and upon the environments faced across ventures. The second question concerns what the total amount (i.e. quantity) of export marketing adaptation firms should undertake in order to boost firm export performance is, and whether the answer to this question depends on internal firm resources supporting adaptation (more specifically, EMO) and on the overall export environments faced by firms. Underpinned by a contingent approach to the study of business performance, this study set out to answer to such questions, via developing and testing two conceptual models. The models were tested using data collected from British exporting companies. The findings of the first model indicate that marketing adaptation across ventures becomes increasingly beneficial for venture performance (directly in the case of sales performance and indirectly in the case of profit performance) as EMO rises and as the levels of environmental differences across ventures increase. Results of the second model suggest that, under greater levels of EMO, firm export sales performance attains its highest values when the firm practices either very low or very high levels of marketing adaptation quantity. Also, under greater levels of EMO, firm export sales performance is increasingly reduced the more the firm deviates from extreme (low/high) marketing adaptation quantities. Additionally, as the firm s export environments become more heterogeneous, the firm benefits increasingly more from pursuing either very low or very high marketing adaptation quantity levels (with sales performance being maximized when the firm pursues very high levels of marketing adaptation quantity), and the reductions in firm export sales performance accruing from undertaking intermediate marleting adaptation quantity levels are increasingly higher. Findings also suggest that enhancing marketing adaptation quantity is beneficial for firm export profit performance up to an optimal point. The returns brought by additional increments in marketing adaptation quantity are increasingly smaller as marketing adaptation quantity increases. Beyond an optimal point, additional increments in marketing adaptation quantity diminish firm export profit performance. The marketing adaptation quantity-firm export profit performance link was not found to be moderated directly neither by EMO nor by firm export environmental differences. EMO was found to have a positive impact on firm export sales and profit performance.

In a novel approach using agency theory, we conceptualize export pricing as price manipulations an exporter initiates to cope with the distributor-level, internal competition with the other product lines the distributor carries. We argue that suppliers can influence foreign resellers' behaviors and therefore manage export channel relationships with prices. Using a sample of 283 exporter-importer relationships, we uncover the export price manipulations used to cope with internal competition, and we examine their impact on the exporter economic performance. We show that the performance effect of this pricing policy is achieved through the adequate role performance of the importer. Moreover, using a small but rare dyadic data set, we offer an additional test of the effectiveness of this form of pricing. Finally, by comparing the results of our study to exporters' practice we show how they tend to overuse price discounts to motivate their overseas distributors. (authors' abstract)

There is a pattern of growth throughout agribusiness in North Dakota in which agricultural products ranging from commodities to machinery have all seen growth since 2000. Exports have contributed to most of this production increase. Agribusinesses across North Dakota are exporting to many areas of the world. With the help of the North Dakota Trade Organization (NDTO) many companies have developed trading relationships with clients in other nations. The purpose of this research is to measure the value of NDTO export promotion on North Dakota agribusiness [through the use of marketing, export programs, and counseling]. If the data supports the use of the NDTO, firms may be encouraged to use the services provided by the NDTO when export issues arise. This thesis uses a Tobit left censored model to bring the data together to produce empirical results which can be associated with the NDTO and its impact on a firm's total exports. Firm-level export promotion was found to be insignificant. However, small and medium firms were shown to benefit from the use of the NDTO through an average increase in 2008 export revenue of about $16,095 and $269,317, respectively. Furthermore, this is a $6.44 and a $107.73 return on dollar investment for small and medium firms investing in the services of the NDTO, respectively.

