SME Export Research Articles

디지털 무역환경에서 우리나라 중소수출기업의 대금결제 위험관리가 결제위험 관리성과에 미치는 영향: 거래 파트너십 구축지향의 조절효과

Purpose: The purpose of this study is to analyze the relationship between payment risk management and the performance of SME exporters in the digital trade environment. Research design, data, and methodology: In total, 1500 questionnaires were distributed, 200 questionnaires were returned, and 191 were utilized after excluding questionnaires with dishonest or inappropriate responses. Empirical analysis to derive the research results was conducted using the Smart PLS ver. 4.1 statistical package for structural equation modeling. Results: First, credit risk management, B2B trade receivables management, and strategic foreign exchange risk management were found to have a significant impact on payment risk management performance. Second, orientation toward building trade partnerships was found to positively moderate the relationship between payment risk management and payment risk management performance. Conclusions: This study provides guidance on the factors that small and medium-sized enterprise exporters should adopt for managing payment risks, and it is expected to contribute to strengthening export competitiveness by providing practical measures.

Situational control and strategic choices during supply chain disruptions: case studies of SME exporters

PurposeMotivated by the severe impact of global supply chain disruptions and the lack of understanding of supply chain resilience from an SME exporter perspective in the international marketing literature, this paper sets out to explore how SME exporters achieve resilience through strategic choices related to sourcing and manufacturing during global disruptions.Design/methodology/approachThe study adopts a qualitative, multiple-case-studies approach to identify the key strategic drivers and contextual factors influencing SME exporters’ supply chain resilience. Our study adopted an SME exporter perspective and featured an unprecedented global supply chain disruption context. New Zealand (NZ) was chosen as the key home country context for the participants of this study. Five NZ SME exporters were selected for our case studies.FindingsThis study redefines buffering, bridging and a mixed strategy for an SME exporter facing global supply chain disruptions. SME exporters with high situational control are likely to pursue a buffering strategy that reduces their resource dependence on foreign suppliers and their reliance on information support from these suppliers. In contrast, when the firm perceives little control over the supply chain, it will decide upon a bridging strategy that aims to build solid relationships with supply chain partners. Exporters opt for a mixed strategy when they do not see themselves clearly in high or low situational control.Research limitations/implicationsAs global disruptions arise and evolve, supply chain uncertainty and exporters’ sense of situational control manifest differently across industries, product lines, markets and sourcing countries. It is essential to understand that firms can choose a mixed strategy based on these supply chain conditions. While our study was fortuitously timed, conducting multi-country studies could provide more comparative insights that transcend national borders. Additionally, our study did not examine organizational and capability-based factors. Future research may benefit from exploring how an SME exporter develops strategic capabilities to achieve resilience over its lifetime.Practical implicationsBusinesses see survival as the most pivotal concern during a global supply chain disruption. Many companies have had to make on-the-spot decisions about whether they should shift or redesign their supply chains in the middle of a global disruption. There is no “best strategy” for an SME exporter to take. Rather, managers should make strategic decisions based on how much control or influence they have over a particular part of their supply chain. The level of control is determined by the SME exporter’s overall resource dependencies and information needs in particular parts of their supply chain.Originality/valueWe adopt resource dependence theory and information processing theory to guide our study and place exporters' situational control in the centre of drivers to firms' strategic choices during global disruptions. We make a novel attempt to incorporate the contextual conditions of the COVID-19 pandemic into the theorization of supply chain resilience. We make managerial recommendations to help SME exporters navigate global supply chain disruption challenges.

Impact of marketing capabilities on competitive advantage: A case of thai sme durian exporters

Purposes of this study were to highlight the role of durian exporters’ marketing capabilities in achieving competitive advantage among Thai SMEs, and to describe the significance of a competitive advantage in achieving marketing goals by examining marketing capabilities. One hundred SME exporters were randomly selected from the list of firms listed on the Association of the Durian Exporters. Ninety-six questionnaires were included in this study. The PLS-SEM Program was used to analyze the collected data which was collected by using a mail questionnaire distributed to SME exporters. Results from data analysis were: 1) it indicated that all marketing capabilities, including product, price, distribution, and promotional capabilities, impacted competitive advantage; and 2) five competitive advantage forces were found to have statistically significant impacts. Moreover, the analysis confirmed that marketing capabilities and competitive advantages were related. Implications from this study were: 1) exporters find their endeavors to develop marketing strategies to achieve competitiveness in the global market; and 2) exporters could focus on distribution capabilities to survive and to expand their product to gain a competitive advantage in the marketplace. The limitation of this study was that this study did not involve quality assurance and variety of the durian, which would affect price capacity.

