Export Customers Research Articles

How to successfully adapt distribution strategy in exporting? The moderating effects of commitment and responsiveness

PurposeDrawing on the resource-based view, this study examines the effect of distribution adaptation on export performance. The study also examines the moderating role of responsiveness and commitment. Two distinct factors for commitment (i.e. managerial export commitment and financial export commitment) and two distinct factors for responsiveness (i.e. export customer responsiveness and export competitor responsiveness) are considered as moderators in the relationship between distribution adaptation and export performance.Design/methodology/approachUsing a Spanish governmental database of exporting firms, this study collected data from 208 firms to run the analysis.FindingsThe results indicate that distribution adaptation has a positive impact on export performance. Findings also support the moderating roles of the two types of commitment and the two types of responsiveness. Managerial export commitment positively moderates the relationship, whereas financial export commitment plays a negative moderating role. Both export customer responsiveness and export competitor responsiveness have a positive moderating impact.Originality/valueTo consider distribution adaptation as a distinct variable rather than mixing it with other elements of the marketing mix. This distinction facilitates a clearer comprehension of its unique contribution to export performance. Two distinct factors for commitment and two distinct factors for responsiveness are considered. This approach offers a more detailed analysis of how the different aspects of commitment and responsiveness moderate this relationship.

Exploring Exporting Firms’ Adaptability and Competitiveness Configurations in Relation to Export Customer Satisfaction in COVID-19 Times

Exploring Exporting Firms’ Adaptability and Competitiveness Configurations in Relation to Export Customer Satisfaction in COVID-19 Times

Investigating the effect of market intelligence activity on the sales strategy and export performance of the study: companies exporting petrochemical products in Shiraz

The purpose of this study is the interaction between market intelligence activities and sales strategy on export performance. The current research is of an applied type and because it investigated and analyzed the current situation, the method used in this research is a descriptive survey. According to the statistical population of the research, 57 companies export petrochemical products according to the information of the Petrochemical Products Exporters Union in Shiraz, the sample size is 170 managers and senior experts, a simple random sampling method was used and the question The letter was distributed among these people. Library and internet sources including books, articles and case studies were used to collect data related to theoretical foundations and extract primary factors and indicators. In inferential statistics, after checking the reliability and validity of the questionnaire, the normality of the data was checked using Kolmogorov Smirnov, and then the assumptions were checked using structural equation modelling test and lisrel software. Based on the obtained results, all hypotheses were accepted. The results of the structural equation model showed that the dissemination of export market information on the performance of the export market, considering the mediating role of prioritizing and targeting the export customer, has the greatest impact with a value of 74%.

Customer relationship management and brand image: Empirical evidence from marine export company in Indonesia

This research aimed to analyze the direct and indirect influence of customer relationship management and brand image on customer loyalty in the marine export department of DSV Transport Indonesia through customer satisfaction. Customer Relationship Management in goods delivery was one of the essential variables to improve company service to satisfy its customers and impact their loyalty. Research with a quantitative approach uses the Path Analysis statistical tool. This research used quantitative methods with a sample of 199 companies. The key findings of this research stated that customer relationship management has a negative and insignificant effect on the satisfaction and loyalty of marine export customers of DSV Transport Indonesia. Thus, the changes occurring in the application of Customer Relationship Management in marine exports would not affect the satisfaction and loyalty of marine export customers of DSV Transport Indonesia. Based on the results of this research, it was stated that customer satisfaction was indirectly able to function as a mediator or mediate the indirect influence of Customer Relationship Management and brand image on the customer loyalty to marine exports of DSV Transport Indonesia.

Robotics Process Automation (RPA) And The Import/Export Customs Declaration Process

RPA (Robotics Process Automation) technology, which automatically handles repetitive tasks without human intervention, is attracting attention in many fields. Many companies have introduced RPA systems into their daily operations, which has had a significant positive impact on costs, process accuracy, reliability, and error minimization. RPA systems are more effective for companies with many standardized and repetitive business processes. The process of international import and export must go through customs procedures according to the customs laws of each country, and in this process, a lot of paperwork and computer input are required. Since import and export customs procedures are standardized and repetitive, positive effects such as maximization of work efficiency and improvement in import and export processing speed are expected when RPA is introduced into import and export customs clearance. In this study, interviews were conducted with trading companies and Korean customs brokers who have introduced or are planning to introduce the RPA system in order to analyse the effects that can be obtained by introducing the RPA system in import and export customs procedures. As a result of the study, implications such as the disadvantages of optical character recognition (OCR) and high initial development and operating costs were suggested. import, export, customs clearance, robotics process automation, customs attorney, optical character recognition, RPA

When does export customer responsiveness strategy contribute to export market competitive advantage?