La presente investigación tiene por objetivo hacer una aportación a la literatura en los campos de negocios y marketing internacionales con el fin de arrojar luz sobre el comportamiento y rendimiento exportador de las pequeñas y medianas empresas (PYME), enfocándose en el contexto geográfico Español, uno de los países Europeos caracterizados tanto por su alta densidad de PYMEs como por su alto número de empleados posicionados en estas empresas. El crecimiento económico de España es en gran medida dependiente de los resultados de la actividad exportadora. A pesar de su relevancia, hay una escasez en términos de investigación relacionada al rendimiento exportador de las PYMEs a nivel Español, por lo que se destaca la necesidad de llevar a cabo más estudios en este contexto en particular.
En este sentido, la presente tesis identifica y propone para su posterior análisis los siguientes temas de real importancia para explicar el comportamiento y rendimiento exportador de las PYMEs: 1) El papel de las características y las percepciones del directivo a la hora de determinar la participación y expansión de la actividad exportadora, 2) La influencia de los determinantes internos y externos sobre el rendimiento exportador objetivo y sobre la satisfacción con el resultado exportador; y el potencial impacto de ciertas dimensiones del rendimiento exportador (objetivas) sobre otras dimensiones de rendimiento exportador (subjetivas), 3) Y por último, la influencia del grado de estandardización/adaptación de la estrategia genérica de marketing internacional sobre el rendimiento exportador objetivo y la satisfacción con el resultado exportador, al mismo tiempo que se investigará cómo esta relación está moderada por ciertos determinantes internos y externos.
El marco teórico se basa en varios enfoques: el enfoque gradual del fenómeno de la internacionalización, la teoría de recursos y capacidades aplicada en el contexto internacional, la teoría de redes y el enfoque de contingencia con respecto a la estrategia de marketing internacional. Para la realización de esta tesis se emplearon tanto la metodología cualitativa (Capítulo 1) así como la cuantitativa (Capítulos 2 y 3). Mediante el empleo de la metodología cualitativa, basada en estudios de caso, se logró una profunda comprensión del proceso de internacionalización de las PYMES Españolas. Por consiguiente, se ha desarrollado un cuestionario estructurado con el propósito llevar a cabo el estudio cuantitativo.
Los datos fueron recogidos a través de una encuesta en línea dirigida a los directivos a cargo de la actividad exportadora de las PYMES Españolas. Para el tratamiento empírico de los datos recolectados se empleó tanto el análisis univariante como multivariante, empleando el Paquete Estadístico para las Ciencias Sociales (SPSS) y los Modelos de Ecuaciones Estructurales (SEM) - Análisis de Estructuras de Momento.
Los resultados muestran que, coincidiendo con la teoría de recursos y capacidades, el papel del directivo, en particular su orientación internacional, parece ser crucial para la actividad exportadora de las PYMEs. Sin embargo, la influencia de ciertas características y percepciones de los directivos parece ser más importante según la fase del proceso de internacionalización en la cual se encuentra la empresa o tener un impacto mayor en algunos indicadores relacionados al rendimiento exportador. Los resultados también revelan la existencia de una relación positiva entre el rendimiento exportador objetivo (la intensidad exportadora y el número de mercados y zonas de exportación) y el rendimiento exportador subjetivo (satisfacción del directivo con la posición de exportación, la rentabilidad de la actividad exportadora y el acceso a nuevos mercados), relación que no había sido abordada previamente en la literatura. Por otra parte, los resultados empíricos muestran que el éxito en la actividad exportadora puede lograrse mediante el empleo de una estrategia genérica de marketing internacional más estandarizada o bien una estrategia más localizada. La estandardización y la adaptación no deben considerarse, por sí solos, como estrategias puras, sino que deben entenderse desde la perspectiva de la contingencia la cual sugiere la presencia de un equilibrio entre la estandardización y la adaptación de la estrategia de marketing internacional, cuya interacción daría lugar a mejores resultados de exportación. Este estudio identificó tres variables contingentes tanto internas como externas, más concretamente el tamaño de la empresa, la intensidad tecnológica de la industria y los factores del entorno que moderan la relación establecida entre la estrategia genérica de marketing internacional y el rendimiento exportador, medido de forma objetiva y subjetiva.
En cuanto a las implicaciones para los empresarios, los directivos deben ser conscientes de que actualmente, debido al rápido desarrollo tecnológico junto con la eliminación de numerosas barreras comerciales, la entrada en mercados extranjeros no es tan arriesgada como solía ser en el pasado, mientras que representa una alternativa viable para el crecimiento de la empresa y la búsqueda de mayores beneficios. El papel fundamental en la mejora del rendimiento exportador objetivo está directamente relacionado con el conocimiento de lenguas extranjeras y de negocios internacionales del directivo, junto con el firme compromiso de la empresa con la actividad exportadora. Por lo tanto, los principales esfuerzos deben dirigirse hacia la adquisición de estas habilidades, así como dedicar más recursos a las operaciones de exportación, de forma sistemática y organizada. Por consiguiente, los esfuerzos en términos de política también deben enfocarse a mejorar la orientación internacional de los directivos con el fin de llevar a buen término la formulación y puesta en práctica de estrategias de internacionalización.
Como líneas de investigación futura sería interesante replicar estudios similares en otros contextos geográficos, de esta manera los resultados de esta tesis podrían ser generalizados a distintos entornos. Además, sería aconsejable llevar a cabo un análisis longitudinal, a la vez que se recomienda considerar variables compuestas como, por ejemplo, el grado de orientación internacional del directivo, la estandardización y la adaptación de la estrategia de marketing internacional o el rendimiento exportador. De esta forma, estas variables multidimensionales podrían ser analizadas desde una perspectiva temporal, lo que permitiría llevar a cabo una investigación de relaciones causa-efecto.
The present dissertation aims to contribute to the international business and marketing literature by shedding light on the export behaviour and performance of small and medium enterprises (SMEs), in the Spanish geographical context, which represents one of the European settings characterised by high SMEs density and workforce employed by these enterprises. Spain's economic growth is vastly dependent on the results of the export activity. In spite of their relevance, there is a scarcity of research in the SME export centred literature, within the Spanish context, thus it becomes apparent that more investigations should be carried out in this particular setting.
In this sense, the present study identifies and proposes for further analysis the following topics of increased importance for SMEs' export activity and performance: 1) The role played by managerial characteristics and perceptions in determining export involvement and expansion; 2) The influence the internal and external determinants have on objective export performance and satisfaction with export performance and the potential impact of certain dimensions of export performance on other export performance dimensions; 3) The influence the standardisation/adaptation of the overall international marketing strategy has on objective export performance and satisfaction with export performance, simultaneously investigating how this relationship is moderated by certain internal and external determinants.
Theoretical support is provided by several approaches: the gradualist approach to the internationalisation phenomenon, the Resource Based View (RBV) applied in the international context, the network theory and the contingency approach to the international marketing strategy. Both qualitative (Chapter 1) and quantitative (Chapter 2 and 3) methodologies have been combined for the completion of this dissertation. By employing the qualitative methodology based on in-depth case studies profound understanding of the internationalisation process in Spanish SMEs was gained. Consequently, a structured questionnaire was developed for further carrying out the quantitative study.
Data was collected through an online survey addressed to the decision maker in charge of the export activity in Spanish SMEs. For empirically treating the quantitative data univariate and multivariate analysis with the Statistical Package for the Social Sciences (SPSS) and Structural Equation Modelling (SEM) - Analysis of Moment Structures (AMOS) were performed.
The results show that, concurring with the RBV, decision maker's role, particularly his/her international outlook appears to be crucial for SME's export activity. Nevertheless, the influence of certain managerial characteristics and perceptions seems to be more prominent according to the internationalisation stage or to have a stronger impact on some export performance indicators. The findings also reveal the existence of a positive relationship between the objective export performance (export intensity and the number of export markets and zones) and the subjective export performance (managerial satisfaction with export position, export profitability and new market entry), relationship that to the best of our knowledge has not been explored before. Moreover, the empirical results display that successful export performance could be achieved by employing either a more standardised or a more adapted overall level of the international marketing strategy. Standardisation and adaptation should not be considered, in isolation, as pure strategies, but rather should be understood from a contingency perspective which suggests a balance between the standardisation and the adaptation of international marketing strategy would lead to increased export performance. This study identified three internal and external contingent variables, namely the size of the firm, the technological intensity of the industry and the environmental factors, that moderate the relation established between the overall international marketing strategy and export performance, measured both in an objective and a subjective manner.
Regarding the implications for practitioners, decision makers should be aware that, presently, due to rapid technological development along with the removal of various trade barriers, entering overseas markets is not bearing as much risk as it used to in the past, while representing a viable alternative for firm's growth and pursuit of higher profits. The fundamental role in improving objective export performance is played by their own foreign language skills, international business knowledge and firm's commitment to exporting, hence efforts should be directed towards acquiring these abilities as well as devoting resources to the export operations, in a systematic and organised manner. Therefore, policy initiatives should also aim at enhancing the development of decision maker's international outlook with a view to successfully formulating and putting into practice internationalisation strategies.
As future research directions it would be interesting to replicate similar studies in distinct geographical contexts, so the results could be generalised to larger populations. Longitudinal analysis should also be conducted, thus complex constructs such as the degree of international orientation of the decision maker, the standardisation/adaptation of the international marketing strategy or the export performance could be analysed from a time-based perspective, allowing for the investigation of composite cause-effect relationships.