Leveraging Ambidextrous Market Orientations for SME Export Success in Emerging Markets

Leveraging Ambidextrous Market Orientations for SME Export Success in Emerging Markets

Fencing or balancing? An exploratory study of Australian and New Zealand exporters’ strategic responses during the US-China trade war

PurposeA key challenge for exporters and international marketing/purchasing managers is formulating strategic responses to deal with geopolitical disruptions during a trade war between superpowers. While past studies provide insightful analysis of the influence of changes in the institutional environment (regulatory pressures) on national and firm-level trade activities, they tend to ignore the association between inward (sourcing) or outward (export) international activities of firms during a trade war. In this study, we aim to explore various strategic options employed by third-party SME exporters in response to geopolitical disruptions, institutional pressures and constraints during a trade war.Design/methodology/approachWe adopted a qualitative methodology and applied a hermeneutical approach in collecting, analysing and theorising interview findings. We conducted interviews with 15 owners or senior managers from 12 Australian and New Zealand exporters that exported or sourced significantly from at least one party of the trade war, the USA or China, between 2018 and 2020.FindingsOur study developed a typology of fencing vs. balancing for explaining third-party SME exporters’ response strategies in terms of export market and international sourcing locations during a trade war. Fencing strategy centres on location choice decisions based on a fence or a secure buffer zone. Balancing strategy focuses on leveraging opportunities outside the conflict zone, i.e. third-party countries. Our study finds that exporters’ location choice decisions are influenced by a number of institutional factors during the trade war.Research limitations/implicationsFirstly, our study examined only the early phase of the trade war under the “Trump” era. Future research may consider a longitudinal study design that examines exporters’ responses to global political uncertainty over a longer term. Secondly, we chose Australia and New Zealand as the focal context of this study. Future research could investigate exporters from other third-party countries that have different institutional conditions during the US-China trade war.Practical implicationsFirstly, an exporting firm should monitor and assess closely the wider changes in international relations between their home country’s major security partner and major trading partner, and the impact of these changes on the political risks of operating in international locations. Secondly, as the trade war intensifies, the fencing option needs to be given a greater weight than the balancing option in the strategic decision making of an exporter from a third-party country. Lastly, we encourage marketers and managers to reflect on and differentiate short-term and long-term benefits in strategic market-sourcing location decisions.Originality/valueOur study makes a pioneering effort to theorise the linkages between institutional factors and the combined evaluation of export market selection and sourcing location selection choices under global political uncertainty based on the institution-based view. We present a conceptual framework highlighting the importance of institutional avoidance, embeddedness, comparative institutional advantages and multiple institutional logics for SME exporters’ international location selections during the trade war. Furthermore, we combine these institutional factors into two overarching constructs namely institutional buffer and institutional pluralism.

Export Performance of SMES in Malaysia and The Important of Relationship Quality Between Exporters and Intermediaries

The purpose of this study is to examine the influence of relationship quality between Malaysia SMEs exporter and their intermediaries. This paper draws insights from three integrating theories such as social capital theory (SCT), internationalization process (IP) theory and relational exchange theory (RET) to examine the synergistic outcome of several constructs on export performance. The model is tested using Structural Equation Modeling (SEM) via Smart PLS on a sample of SME exporters in Malaysia. The findings reveal that all hypotheses are supported. The research highlights that cultural similarity is a catalyst in the internationalization process and show the mechanism of how it (cultural similarity) can influence effective communication and lead to knowledge sharing process thus impetus trust which finally reflect the performance outcomes. Results also confirm that trust serves as a mediator between cultural similarity and export performance. The findings extended the application of the underpinning theories and their tenets in explaining the Malaysian SMEs’ export performance use foreign intermediaries.

Absorptive capacity, relational capital and export performance among SME exporters: the moderating effect of contract

PurposeThis study aims to investigate the relationship between absorptive capacity, relational capital and interorganizational relationship performance and examine the moderating effect of contractual governance on this relationship.Design/methodology/approachThis study used a quantitative design, analyzing data collected through a survey questionnaire. The sampling frame consisted of 111 cross-industry, small and medium-sized manufacturers in Malaysia. The research model was analyzed using structural equation modeling.FindingsThe results show that interorganizational relationship performance is positively influenced by relational capital and absorptive capacity. While absorptive capacity has a positive effect on relational capital, this study finds empirical evidence that contractual governance weakens the effect of absorptive capacity on relational capital. Furthermore, this study also examines the hitherto under-researched moderating effect of contractual government on absorptive capacity and relational capital and their relationship with interorganizational relationship performance.Originality/valueThis study provides insights into the interorganizational relationship among SMEs and explains the nature of knowledge management in this context. This study shows the potential role of absorptive capacity in building close cross-border interorganizational relationships.

