Export Stimuli Research Articles

Relationship among government export support, perceived export stimuli, barriers and export performance

Relationship among government export support, perceived export stimuli, barriers and export performance

Do Export Activities Improve Small Firm Performance? Evidence from Indonesia

"Research Aims: This study investigates the link between involvement in direct export activities and firm performance, with reference to small and medium-sized enterprises (SMEs) in Indonesia. Design/Methodology/Approach: The study employed primary data collected from questionnaires administered to 271 exporting SMEs in seven provinces in Jawa-Bali Region. The OLS and GLM regression techniques were employed to estimate the export impact model. Research Findings: The results show that export activities bring the highest performance improvement in product quality, moderate improvement in marketing and networking techniques, total sales, total profit, production technique or technology and worker productivity, and least improvement in domestic sales. SMEs' exports-induced performance improvement is positively affected by firm size, owners' education, the presence of foreign investors, and assistance from central government agencies, negatively affected by years of exporting, and shows an inverted U-shaped relationship with export intensity. Theoretical Contribution/Originality: The discourse of firm internationalization theories should not only focus on pre-export activities, but also post-export activities. Further, the discourse on the relationship between firm performance and degree of internationalization should consider non-linear relationship. Managerial Implications in the Southeast Asian Context: SMEs should keep actively participating in the government's export assistance programs in their post-export stage. Especially, exporting SMEs should maintain and strengthen their relationships central government agencies. In order to maintain and expand their export activities, SMEs may consider partnership with foreign investors. Research Limitations and Implications: Future research may investigate the specific export stimuli and export barriers that SMEs encounter in post-export stage. The scope of the study can be expanded to provincial or country comparison in Southeast Asia, taking into account differences in social and economic characteristics, or specified to a particular province/region or product group/industry. Other definitions of SMEs-such as those based on asset or turnover size-might be attempted. Data accuracy may also be improved through the use of factual (quantitative) data to replace some perceptual data used in the current study. "

Ready to export? The role of export readiness for superior export performance of small and medium‐sized enterprises

AbstractDrawing on the entrepreneurship perspective and the network‐based view on internationalisation, this exploratory study contributes to our understanding of why some exporters succeed while others do not, through an empirical examination of export readiness factors. The paper provides an operationalisation of export readiness for small and medium‐sized enterprises (SMEs). Based on a sample of 96 New Zealand SMEs, we find that export readiness is a complex construct involving finance, trade and exchange, and marketing. The study provides evidence that internal export stimuli are important antecedents of export readiness, while factors traditionally assumed to be critical to export success, such as importing and pre‐export domestic expansion, may not be prerequisites to being export‐ready. Finally, the study examines the link between export readiness and subsequent, initial export performance and finds a strong, positive relationship. Our study contributes to the export literature by providing a deeper and more integrated understanding of the antecedents of export readiness in a small, open economy, and its implications for subsequent export performance.

The Vietnam project: developing conceptual knowledge on cross-cultural skills for training in SME internationalization

ABSTRACTThis paper explores the importance of cross-cultural skills needed by Vietnamese SMEs (current and potential) exporters across Hanoi, Da Nang and Ho Chi Minh City (HCMC). The findings suggest that training needs vary by regions, stage of SME development and cultural context of the region. The study has both theoretical and practical implications. The paper suggests that prior to designing and implementing training, the identification process must involve systematic conceptualization of key export stimuli and be informed by best practice and empirical knowledge. The study endeavours to develop a conceptual framework and propositions for future research.

Export Stimuli, Export Stages and Internationalization Pathways: The Case of Indonesian SMEs