This dissertation aims to present an integrated approach to measuring and linking the variables involved in the 'export marketing standardisation-export performance' phenomenon. Drawing on the literature and primary data (exploratory study, main survey and follow-up interviews), twenty-three hypotheses are developed, simultaneously tested and discussed. Due to the magnitude of the valid sample (519 export market ventures), it was possible to use Confirmatory Factor Analysis (CFA) and Structural Equation Modelling (SEM) with Weighted Least Squares (WLS) (Curran et al., 1996). At the measurement level, this thesis tests previous measures and presents new constructs for the key elements discussed in the literature. Fourteen constructs emerged across the following topics: degree of marketing programme standardisation, export performance, and internal and external forces. At the causality level, this research study suggests that both export marketing standardisation and export performance are simultaneously affected by internal and external forces. These simultaneous relationships have never been incorporated by past empirical research. More importantly, findings suggest that past performance plays a crucial role in the determination of current export marketing strategy. Export performance must be seen not only as an outcome, as traditionally discussed in the literature, but also as an antecedent of export marketing strategy. Future investigations are encouraged to incorporate these new research directions in the study of the 'export marketing strategy — export performance' relationship. Additional guidelines are provided to stimulate future discussion and research in the field. The literature and the findings are also used to generate a number of implications for managers and public policy makers.

Export marketing support services offered by the government and other agencies, particularly in developing countries, seem well-suited to exporting firms for their involvement in foreign markets. The effects of governmental export marketing support on firms' exporting activity is found a limited researched issue in international marketing, particularly the measurement of the effects of export promotion programmes (EPPs). Such programmes specifically are directed at assisting exporters' export market entry. The study addresses the role and effectiveness of export marketing support as the acquisition of such support is influenced by management's orientation and information search and use behaviour (Reid, 1984; Katiskeas and Piercy, 1993). The analysis involves:;1- A comparison of the sample groups of programmes' users (UEP) and programmes' non-users (NUEP). 2- A detailed investigation of the export promotion programmes (EPPs) in export market entry. Overall, the thesis findings suggest that certain behavioural differences exist between firms using export promotion programmes (EPPs) in their export market entry and the firms not using EPPs. But no difference was found as far as export performance of both sample groups is concerned. However, users of programmes seem more organised and proactive in export marketing activity. Measurement of the effectiveness of export promotion programmes (EPPs), however, appears complicated by a variety of factors which could not be clearly attributed to the use of EPPs. Such programmes are seen as having a lasting effect on the exporting firms' export market involvement. Although the role of export promotion programmes must be seen as complementary to firms' export marketing efforts in general, these are accorded importance in export market entry.

This study investigates the foreign market entry decision of multinational firms from three theoretical perspectives--namely transaction cost/internalization, competitive strategy and organizational capability. It is argued that each perspective primarily focuses on a different level of analysis--the firm or division, the transaction and the organizational unit respectively. The final decision regarding the means of foreign market entry is a choice made after considering these three forces simultaneously. The study contributes by developing an understanding of the role of organizational capability in the mode of entry decision. It further enriches theory through developing some of the interrelationships between the three perspectives.
The empirical research was conducted through a field study and a cross-sectional questionnaire survey sent to multinational firms with headquarters in Europe and North America. The results suggest that competitive strategy and organizational capability perspectives are most significant in determining the choice of entry mode. The transaction cost perspective does not appear to be significant.
One broad implication for managers is the importance of both analyzing the characteristics of the chosen product-market and critically examining the firm's capabilities in order to focus on what it does best, build upon it and, where necessary, complement this through collaboration with others.

