...Ritika Chopra; Seema Bhardwaj; Hasnan Baber; Olajide Idris Sanusi Purpose This study aims to conduct a systematic review of the existing literature on export promotion and foreign market entry strategies for small and medium enterprises (SMEs). Design/methodology/approach This study...

...Lee Li How do exporting manufacturers exchange with their foreign intermediaries? This inductive study of 18 British manufacturers in China led to propositions exploring that question. The study suggests that the choice of exchange modes be determined by different factors in combination, including...

...Seth N. Buatsi In order to provide a better understanding of export financing in Ghana this exploratory study was undertaken on a sample of non‐traditional exporting firms and selected banks. The focus is on export financing in Ghana. Ghanaian exporters hardly obtain finance for export operations...

...Olav Jull Sørensen; Seth Buatsi The aim of this article is to describe and assess the use of the Internet by exporters in a development setting. The findings from two surveys in Ghana reveal that the exporters have reached the e‐mail stage and are moving into the Web site stage. At this stage...

...Sajjad M. Jasimuddin Saudi Arabia is one of the world’s wealthiest nations per capita and, through possession of a large share of the world’s oil resources, an economic power. However, oil continues to dominate exports, but industrialization efforts of the 1980s have led to a considerable...

... a previously developed US‐based model on the problem‐solving approach in negotiation and tests its applicability among Canadian industrial exporters. The authors found that the sample’s problem‐solving orientation was highly influenced by two sets of factors: individual as well as organizational factors...

...Ian Wilkinson; Louise C. Young; Denice Welch; Lawrence Welch Export grouping schemes are a commonly used vehicle for promoting international competitiveness, but their success rate is patchy. A perennial problem is the value of continuing the formal group structure itself. In this paper we examine...

...Thom J. Belich; Alan J. Dubinsky An increasing number of small firms are moving into export operations. This paper reports the results of a study that examined the influence of market distance on managers’ choosing between use of in‐house expertise (integration) or external sources to obtain...

...Alexandra J. Campbell To cope with the rising pressure for global competitiveness, exporters are increasingly cooperating with their suppliers and customers. This research empirically examines the factors which encourage exporters to cooperate with their major trading partners in international...

... in Ocean Freight Services. Based on a cross‐section sample of 114 business organizations in Singapore, which regularly utilize ocean freight services for their export needs, the study asked shipping lines for their heaviest used export routes and provide their overall evaluation of services provided...

... in order to achieve mutually acceptable outcomes. The results of a survey conducted among 98 exporters indicate that negotiators’ perceptions of their counterparts’ strategies seem to have the strongest influence on the extent of problem‐solving behaviors observed among negotiators. Prenegotiation...

... to act decisively on contract matters. In most cases, however, long‐term contracting responsibilities are usually reserved for people with top management status. Consequently, another international travel duty for top managers may be developing. Anthony Koh found that exporting firms which conduct...

...Tyzoon Tyebjee Observes that most research surrounding the international performance of companies has revolved around their export intensity. Takes the view that, although exports are certainly an important component of globalization, this concept ignores a significant proportion of a company′s...

...Charles Crespy; Van Miller; Thomas Becker Benchmarking is the process of identifying business practices that lead to superior performance. This is done by searching out those firms which are clearly the best at a particular endeavor. In exporting, the best firms have won the presidentially...