Small and Medium-sized Enterprises (SMEs) in developing countries are still constrained to seize the opportunity of trade liberalization as compared to their large counterparts. It has been argued that effective efforts to foster SME export require clear understanding of the factors that stimulate them to export. This study investigates the export stimuli of 385 Indonesian SMEs at different export stages (pre-exporting and exporting) and different internationalization pathways (domestically established exporter and born-global SMEs). Three types of export stimuli are consistently identified as the most important in all sub-samples: the presence of foreign buyers, the confidence in the products and the aspiration to find alternative markets. By contrast, two types of export stimuli are consistently found as the least important in all sub-samples: government support and Indonesian diaspora communities. The academic and policy implications of the findings are discussed. AbstrakKontribusi Usaha Kecil dan Menengah (UKM) terhadap ekspor di negara berkembang masih sangat terbatas. Hasil studi sebelumnya menunjukkan bahwa upaya meningkatkan ekspor UKM memerlukan pemahaman akan faktor-faktor yang mendorong ekspor (pemicu ekspor). Studi ini meneliti pemicu ekspor pada 385 UKM di Indonesia, meliputi UKM pada tahapan pra-ekspor dan eksportir serta meliputi UKM dengan jalur internasionalisasi yang berbeda. Hasil studi ini menunjukkan bahwa terdapat tiga jenis pemicu utama ekspor: kontak dari calon pembeli luar negeri, rasa percaya diri atas produk dan keinginan untuk memperluas pasar. Sebaliknya, dukungan pemerintah dan komunitas diaspora Indonesia belum menjadi pemicu utama ekspor. Temuan ini memiliki implikasi bagi diskursus akademis dan pengambil kebijakan di bidang pengembangan UKM.Kata kunci: Pemicu Ekspor; Usaha Kecil dan Menengah (UKM); Tahapan Ekspor; Jalur Internasionalisasi; Perusahaan Born-Global; IndonesiaJEL classifications: F23; L25; M13; M16; O17

Impact of Managerial Factors on Export Performance of Export Firms

In this research has investigated six factors including International experience, foreign language skills, time spent abroad, international business knowledge, perceived export stimuli, perceived export barriers. To collect data related to these factors distributed researcher made questionnaire among the managers of exporter in Rasht and then were analyzed by SPSS software. Result show that there is significant relationship between six factors and export performance of companies.

Factors determining export performance: a comparative study of three industrial sectors

This article aims at testing the impact of the firm characteristics, the perception of stimuli and the adaptation of the marketing mix strategy on export performance. The empirical study was applied to a sample of 120 companies and was based on a comparison between three major sectors in the Tunisian industry. Our results show that the business segment, the number of countries served and the adaptation of the export marketing mix strategy affect the performance of the exporting firms. However, out of 20 export stimuli, only four have a positive effect on export performance. These stimuli are: existence of special managerial interest, identification of better opportunities abroad, possession of exclusive information on foreign markets and favourable exchange rate.

Export stimuli revisited: The influence of the characteristics of managerial decision makers on international behaviour

Utilizing the theory of planned behaviour (TPB), this article proposes and tests relationships among the nature of export stimuli, the personal characteristics of decision makers and the decisions they make with regard to internationalization. The conceptual model for the study includes psychological variables that might condition owner-managers’ decision-making responses to such export stimuli. Using structural equation modelling, the study analyses data obtained by a survey questionnaire from 110 Spanish small- and medium-sized enterprises. The analysis reveals the importance of two particular variables, the perception of risks and opportunities in exports and the decision maker’s proactiveness, in determining the export stimuli and how these in turn affect the international behaviour of firms.

Factors Stimulating Export Business: An Empirical Investigation

<span>The article reports the findings of an empirical investigation into the export stimulation behavior of Cypriot manufacturers. The study revealed that the thrust of the motivation originated from internal and proactive forces, in contrast to the findings of earlier research. Export stimuli were categorized into eight conceptually meaningful groups using factor analysis, with managerial and enterprise competence being the most significant stimulus. Overall, both organizational and internationalization parameters had a weak discriminating effect on the emerging stimulating factors; however, some of these parameters exhibited a significant differentiating role in relation to certain export stimuli. Several conclusions are extracted from the findings, and directions for future research are indicated.</span>

Analyzing Export Behavior Through Managerial Characteristics and Perceptions: A Multiple Case-Based Research

ABSTRACT The decision-maker's role in international activity is crucial, particularly in the case of small- and medium-sized enterprises (SMEs). However, the extant literature on internationalization is characterized by a lack of consensus among scholars as to what constitutes the managerial factor in determining exporting. Therefore, this study focuses on the following issue: Which are the decision-maker's characteristics and perceptions that may influence the export behavior of SMEs? To address this main research question, a multiple-case study method is applied across four Spanish exporting SMEs. The findings show that high educational level, language skills, high-risk tolerance, innovativeness, as well as strongly perceived export stimuli compared to low and relatively easy to overcome export barriers positively influence the export involvement and development in these investigated SMEs. The study provides further insights into the research topic by jointly studying managerial characteristics and perceptions in the Spanish context where the exporting activities have not been as widely studied so far.