Bibliography: leaves 330-342.
In 1985, the writer joined the Department of Trade and Industry (DTI) as an export trade advisor in the Western Cape Regional Office. The function of this position is to encourage companies to export and to assist companies registered as exporters with their export endeavours. In this capacity, the writer came into contact with more than 1,000 companies covering a wide range of products, problems, attitudes and situations. It became apparent to the writer that a large number of these companies lacked a marketing orientation in their export activities. There also appeared to be a poor success rate among these exporters in that probably as many as half of the number of registered exporters never achieved any export sales and of the remaining exporters only a few obtained substantial, ongoing and profitable sales abroad. The writer believed that if these companies approached their export activities in a more marketing orientated fashion, their success rate would be significantly improved. This begged the question as to whether a relationship actually exists between export marketing orientation and export success. It is the abovementioned relationship that this study primarily addresses. It was decided to keep the scope of this study confined to manufacturing companies in the Western Cape registered as exporters with the DTI.

This study evaluates the performance of the export marketing strategy for Malaysian palm oil over the period 1980-90, with emphasis on the promotion of this commodity in a large number of importing countries world-wide. The analysis of global data indicates that over this period the average per capita consumption level of oils and fats grew from 13.4 to 15.1 kg/hd, led by soybean oil and followed by palm, rape seed, and coconut oils, tallow and butter. However, the per capita consumption trend of soybean and coconut oils is declining, while there is a positive trend for rapeseed and palm oils, tallow and butter. Regression analysis using 1990 cross-sectional data based on 92 importing countries indicates that there is a significant positive and inelastic income response in per capita consumption of oils and fats, but that the income elasticity of consumption for animal fats is higher than that for vegetable oils. The relationship between per capita consumption of oils and fats types with price was found to be negative. The only significant relationship between per capita consumption of oil types and price is with palm oil. Between 1982 and 1990, vegetable oils accounted for 78 per cent of world trade in oils and fats, led by palm, soybean, rapeseed and sunflower oils. Malaysian palm oil accounted for 21 per cent of the total oils and fats trade in 1982-90. Based on market share analysis, the export gains for Malaysian palm oil came mainly from the general expansion of demand for oils and fats, particularly in developing countries, and to the lesser extent from the market reorientation and competitiveness effects. The contribution of promotional efforts was evaluated using import demand and promotion model for Malaysian palm oil. Promotional efforts were measured by estimated costs of overseas trips and familiarisation programmes, and a binary variable for ministerial visits.

As export competition becomes more intense and export success vital for survival (Katsikeas, 1994), so the effective processing and use of information regarding the international environment becomes a critical prerequisite for gaining competitive advantage (Leonidou and Theodosiou, 2004). Symbolic use of information is one type of information use, which although relatively underexplored to date, may be the most prevalent form of information use within organisations – especially in an export setting (Beyer and Trice, 1982). Symbolic use occurs when information is used for purposes other than the ones which led to its collection (Menon and Varadarajan, 1992). Symbolic use of information has been conceptualised as a multi-dimensional construct encompassing various dimensions (Vyas and Souchon, 2003). Examples include “exporters that engage in distorting market research findings, taking conclusions out of context, disclosing only the findings that confirm an executive‟s predetermined position or consciously ignoring information” (Toften and Olsen, 2004, p. 106). Symbolic use can also legitimate decisions reached on the basis of intuition or managerial assumptions (Vyas and Souchon, 2003). Although conceptual propositions of the potential relationship between each of the symbolic use dimensions and performance exist (Vyas and Souchon 2003), no empirical research has yet been undertaken. As a result, little is known about how and why symbolic use of export information may affect export performance, and under what circumstances. Furthermore, reliable and valid measures for each one of the symbolic use dimensions are absent in the literature. The purpose of this thesis is to fill in these research gaps. In so doing, a combination of both qualitative and quantitative methods is employed. The exploratory phase takes the form of in depth interviews with export decision makers in the UK. The data collected in this exploratory phase are analysed through the use of within-case and cross-case displays as per Miles and Huberman (1994) and are used not just for hypothesis development, but also to identify potential outcomes of using information symbolically in specific ways and to create pools of items for the development of measures of symbolic use. (Continues...).

Background

International trade has dramatically increased during the last half of the 20th century and it is now of significant importance to most eco-nomies. International trade is especially crucial to countries such as Sweden, with a small domestic market. It has been said that a com-pany needs to have a committed management, as well as a strategy for it’s export and it’s marketing to reach long-term success. Never-theless, companies sometimes use a “strategy of least involvement”, leaving the international marketing strategy decisions in the hands of foreign agents and distributors.

Purpose

The purpose with this thesis is to investigate how the export and marketing strategies have been developed and implemented by suc-cessful Swedish export companies.

Method

Winners of the Export-Hermes Prize and Stora Exportpriset have been used as a sample of successful export companies. Qualitative semi-structured interviews with four of them were conducted to col-lect the empirical data.