Entrepreneurial orientation and SME export performance: Unveiling the mediating roles of innovation capability and international networking accessibility in the brass industry

PURPOSE: This paper answered the research gap on entrepreneurial orientation with a sample of small and medium-sized enterprises’ (SMEs) export performance and the mediating role of innovation capability and international networking accessibility that has not been tested in previous research. This study also tested the effect of entrepreneurial orientation on SMEs’ export performance in the global market. The mediating role of international networking accessibility and innovation capability on SMEs’ export performance also became another focus of this study. METHODOLOGY: This paper implemented a quantitative approach with 282 owners or managers of the SMEs brass industry cluster in Boyolali, Indonesia, who were examined using purposive sampling. FINDINGS: The findings of this study revealed that entrepreneurial orientation did not significantly affect SMEs’ export performance but did significantly affect innovation capability and international networking accessibility. Another empirical test found that innovation capability had significantly affected SMEs’ export performance and the international networking accessibility. International networking accessibility also significantly affected the performance of export SMEs. This study also found an important mediating role of international network accessibility and innovation capability in the relationship between entrepreneurial orientation and SMEs’ export performance. IMPLICATIONS: This study contributes to research investigating the effect of entrepreneurial orientation on performance by conducting in-depth studies on innovation capabilities and international networking accessibility. Many studies have tested the mediating role of innovation capability and international networking accessibility. The practical implication of this study is that it can help managers or owners of SMEs better understand and find optimal solutions through enhancing innovation capability and international networking accessibility, which can be instilled in the characteristics of SME owners or managers to improve performance. ORIGINALITY AND VALUE: The results of this study indicate the mediating role of innovation capability and accessibility of international networking on SMEs’ export performance. Therefore, the main contribution of the study is to determine the mediating role of innovation capability and international network accessibility in the relationship between entrepreneurial orientation and performance by integrating the theoretical perspective of the resource-based view (RBV).

Governance mechanisms drive SME export performance via competitive advantage

Governance mechanisms drive SME export performance via competitive advantage

Innovation, export orientation, export assistance, and SMEs export performance: a case in Vietnams Mekong delta provinces

Innovation, export orientation, export assistance, and SMEs export performance: a case in Vietnams Mekong delta provinces

Business networks, social media and SMEs export propensity

Business networks, social media and SMEs export propensity

Business networks, social media and SMEs export propensity

Business networks, social media and SMEs export propensity

Organisational Capabilities Influencing SMEs’ Export Performance in Tanzania

Exports play an important role in economic growth as it leads to an increase in the country's economic performance through various sectors including small and medium enterprises. As a result, enhancing export performance among small and medium enterprises is very important because of the key roles they play in the economy. The study examined the organization’s capabilities influencing SMEs’ export performance in Tanzania using the Resource-Based View Theory and Network Model of Internationalization. Data were collected from 70 exporting SMEs in Tanzania and analysed using multiple regression. The study revealed that SMEs’ innovation and product quality positively and significantly influence SMEs’ export performance in Tanzania, while business networks have an insignificant influence. The findings imply that innovation and product quality are important in influencing SME exports in Tanzania’s context. The findings indicate the need for SMEs in Tanzania to invest in innovation to have a competitive advantage in the export market, which will improve the quality of products produced, hence the increased performance of SMEs in the export market

Leveraging foreign diversification to build firm resilience: A conditional process perspective

Foreign diversification is crucial for risk management, but its role in building resilient international firms is underexplored. This research combines the organizational information processing theory with international business literature to examine how and when foreign diversification relates to firm resilience in the context of SME exporters. The study suggests that while foreign diversification may contribute to firm resilience, foreign market scanning mediates this effect under varying supply chain disruption conditions. An analysis of primary data from 272 SME exporters in Ghana reveals that foreign diversification alone does not explain firm resilience. Instead, the results support the arguments that foreign market scanning positively mediates the foreign diversification – firm resilience relationship, and that this indirect relationship is stronger in highly disruptive supply chain environments. Implications of these findings for international business research and practice are discussed.

Export-specific investments, competitive advantage, and performance in Vietnamese SMEs: The moderating role of domestic market conditions

We develop a conceptual model, based on the theories of Resource-based View, Industrial Organization, and Institution-based View, that examines the effect of export specific investments on creating competitive advantage in export markets, as well as the impact of this advantage on the firm’s export performance. With a sample obtained from 159 Vietnamese SME exporters, we confirm that investments in export-related human, innovation, marketing, and financial resources help to generate both a cost reduction-based and product differentiation-based export competitive advantage that are conducive to enhanced export performance. The association between export-related resource investments and cost reduction-based or product differentiation-based competitive advantage was also found to be moderated by specific domestic market conditions, namely institutions, infrastructure, bureaucracy, and competition.