EU Harmonization, Managerial Perceptions and SME Export Behavior

ABSTRACT This paper examines the impact of EU harmonization on promoting exports by SMEs. The paper develops hypotheses on the positive impact of EU harmonization in enhancing stimuli and reducing barriers to exporting beyond the immediate or direct effect of harmonization. The empirical focus of the paper is on the food & beverage sector in Cyprus, employing paired-sample t-test comparing SME perceptions ‘before’ and ‘after’ in relation to harmonization. The study shows that compliance contributes towards an overall increase in management perceptions of export stimuli, and an overall reduction in management perceptions of export barriers.

An analytical review of the factors stimulating smaller firms to export

PurposeAlthough exporting can offer many benefits to smaller manufacturers, a large number of these firms refrain from export operations as a result of insufficient stimulation. This paper seeks to critically analyse and creatively synthesise the reasons that may stimulate a smaller firm to export, based on a review of 32 empirical studies conducted in various parts of the world during the period 1974‐2005.Design/methodology/approachA total of 40 export stimuli were systematically identified from the extant empirical literature, which, for analytical purposes, were divided into internal and external, as well as proactive and reactive. Within each study, stimuli were ranked in terms of their importance, frequency, or intensity, and the aggregate impact of each stimulus in all studies under review was evaluated.FindingsThe review revealed that export stimulation stems from a variety of factors, and may vary according to time, spatial, and industry contexts. Irrespective of contextual factors, there are certain motives that systematically play a key role in encouraging smaller firms to export, such as the desire to achieve extra sales, profits, and growth, utilise better idle production capacity, exploit a unique/patented product, avoid the threats of a saturated domestic market, reduce home market dependence, and respond to unsolicited orders from abroad. Some of these motives may lead to an opportunistic approach to exporting, while others denote deliberate export adoption. It was also shown that, although there are numerous other stimulating factors, with a lower impact on exporting, these should not be underestimated because their role may increase under certain conditions or become complementary to export stimuli with a stronger impact.Research limitations/implicationsThe findings of the study have serious implications for both public and company policy makers. Policy makers may use this insightful analysis of export stimulation as a guide to developing proper export promotion programmes and sound export marketing strategies.Originality/valueThe paper offers a comprehensive review and synthesis of all factors with a possible stimulating effect on exporting; evaluates the aggregate effect of each factor, as collectively derived from all empirical studies conducted on the subject; and provides an in‐depth analysis of the nature and the stimulating mechanism of each factor.

International marketing behaviour amongst exporting firms

PurposeThe increasing internationalisation and globalisation of business has forced many firms to reconsider what contributes to international success. The purpose of this paper is to study international marketing behaviour of firms within the exporting industry.Design/methodology/approachThe main study was conducted by a questionnaire within the Swedish manufacturing industry with respect to firms' exports to Europe. Data was then analysed in relation to four areas – export stimuli, factors affecting market entry, market barriers and need for changes in the marketing strategy.FindingsThe findings in this study indicate no general difference in the international marketing behaviour among small and large firms. The main factors affecting market entry relate to proximity due to local representation and a need for service in the local market. The main obstacles are administrative and technical impediment and a fierce competitive situation. Changing market conditions also have an impact on a need to change the marketing strategy. A conceptual model has been developed from findings in the study and by integrating internationalisation and marketing theory.Practical implicationsThe main implication is the importance of the fact that management has a commitment to and engagement in international activities especially when a firm is trying to establish a position in a local market. Another implication is that management needs to understand and meet service requirements in the local export market.Originality/valueThis paper fulfils an identified need for recognising the importance of learning more about international marketing behaviour among small and large exporting firms.

The Effects of Export Stimulation: Implications for Export Performance

The relationship between initiating export stimuli and export performance is examined within the context of four specific types of export marketing strategies. The nature of the export stimulus is seen to be associated with performance for some types of strategy but not for all. Consequently, export marketing strategy acts as a moderator of the relationship between export stimuli and the performance of an export venture.