Conclusion

The export companies in this study showed great differences con-cerning their original export ambitions, the methods they used to se-lect foreign markets, the modes that they used to enter new markets and the pace in which the international expansions were carried out. There were however strong similarities between the successful ex-port companies in other areas. All four companies had owners and top management who had been, and in most cases still were, highly involved and driving forces in the export activities. The companies also shared a belief in working with clear goals and having a strict control over subsidiaries and intermediaries. The authors are of the opinion that this control and monitoring are crucial for the success of the implementation of the export and marketing strategies.

Greek export competitiveness has decreased continuously during the last decade and the external trade deficit grew to more than €20 billion in 2000. A major factor contributing to this trend is the lack of appropriate export marketing strategies. This thesis examines export marketing strategies of firms in the Greek food and beverage industry which are some of the most dynamic in Greece and contributed 20% to both total output and to total export earnings in 2000. Moreover, this sector is of wider interest because Greece is a member of the European Union and is at a similar stage of development as some other members such as Portugal and Ireland, which have similar structural characteristics and exporting contingencies. The aim of the thesis is to identify the nature of interdependencies at the firm level between internal and external environment, export marketing strategy, and export performance in the Greek food and beverage industry. In addition, the thesis aims to identify marketing practices that firms in this sector could use to improve export performance and competitiveness. It also seeks to provide insights for government policy makers to improve the competitive position of Greek exporters in general. The research employs a novel approach by integrating the research techniques of qualitative in-depth interviews, and quantitative multivariate analysis of exploratory factor analysis and structural equation modelling. The advantage of this integrated approach is that the qualitative analysis ensures data quality while the quantitative analysis provides results that can be tested statistically. Using exploratory factor analysis we examme five constructs - export stimulus, export problems, competitive advantages, information sources, and entrepreneurial orientation - that influence decisions concerning export marketing strategy and the ultimate export performance. These constructs and other, including firm size, export experience, and management characteristics, are then integrated into a structural equation model to reveal the type, direction and magnitude of their interdependencies. Results show that the model has good fit with the marketing strategy related variables, especially the export marketing mix and entrepreneurial orientation, the internal environment, especially management competencies and competitive advantage, and the external environment, especially export market attractiveness and trade barriers, affecting export marketing performance. An optimal export marketing strategy is then developed which can be compared with each firm's current strategy and firm-specific recommendations follow. A key conclusion is that export marketing assistance provided by the Greek government is ineffective for reasons such as inadequate provision of information and poor generic national export promotion.

This thesis is concerned primarily with the export marketing performance of the Northern Ireland seed potato industry. The Industry has shown a dramatic decline in exports over the past twenty years, and this thesis proposes strategies aimed at regaining, and maintaining, a competitive advantage for the industry in world markets. A comparative analysis is conducted of the strategic and organisational export capabilities of the Northern Ireland industry and its main competitors. In addition, an analysis of the requirements of major world seed potato markets is undertaken. Academically, the thesis aims to apply the principles of export marketing to a traditionally managed sector of agriculture. As such, it is hoped that the thesis makes a useful contribution to the literature on agricultural marketing and export marketing. Major academic themes explored in the thesis include - Globalisation versus 'customisation' - New product development strategy and export success - Product-life-cycle analysis and product-enhancement strategies - Export promotional strategies - The utility of horizontal and marketing performances - 'Market spreading' versus 'key market concentration' vertical integration in enhancing - Centrality or peripherality of the export function The central hypothesis explored in the thesis is that in an agricultural industry, such as a seed potato one, where production is fragmented over a. large number of small production units, then a necessary prerequisite to successful strategic exporting is the existence of an appropriate organisational structure to carry out the strategic tasks. This hypothesis is confirmed by the findings of the research. As the product and service requirements of world seed potato markets have changed over the years, and are becoming more sophisticated, the Northern Ireland industry has been unable to adopt an appropriate customisation strategy in response. This is due to the inhibiting effect of an inappropriate organisational structure within the industry. By way of contrast, industries which have developed considerably by responding to changing market requirements (such as the Netherlands, France and Scotland) are characterised by a strongly integrated organisational structure (both horizontal and vertical). In all these countries this has largely been achieved by the development of marketing co-operatives. In seeking to propose export marketing strategies for the Northern Ireland industry therfore, a necessary prerequisite is to establish an appropriately integrated organisational system within the industry. As the seed potato marketing co-operative Expotato Limited has already begun to introduce a horizontally and vertically intergrated discipline into the Northern Ireland industry, it is suggested that this co-operative should be further developed as a catalyst for positive organisational and strategic development of the industry ...[cont.].