PurposeThe purpose of this study is to explore the nature of the relationship between export customer responsiveness and export growth.Design/methodology/approachThe study uses primary data obtained by questioning over 200 exporting firms. The model constructed predicts the export growth of those firms with export customer responsiveness data, together with a variety of moderator and control variables. The model is assessed using multiple regression.FindingsExporters with higher levels of export customer responsiveness often have higher export sales growth rates than those with lower levels of export customer responsiveness, but not always. For some firms, the opposite is true, such that those with lower levels of export customer responsiveness outperform those with higher levels.Originality/valueThe study is the first to provide export decision-makers with empirically grounded recommendations regarding (1) when it is advisable to have high export customer responsiveness levels and (2) those situations when firms may benefit from having lower export customer responsiveness levels.

A Study on Activation Measures of Export Customs Clearance Service for Cross-border B2C E-commerce

A Study on Activation Measures of Export Customs Clearance Service for Cross-border B2C E-commerce

A Study on Activation Measures of Export Customs Clearance Service for Cross-border B2C E-commerce

Purpose - This study aims to present improvement measures to promote the use of export customs clearance services by e-commerce companies. We would like to propose a reorganization plan from a new perspective to suit the characteristics of cross-border B2C e-commerce. Design/Methodology/Approach - Based on the literature review, this study focused on deriving implications by comparing and analyzing literature review such as e-commerce export customs clearance system, e-commerce research papers, statistical analysis of export statistics, and e-commerce customs procedures in major countries. Findings - As a result of the study, it is necessary to prepare export customs clearance regulations specialized for e-commerce, develop systems, and provide portal services to revitalize cross-border e-commerce export customs clearance services. Research Implication - The study found that cross-border B2C e-commerce customs clearance systems, IT Infrastructure, and organizations need to be completely reorganized to suit the characteristics of e-commerce. Therefore, it is original to present a new perspective in order to activate the e-commerce export customs clearance service.

Multi-factor analysis and operation optimization for the imple-mentation of foreign economic activity AT an industrial enterprise

The paper is devoted to the urgent problem of increasing the efficiency of foreign economic activity of enterprises of the metallurgical and machine-building industries. To increase the economic efficiency of industrial enterprises functioning in the process of implementing foreign economic activity, the paper proposes an algorithm for multivariate analysis, including the procedure for optimizing the system of interaction between an enterprise and customs authorities. When developing and testing the algorithm, customs operations are considered as critical links that determine the increase of the enterprise foreign economic activity efficiency. The mathematical programming problems are formulated on the basis of the CCR model of the DEA (Data envelopment Analysis) method to carry out a multivariate analysis of the comparative efficiency of import and/or export customs operations. The relative efficiency estimates obtained from solving mathematical programming problems make it possible to identify ineffective or least effective export and import customs operations. Based on directed weighted graphs, the special procedures have been developed to optimize the following parameters of customs operations: time of customs operations, labor costs of the enterprise, financial costs associated with compliance with the established prohibitions and restrictions of foreign trade. The algorithm was tested on the example of an industrial enterprise in the metallurgical industry Arkonik SMZ, which carries out export operations for the sale of lid tape of its own production, as well as import operations for the supply of varnish, which is a necessary technological material to ensure the production process of the tape. The administrative and operational decisions made on the basis of comparative evaluations of the obtained optimization results make it possible to exclude ineffective customs operations of foreign economic activity of an industrial enterprise.

Economic and environmental assessment of biomass supply chain for design of transportation modes: strategic and tactical decisions point of view

Decision-makers face several challenges on transportation network as the main component of logistics management in the biomass supply chain (BSC). Transportation of biomass focuses on how and when to get raw materials, intermediate products, and finished goods from their respective origins to their destinations. Each supplier can implement strategic and tactical decisions to reduce costs and improve local and export customer service levels in a responsive, economic, and sustainable transportation network. In the process of quantifying economic and environmental sustainability, it is necessary to take into account the greenhouse gas emissions and cost resulting from the transportation of the biomass. This study focuses on the techno-economic and environmental assessment of BSC by considering three transportation modes that include truck, train, and barge. For this purpose, a simulation model is developed using AnyLogic software and tested on a case study in Malaysia. Results show that each type of transportation plays a vital role in designing a BSC transportation network to decrease the cost and GHG emissions. The results of this work would help the biomass industry stockholders and suppliers to define long, and short-term horizons to achieve a timely, cost-effective, and sustainable BSC transportation network.