Cultural Diversity and Export Growth in the U. K.

Abstract This study provides comparative empirical evidence concerning the motives for exporting of Asian and indigenous1(white)-owned small and medium-sized enterprises (SMEs) in the U.K. Findings are primarily based on a large scale sample of U.K. firms and Factor Analysis together with MANOVA are employed to establish whether statistical differences exist between the groups of firms in relation to their motives for undertaking export activities. Also reported, are selected findings from a series of in-depth interviews. This investigation provides a contribution to the literature since it questions whether current export assistance and targeting procedures are suitable for addressing the export stimuli perceived as important by managers from different sub-cultures.

Export stimuli: Export intention compared with export activity

With the increasing globalization of markets and their interdependencies, small and medium sized domestic firms have witnessed their relative sanctuary from foreign competitors being eroded. This study is founded upon the premise that a significant degree of dormant export potential exists in firms of such size and the particular interests of the research centre upon preexport behaviour and decision making. An attempt is made to investigate those elements that play an influential role in stimulating domestic firms' intention to engage in export activities, based upon the notion that firms exhibiting a strong intention to export will be those most likely to proceed successfully to export initiation and development. Specifically, the objectives of the study concern: the identification of potentially significant differences in export stimuli between groups of non-exporting firms considered in terms of degree of export intention; and, a comparison of export stimuli between groups of non-exporting firms and those currently engaged in export activities. Several significant findings are reported and their implications for executive and public policy audiences highlighted, along with suggested future research opportunities and the limitations of the study.

Export stimuli and export barriers: evidence from empirical research studies

Explores two theoretical constructs evident in the exporting area of the international marketing literature: export stimuli and export barriers. Takes account of the manner in which these explanatory variables can predict export behaviour among small and medium‐sized firms. Discussion centres primarily on the tenet that a significant degree of dormant export potential tends to lie at the pre‐export phase of export development; that is, encouraging non‐exporters to become exporters is perhaps a more fertile area of interest for government than attempting to increase the export activity of marginal exporters. Uses classificatory schemas as a basis for conceptualizing export stimuli and export barriers for non‐exporters, so as to provide a platform to establish the ingredients of these constructs. Conducts an evaluation of the advances in empirical research regarding export stimuli and export barriers in the form of a critique.

Ongoing export motivation: differences between regular and sporadic exporters

In addressing certain important gaps in the export marketing field, reports on a systematic study of the factors stimulating the current exporting activities of manufacturing firms from a small European country. Investigates potential differences in ongoing export motivators between two distinct groups of exporters differentiated by level of export development. Suggests that both proactive and reactive factors stimulate these firms’ decisions to continue and maintain exporting, and also identifies certain significant differences in export stimuli between the two exporter categories. Discusses the implications of the study findings for business practitioners and public policy makers, and considers future research directions alongside the limitations of the study.

Export Behaviour of Fresh Produce Marketers

Probes the export behaviour of fresh fruit‐and vegetable‐marketing firms in an international context. The case study investigations comprise examination of Belgium, Chile, Canada (The Government of Ontario), New Zealand (The New Zealand Apple and Pear Marketing Board), Turkey, and South Africa (The Outspan Organization and Unifruco Ltd). Identifies selected firms′ export behaviour, export objectives, export stimuli, and export inhibitors. Explains the concept of export success and delineates profiles of successful exporters. Concludes that fresh fruit and vegetables provide scope for future contributions with reference to general theory of export marketing.

Long-Term Export Stimuli and Firm Characteristics in a European LDC

This study presents an investigation of factors that stimulate the decision-making process of exporting firms from a European Lesser Developed Country (LDC) to continue and sustain export activities. The paper explores the existence of dimensions underlying export motivation and identifies potentially significant differences in perceptions of export stimuli based on firm size, degree of export involvement, and exporting experience. The findings point to a more proactive (than reactive) motivation structure underlying the export activities of these manufacturers. While no relationship is found between perceptions of export motivation and firm size, a number of significant differences in ongoing export stimuli are identified between different groups of firms in terms of export involvement and, to a lesser extent, exporting experience. Managerial and public policy implications are discussed, and suggestions for future research directions are outlined.