Mestrado em Gestão e Estratégia Industrial
A literatura de sustentabilidade reconhece a necessidade de as empresas adaptarem as suas práticas e procedimentos na esfera ambiental, de forma a responder às tensões que se têm verificado um pouco por todo o mundo. A enorme pressão no que toca a normas e procedimentos ambientais limita as operações das empresas, o que as estimula na adoção de práticas verdes e consequentemente na adoção de recursos e capacidades ambientais. Neste sentido, no que diz respeito a eco-friendly export marketing strategy, a literatura refere que as empresas que exportam se tornam mais rapidamente amigas do ambiente do que as que atuam apenas em mercados nacionais, devido às diferentes exigências a nível ambiental dos países importadores. O presente estudo pretende investigar a relação entre a market-oriented environmental sustainability e os green export-related resources e capabilities. Avaliar o impacto que estes recursos e capacidades têm na eco-friendly export marketing strategy, assim como o efeito desta estratégia no desempenho das exportações é também um dos objetivos do presente estudo. Para testar o modelo conceptual foram utilizados dados correspondentes a 241 respostas a um questionário obtido através de empresas exportadoras portuguesas de manufatura. Os resultados obtidos, revelam uma influência positiva da market-oriented environmental sustainability sobre os green export-related resources e capabilities. As green export-related capabilities afetam positivamente a eco-friendly export marketing strategy, sendo que os green export-related resources não têm um efeito direto significativo sobre esta. A eco-friendly export marketing strategy tem uma influência positiva no export performance.
The sustainability literature recognizes the need for companies to adapt their practices and procedures in the environmental sphere, in order to respond to the tensions that have been felt all over the world. The enormous pressure on environmental standards and procedures limits the operations of companies, which accelerates them in the adoption of green practices and consequently in the adoption of environmental resources and capabilities. In this sense, with regard to eco-friendly export marketing strategy, the literature indicates that the companies that export become more environmentally friendly than those that operate only in national markets, due to the different environmental requirements of importing countries. The present study aims to investigate a relation of environmental sustainability oriented to the market under the green export resources and the export-related capabilities related to the export, and the impact that these resources and capabilities will have on the Eco-friendly export marketing strategy. The proposed conceptual model also evaluates the influence of the eco-friendly export marketing strategy on the companies export performance. To test the conceptual model, was used data corresponding to 241 responses to a questionnaire obtained by Portuguese exporting manufacturing companies. The results reveal a positive influence of market-oriented environmental sustainability about the features and capabilities dedicated to export. Capabilities positively affect the eco-friendly export marketing strategy, and resources do not have a significant direct effect on it. Eco-Friendly export marketing strategy has a positive influence on export performance.
info:eu-repo/semantics/publishedVersion

For the past three decades, export manufacturing has played an important role in Thailand's economic success. Among the exporters, the Small and Medium Enterprises (SMEs) have increasingly taken part. As a result, export performance at both micro and macro level has become of interest to academics, exporting firms, intermediaries and Thai government policy makers. Thus, extensive studies concerning determinants of export performance are reported in literature on export marketing. However, despite the significance of resources in implementing marketing strategies and performance, the Resource-Based View (RBV) has not been explicitly and fully explored in this literature. Moreover, the vital role of intermediary resources in export performance has been also largely ignored. Hence, the applicability of RBV should be examined to investigate the effects of firm resources and export intermediary resources on export performance. Similarly, marketing control, in spite of its importance, used by manufacturing exporters in relation to their intermediaries, has not been substantially explored. The availability of firm and export intermediary resources provides flexibility for manufacturing exporters in maintaining marketing control over their intermediaries, which in turn, influences export performance. Hence, the aim of the study is to investigate the applicability of RBV and marketing control theory in determining export performance. Moreover, in the export marketing literature, there are very few studies in developing countries, particularly in Southeast Asia: this study, therefore focusses on export performance of SMEs in an export-driven, developing economy, Thailand. During the course of its investigation, this study used the 'drop-in questionnaire' method of delivering and collecting the questionnaires in person with the purpose of enhancing responses from export managers. With respect to their individual export ventures, they were asked to provide answers regarding the availability of firm resources, their perception of the availability of export intermediary resources, and the use of marketing control mechanisms on export intermediaries. Preliminary data analysis used Exploratory Factor Analysis (EFA) and Confirmatory Factor Analysis (CFA) and was followed by the development of a structural model, which was then tested with AMOS 4.0 Package. ix The results from the above analyses substantiate the empirical link between resources, firm and export intermediary resources, and strategic export performance, and also between the availability of resources and the use of marketing controls. The findings show that production and marketing capabilities (firm resources) and good relationships and cooperation with exporters (export intermediary resources) have an important direct effect on export performance. Hence, the study confirms the applicability of RBV in export literature. The results also indicate that firm's marketing capabilities, export intermediary's relationship and cooperation, and knowledge and experience, influence the use of marketing control, thereby supporting the hypotheses that the availability of firm and export intermediary resources facilitates the use of marketing control.

The first chapter discusses the EU Regional policy. The second chapter deals with practical implementation of Structural Funds support in the Czech Republic. Chapter 3 sums up tools used to support export from EU Structural Funds in the Czech Republic. Chapter 4 concentrates on recent state export support in the Czech Republic. The last chapter summarizes the results of my own research among aid beneficiaries from the Marketing programme.

Thesis (Ph.D.)--University of Adelaide, Dept. of Horticulture, Viticulture and Oenology, 1998.
Copy of author's previous publications inserted. Thesis (Ph.D.)--University of Adelaide, Dept. of Horticulture, Viticulture and Oenology, 1999? Bibliography: leaves 301-315.

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.

Dissertação de Mestrado em Negócios Internacionais apresentada à ESTG - Escola Superior de Tecnologia e Gestão do Instituto Politécnico de Leiria.
Why do some firms succeed in exporting while others do not? Export activities are a crucial area of international business but the drivers of superior export performance are not yet well understood. In this study, employing a sample of 52 Portuguese firms, we examine what are the distinctive resources and capabilities associated to superior export performance through the establishment of sustainable competitive advantages. Resource-based view supports the development of explicit hypothesis. Different combinations of export-related resources and capabilities are identified as source of cost, product and service-type advantages and how do these advantages impact economic, strategic and relational dimensions of export performance. The findings of this study have important implications for theory, managers and policymakers. Limitations of the study are considered, and future research directions are identified.