The mediating role of product planning and development on the relationship between markets strategies and export performance

To ensure competition and survival of business, understanding the indicators or drivers of export performance is important. Based on the organizational learning theory and strategic fit theory, this study aims to test the influence of market exploration strategies (MERS) and market exploitation strategies (METS) on SMEs’ export strategic performance, export financial performance (EFP), and export customer performance (ECP). This study confirms the leading mediating role of product planning and development (PPD) in the effects of MERS and METS on export performance outcomes. The authors collected questionnaire data electronically from 122 experienced SMEs that conduct international transactions in Saudi Arabia. Results from the Analysis of Moment Structures indicate that MERS and METS positively influence export performance; PPD mediates the relationship between MERS and METS in export performance dimensions; and number of sales and ownerships are control variables that influence EFP and ECP, respectively. This study contributes to the literature and society by proposing a framework that addresses the direct and indirect relationships between export marketing strategies and PPD, and their effects on SMEs’ export performance.

Flexibility of dynamic blending with alternative routings combined with security stocks: a new approach in a mining supply chain

ABSTRACT In the OCP phosphate supply chain, source ores (SOs) are extracted according to a tactical extraction programme, constrained by geological conditions that constantly limit and modify the variety of available SOs. Then SOs are blended to get merchantable ores (MOs) respecting composition constraints and ordered by internal (phosphoric acid plant) or external (export) customers. The blending process is performed in a dry blending plant, possibly followed by treatments in a washing plant which modifies the SOs weights and compositions. The choice of alternative routings and blends depends on orders book and SOs availability in the dry blending area or present on mine. To improve the performance in meeting a rolling 4-weeks orders book, a quadratic model was created and implemented. It optimises jointly: (i) for each order, the routing and the SOs quantities used in the dry blending plant; (ii) the SOs quantities transferred from the mine; (iii) security stocks to face some unforeseen change in the MO book order, and the slight instability of the SO chemical composition that triggers a SO multiplication to be contained. The performance of the linearised model has led the relevant OCP site to develop and use an extended version of this model.

Європейський досвід здійснення процедур митного контролю та митного оформлення товарів, що перевозяться через митний кордон водними транспортними засобами

У статті досліджено європейський досвід здійснення процедур митного контролю та митного оформлення товарів, що перевозяться через митний кордон водними транспортними засобами. Проаналізовано основні нормативно-правові акти ЄС у досліджуваній сфері. Сформульовано принципи здійснення митного контролю на території ЄС. Визначено особливості здійснення митного оформлення товарів, що переміщуються водними транспортними засобами через митні кордони ЄС

MARKET ENTRY MODE: EVIDENCE FROM THE GOLDEN AGE OF HOLLYWOOD

I examine international market entry modal choice using novel data sources on the early years of the U.S. motion picture industry. These data detail how studios built out their international distribution networks and give unusual access to revenues generated across modes. Motion picture exporters used a variety of entry modes: exports, licensed agents, and offices. Studios opened offices in distant, large markets first and used these markets as platforms to build out their distribution network. This pattern indicates that directed search for export customers is important. Offices generated more total revenue than licensed agents. They allowed headquarters to monitor employees through strict control of financial assets, limiting the diversion of intellectual property. (JEL F14, F21, L22, L24, L82)

The empirical link between export dispersion and export performance: A contingency-based approach

Practitioners and scholars point out that firms are increasingly dispersing their capabilities across organizational functions. However, it is not clear whether all forms of dispersion, of any function, result in the same consequences. This study initiates investigation into the link between the cross-functional dispersion of influence on export marketing decisions (export dispersion) and export performance. Drawing on data from a sample of 225 UK exporters, the findings support the argument that active participation of non-export functions in export-marketing decisions affects export success. However, those performance consequences are dependent on internal and external contingencies. Export dispersion is beneficial for export performance when the export customer environment is more turbulent and, simultaneously, the export technological environment is more stable and the firm has lower levels of export information sharing. In all other scenarios examined in this study, greater levels of concentration of export decision-making (i.e. lower levels of export dispersion) appear to be more beneficial for export performance. Our findings imply that the management of the firm’s level of export dispersion is a complex task, whereby the degree of export dispersion pursued needs to match external environmental and internal firm factors.