Valuation of Rules and Certificates of Origin for the SME Export Process from Peru

This research develops the topic of rules and certificates of origin in a Peruvian context and its trading partners with whom it establishes Free Trade Agreements. In this way, a draft of sources was applied in which the rules of origin and the forms of certificates of origin are made available, with the aim of being a document that serves as a guide for the SME and companies interested in the export process. Data were collected from the Peruvian Ministry of Foreign Trade and Tourism website, ""trade agreements,"" and ""certificates of origin."" Thus, a total of 14 documents about rules of origin and 15 certificates of origin were made available. The structure of these documents was analyzed by making it known that China presents a better-developed format; however, each format and rule to be considered must be in accordance with the treaty to which the exporter claims to be a party. This research develops the topic of rules and certificates of origin in a Peruvian context and its trading partners with whom it establishes Free Trade Agreements. The purpose of the investigation is to make known the importance of recognizing the rules and the certificate of origin as documents to be considered; thus, this research serves as a guide with a practical understanding for those small and medium entrepreneurs interested in exporting from Peru. In this way, a resource search was applied in which the rules of origin were made available, and the forms of certificates of origin and articles that highlight the value; after that, the data was collected from the website of the Ministry of Foreign Trade and Tourism of Peru, ""trade agreements"" and ""certificates of origin."" Therefore, 14 documents on rules of origin and 15 certificates of origin were provided. The structure of these documents were analyzed, compared, and discussed, concluding China presents a more structured format. However, there is also a need for more support material for those interested in exporting since it is limited to rules and structures of certificates of origin in the pages provided by the Peruvian State.

Impact of Governance on the Failure of Moroccan SME Exporters

This study aims to assess how governance can affect the ability of exporting SMEs in Morocco to cope with exchange rate fluctuations, by identifying the resulting failure factors and proposing effective governance strategies to address them. The hypothesis formulated is that good governance within exporting SMEs can improve their ability to cope with exchange rate fluctuations by reducing the default factors associated with these variations and by promoting the implementation of effective exchange rate risk management strategies. The epistemological framework of this study is based on a quantitative approach, using a linear regression model to analyze data collected from Moroccan SME exporters. The results of the analysis enable the identification of good governance practices, such as management transparency, quality of financial information and stakeholder participation. Currency risk management measures, such as hedging, are also recommended to help exporting SMEs cope with exchange rate fluctuations. Finally, support measures for exporting SMEs, such as training in financial management and foreign exchange risk management, are proposed to strengthen their ability to cope with exchange rate fluctuations

SME Exports in Novosibirsk Region: Sustainable Development Trends

SME Exports in Novosibirsk Region: Sustainable Development Trends

SME Internationalization and Export Performance: A Systematic Review with Bibliometric Analysis

Building from the authors’ plan to conceptualize an artificial intelligence (AI) solution that allows SME owners to make more sustainable choices in foreign-market-entry decisions, this systematic literature review (SLR) researches the state-of-the-art in SME internationalization from 1920 to 2023 (since 2014 in more depth). The authors gather all articles in Scopus, tagged with the keyword internationalization (25,303 as of January 2023), order them by citations, and download the top 2000 papers’ metadata for analysis and debate, then narrow it to reviews and SMEs, and use bibliometric visualization and qualitative data analysis software (VOSviewer and NVivo) to identify the key players and determinants of export performance/intensity, and finally draw conclusions. The results reveal key internationalization theories, top authors, reviews, and sources and expand Werner´s determinants via several tables and figures. The findings reveal the rise of relevance regarding theories related to social narratives and corporate activism, but also show that there is still much to do in SME internationalization, namely on what makes a small firm well established in their native market and have success in other countries. The contribution to science is an update on the topic and the pinpointing of several trends and gaps, such as a focus on services, theory integration, longitudinal studies between antecedents and performance, strategic fit versus opportunism, network theory on niche marketing, born-“glocal” strategies, disruptive technologies, and discourse variables, for the future of SME export success.

On the Direct and Indirect Effects of ICT on SMEs Export Performance: Evidence from Colombian Manufacturing

AbstractThe objective of this research is to investigate the effect of ICT on the performance of Colombian manufacturing SMEs in export markets. In doing so, we explore the direct effect of ICT on exports and propose a new indirect effect that operates through imports: purchasing foreign intermediates incentivise ICT use, and ICT experience on imports exerts a positive impact on exports. To perform our empirical analysis, we estimate a dynamic generalised linear model (GLM) that accounts for the fact that export intensity is a proportion and corrects for sample selection. The dataset we use is the result of merging three databases: the Annual Manufacturing Survey (EAM); the Innovation and Technological Development Survey (EDIT), and the Annual ICT Manufacturing Survey (EAM-TIC), published by the National Administrative Department of Statistics (DANE) in six waves since 2013 to 2018. Our main results uncover that the impacts of different ICT components on export intensity are always positive (direct effect). Further, there is also evidence that previous experience in ICT use on import activity affects the firm’s current export performance (indirect effect). Other results show persistence in export performance or self-selection to continue exporting, among others.