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.

This study draws on the resource-based, knowledge-based, complementary and dynamic marketing capability theories in order to understand the internal dimensions of dynamic marketing capability (DMC) as well as the applicability of DMC in the exporting process. Specifically, this thesis investigates the multi-level structure of DMC, and also explores the crucial role of DMC in implementing knowledge-based resources to better value offerings within adverse market conditions. This study develops an integrated conceptual model that shows how knowledge-based resources and knowledge management capabilities enhance export performance. This research has employed structural equation modeling to understand the causal relationships through information from 315 personal interview-based surveys of export-oriented manufacturing and IT service organisations in Bangladesh. The results reveal that the DMC is a multi-level higher-order reflective construct that consists of four higher-order marketing capabilities. The findings show that DMC mediates the exporter's international ambidexterity dimensions (i.e. market exploration and market exploitation) to improve export performance under the lens of unpredictable market conditions and aggressive competitive pressures. In particular, this research identifies that DMC is a knowledge management process through which internationalisation knowledge can be implemented to satisfy customers' demands in exporting environments. The findings provide fresh insights by showing that the development of DMC is a complex process and it is not an ordinary marketing capability. An exporting organisation should adjust its accumulated internationalisation knowledge and knowledge management marketing capabilities in order to mitigate threats of radical market changes and satisfy its customers' demands better than other major export competitors.

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.

This diploma theses executes an internal and external analysis of marketing strategies on Czech and international markets by company Jan Becher - Karlovarská Becherovka a.s. External analysis is assessed with respect to current economic downturn and evaluates alcohol market situation, competition and media markets. Latter internal analysis appraises company's standings on liqueur markets. This particulary includes analysis of market shares, pricing policy, distribution strategy and public perception. Final chapter follows up on the initiation and marketing strategy of a new product - Becherovka Lemond - on local and international markets.

Recent interest in international marketing studies focuses on a 'frontier' issue - entry mode strategy. There are two major different views about market entry strategy - internationalization and contingency. Both of them have more than one theoretical model. The major difference between these two views is whether the company can choose an optimal entry mode. This research explores this important issue of entry mode choice by focusing on Australian high value-added manufacturing companies entering the Chinese market. This is a contemporary issue with great importance to Australia and China because Australian high value-added manufacturing companies are the fastest growing exporters in Australia and the Chinese market is an emerging market with enormous market potential. Therefore, the research problem of this research is: RP: How do Australian high value-added manufacturing companies develop their entry mode strategies for the Chinese market? The research reviewed the literature relating to the parent discipline of entry mode strategy, and supports the transaction cost model in particular. This model of entry mode choice believes that entry mode choice is closely related to a host country's external environmental factors and internal factors of companies entering the market. Moreover, entry mode choice is directly decided by trade-offs of four critical constructs - risk, return, cost and control. From the literature review, this research tends to support the idea that an optimal entry mode may be chosen instead of adhering to the sequential stagesapproach of the internationalization process. Therefore, four research propositions were developed on the basis of these discussions. Research proposition 1 examined whether the proposed four critical constructs capture most of the considerations in the choice of entry mode. Research proposition 2 examined whether each type of entry mode can be charted on the above four constructs. Research proposition 3 examined various external environmental factors of the Chinese market and their impacts on Australian high value-added manufacturing companies' entry activities. Finally, research proposition 4 examined various internal factors of Australian high value added manufacturing companies and their impacts on entry activities of these companies. Data was collected by using the exploratory and explanatory case study methodology, with two pilot case studies carried out in Brisbane to refine the research protocol and procedures. Thirteen Australian high value-added manufacturing companies from five industry clusters operating in Beijing were examined in the major stage of data collection. Data was analyzed by using both case descriptions and cross-case analysis methods. The research findings showed the importance of those four critical constructs for entry mode choice. Moreover, relationship networks emerged as another critical consideration. Research findings for research propositions 3 and 4 also identified some important external and internal factors for entry mode choice. Therefore, on the basis of research findings about the research propositions, an entry mode strategic model was developed to meet the special needs of managers in Australian high value-added manufacturing companies to develop their entry mode strategy. Practical implications of this model were discussed in detail. Furthermore, the impacts of the findings of this research on the parent disciplines of entry mode choice were also examined. Further research should focus on Australian service companies and other areas of China to replicate the research findings of this research.