An adaptive guidance meta-heuristic for the vehicle routing problem with splits and clustered backhauls

This paper presents the case study of an Italian carrier, Grendi Trasporti Marittimi, which provides freight transportation services by trucks and containers. Its trucks deliver container loads from a port to import customers and collect container loads from export customers to the same port. In this case study, all import customers in a route must be serviced before all export customers, each customer can be visited more than once and containers are never unloaded or reloaded from the truck chassis along any route. We model the problem using an Integer Linear Programming formulation and propose an Adaptive Guidance metaheuristic. Our extensive computational experiments show that the adaptive guidance algorithm is capable of determining good-quality solutions in many instances of practical or potential interest for the carrier within 10 min of computing time, whereas the mathematical formulation often fails to provide the first feasible solution within 3 h of computing time.

Trade costs and exportation: A comparison between enterprises in Southeast Asia and Latin America

This paper investigates the impact of trade costs (export customs clearance, subjective assessment of trade obstacles, and input inventory) on the export propensity and intensity of enterprises in Southeast Asia (SEA) and Latin America (LA) using World Bank's enterprise surveys. The results demonstrate that obstacles to trade do not significantly affect export intensity in exporting enterprises. An international comparison between SEA and LA shows that the unfavorable conditions that export-intensive enterprises suffer in LA discourage enterprises' integration into international production networks. Export-intensive enterprises in LA suffer from the burdens of input inventory and customs clearance for exports.

The Effect of Intangible Resources and Competitive Strategies on the Export Performance of Small and Medium Sized Enterprises

This paper provides an explanation for export process and perceived export performance of Small and Medium Sized Enterprises (SMEs) from Resource-Based View (RBV) which is an important, emerging theory of firm heterogeneity. Following the philosophy of RBV, the author has developed a research model explaining how SMEs improve their Perceived Export Performance (PER) via the integrated application of firms’ Intangible Resources (IR) and Competitive Export Strategies (CES) where both IR and CES are assumed to be most effective means of improving PER. To explore their effects on PER, a mail survey was conducted with 1415 companies from Metal, Textile, Chemical and Furniture industry from Turkey. And 271 responses have been received for further analysis. Regression and Correlation analysis were used to test the hypotheses and to reach the final relationship equation. The results indicated that there is a positive relationship between all IR, CES and PER. We found that combination of IR and CES make more contribution than individual IR and CES on PER. Also our results showed that combination of competitive export strategies makes more contribution than individual strategies on export performance. Additionally, it is found that the effect of IR makes more contribution than CES on PER. In the final model equation the biggest contributions on PER comes from “Export Committed Experience” and “Export Customer Orientation” variables. And the contribution of “Quality Focus” comes out to be nagative in the final equation. This paper has important contributions to the literature as it brings an additional step for the theory development on the export process of SMEs. Additionally it is very helpful for the SMEs which are looking for better export results; they should pay particular attention on developing these intangible resources to reach desired export performance. Also, the results will provide useful hints for government export offices, which are encouraging their SMEs to involve in international business.

Sticky prices or economically-linked economies: The case of forecasting the Chinese stock market

We explore whether economic links via trade affect aggregate Chinese stock market returns. We find that market return indices from countries that China net imports from can forecast the Chinese aggregate market return at the weekly time horizon. The stock returns of countries that China net exports to have no consistently significant OOS predictability.The economic intuition for our results follows from the fact that China has positioned itself as a low-cost provider competing on price. As a low-cost provider China has a more difficult time passing cost increases through to export customers because of sticky prices. However, import costs, e.g., raw materials, are subject to both consumption and speculative demand and thus vary. We can conclude that costs will drive short term economic gains for the overall Chinese economy. One interpretation of our results is that supply shocks are absorbed within 2 weeks.

Economically-Linked Economies and Forecasting Chinese Stock Returns

We explore whether economic links via trade affect aggregate Chinese stock market returns. We find that market return indices from countries that China net exports from can forecast the Chinese aggregate market return at the weekly time horizon. Countries that China net exports to have no consistently significant OOS predictability.The economic intuition for our results follows from the fact that China has positioned itself as a low-cost provider competing on price. As a low-cost provider China has a more difficult time passing cost increases through to export customers because of sticky prices. However, production must meet demand implying that costs will drive short term economic gains for the overall Chinese economy. One interpretation of our results is that supply shocks are absorbed within 2 weeks.