Prior to 1994 Japan limited its import of Australian mangoes through quarantine restrictions. However, because of the recent lifting of these restrictions, new opportunities for the export of Australian mangoes to Japan have emerged. Thus it is important for prospective mango exporters to have access to research in this area. To date, little research has been done on the opportunities for the export of mangoes to Japan. Such research would include looking at distribution channels in Japan for imported new fruit because these distribution channels have been regarded as the major obstacles to the success of foreign companies exporting to Japan (Shimaguchi & Lazer 1979; Czinkota 1985; Terstra & Sarathy 1991; Jain 1993; Keegan 1989). This thesis has focused on two areas: examining market opportunities for Australian mangoes in Japan and examining distribution channels for imported new fresh fruit in Japan. Therefore two research problems (RP) present themselves: RP I: What are the market opportunities for Australian mangoes in Japan, based on consumer research? RP 2: What distribution channels in Japan could be considered for Australian mangoes? For RP 1, the literature review in chapter 2 examined the Australian mango industry, the fresh fruit market in Japan, Japanese consumer preferences for fruit, change in the Japanese diet, marketing theory, and consumer research about mangoes in Australia. Gaps in the literature were then identified and three research issues (RI) developed: RI I: How do Japanese consumers view the taste and other characteristics of mangoes? RI 2: What are the factors affecting the popularisation of new and foreign fruit such as mangoes, in Japan? RI 3: What are the possible bases for segmentation of the market for new and foreign fruit such as mangoes, in Japan? Next, the literature related to the nature of a distribution channel system, the distribution system in Japan, and distribution channels available for fresh fruit in Japan was examined. Gaps in the literature were identified and two research issues relevant to RP 2 were developed: RI 4: What are the available distribution channels for imported new and foreign, fresh fruit? RI 5: What affects the choice of the distribution channel for imported new and foreign, fresh fruit? Data was collected using focus group methodology for RP 1 and case study methodology for RP 2. In Japan, four focus groups were conducted and four firms were interviewed. The research methodologies are discussed in chapter 3 while the data is analysed in chapter 4. The results of this research indicate that Japanese consumers view mangoes as foreign and new fruit. Therefore strategies for exporting this fruit could be different from those strategies for exporting fruit already familiar to the Japanese. At present, only a few studies relate to the export of new fruit to Japan. Therefore the major contribution of this research is to add to the existing literature in this area. In particular, this thesis makes several contributions for it contains: • the first consumer research done in Japan on mangoes; • arguably the first comprehensive exploration of consumer preferences in Japan for fresh fruit (table 5.2) and new fresh fruit (table 5.1); • arguably the first comprehensive model of new and foreign, fresh fruit distribution channels in Japan emphasising the first point of entry intermediaries (figure 4.2); • the first model for popularising new and foreign fruit (using mangoes as an example), in Japan (figure 5 .1); and • arguably the first investigation of bases for segmentation of a market for new and foreign fruit such as mangoes in Japan

This thesis pretends to determine the variables that have an influence on the export performance of Spanish companies in the fashion sector. To do so, a special attention has been paid to new marketing approaches, considering the trends related to relationship marketing and new technologies. The result is the EMSP model of internationalization.
Esta tesis pretende determinar las variables que afectan al rendimiento de las exportaciones en las empresas españolas del sector de la moda. Para ello, se ha prestado especial atención a los nuevos enfoques de marketing, considerando las tendencias asociadas al marketing relacional y a las nuevas tecnologías. El resultado es el modelo EMSP de internacionalización.

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.

In the dissertation from the holistic point of view are discussed export development peculiarities in the global area. The main aim of the dissertation is the expansion of the export development concept in consideration to the challenges of globalization. Therefore, peculiarities of internationalization and globalization processes and their connections in the context of export development are discussed; alternation of internationalization models under conditions of globalization is evaluated, highlighting integrated economic and social export development benefit. The export development mechanisms and instruments as well as their creation, adaptation and other aspects are analyzed and summarized. Moreover, world’s and especially Finland’s innovative experience in this area in the global context is emphasized. Based on analysis and synthesis of scientific literature theoretical integrated export development trajectories model was developed by the author. The main aim of the research is to prepare the integrated export development directions model with the focus on its applicability to Lithuania’s export development possibilities improvement in the context of current state of globalization. Through the use of the summarized results from the Lithuanian SME’s empirical research, discovering main suppressive reasons for export development, and expert research, evaluating Lithuanian export promotion current state and perspectives, the current Lithuanian export promotion activities... [to full text]
Disertacijoje holistiniu požiūriu nagrinėjami eksporto plėtros ypatumai globalioje erdvėje. Pagrindinis darbo tikslas - eksporto plėtros koncepcijos išplėtimas įvertinant globalizacijos iššūkius. Disertacijoje įvairiais aspektais atskleisti internacionalizacijos ir globalizacijos procesų ypatumai ir jų sąsajos, bei teikiamos naujos galimybės eksporto plėtrai; įvertinama internacionalizacijos modelių kaita globalizacijos sąlygomis, išryškinamos integruotos ekonomines ir socialines eksporto plėtros naudos. Disertacijoje atskleista eksporto plėtros instrumentų panaudojimo esmė bei pagrįsti alternatyvių eksporto plėtros ir skatinimo priemonių pasirinkimai ir išanalizuotas empirinis jų panaudojimo ištyrimo lygis pasinaudojant pažangia pasaulio ir ypač Suomijos patirtimi. Remiantis mokslinės literatūros analize ir sinteze sukurtas integruotos eksporto plėtros trajektorijų modelis. Pagrindinis tyrimo tikslas - parengti Lietuvos integruotos eksporto plėtros krypčių modelį šiuolaikinėmis globalizacijos sąlygomis. Darbe atliktas empirinis Lietuvos SVV įmonių tyrimas, kurio metu atskleistos eksporto plėtrą stabdančios priežastys, ekspertinio tyrimo metu atliktas Lietuvos eksporto skatinimo būklės ir perspektyvų vertinimas. Apibendrinti tyrimų rezultatai leido įvertinti Lietuvos eksporto skatinimo veiklos transformavimo motyvus, numatyti integruotos eksporto plėtros būdų tobulinimo sritis ir priemones, skatinančias SVV įmonių eksporto apimčių augimą.

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.