Winning the Export War: British, Japanese and West German Exporters' Strategy Compared

A comparison of pricing policies, price and volume volatility, and investment in distribution, sales and marketing systems across 462 product categories identifies important differences in the strategies of British, Japanese and West German exporters towards the US market. The impact of these strategic choices on the evolution of market share is tested. The results suggest that many British manufacturers' export strategy has been dominated by UK supply and demand considerations. A large proportion of British exports are therefore confined to niches where sensitivity to price fluctuations and ‘stop-start’ supply is low and local distribution support is less important. Products where ‘pull marketing’ dominates are the key exception. Japanese exporters have invested heavily in US distribution and channel support, combined with a policy of stable US prices, aiding long term penetration. West German exporters have built share on technological advantage and direct sales support supplied from Germany to a limited number of customers.     

Relationship multiplexity,multiple resource acquisition,and export performance of emerging-market firms

Drawing on the relational view and absorptive capacity theoretical lens, we examine the relationship between relationship multiplexity, multiple resource acquisition and export performance of emerging-market (EM) firms participating in buyer-supplier relationships with developed-country multinational companies (DC MNCs). Based on a sample of 128 firms in aviation, furniture, steelworks, automobile, and electronic sectors, we find that relationship multiplexity is positively related to the capacity of EM firms participating in these inter-firm exchanges to acquire technological, marketing, and managerial resources from their DC MNC counterparts, with the most benefit occurring in the acquisition of technological and marketing resources. Furthermore, our study shows that as EM firms seek to enhance their export performance while supplying DC MNCs, it is their successful acquisition of technological and marketing resources, but not managerial resources, that are significantly associated with their superior export performance. Our study contributes to the extant literature by providing important insights into the specific sources of internationalization advantages and/or disadvantages for EM exporters by being suppliers to DC MNCs in multiplex relationships.     

Trade and Labour Markets: Vertical and Regional Differentiation in Italy

The labour market misfortunes of the less skilled and rapid growth of international trade in manufactured goods with less advanced countries are linked by the paradoxical observation that trade theorists are in the forefront of those denying the importance of trade in income distribution. This paper analyses this conclusion by stressing the importance of vertical differentiation of trade flows and regional differentiation of skills in order to identify labour market effects of trade integration. Vertical and regional differentiation in trade and labour markets are analysed for a country, Italy, where these two elements seem to play a crucial role. The results show a likely displacement effect on unskilled labour due to trade flows with less advanced countries. Given the characteristics of Italian trade and labour markets, a stronger trade‐induced displacement effect on demand for unskilled labour takes place in the North of the country. Thus the vertical differentiation in Italian intra‐industry trade is a warning against understating the effect of trade on labour markets if product heterogeneity is not adequately considered. The regional differentiation of skill intensity is another warning against understating the effect of trade on labour markets whenever cross‐sectoral effects and the change in relative specialization are not adequately considered.     

Experiential and Informational Knowledge,Architectural Marketing Capabilities,and the Adaptive Performance of Export Ventures: A Cross‐National Study

Knowledge‐based view (KBV) theory posits that the acquisition and use of relevant knowledge is key to understanding organizational performance. However, there is relatively little empirical evidence to support or refute several important propositions underlying KBV theory explanations of organizational performance. In particular, the extant literature has focused on individual technical and scientific components of the knowledge bases of firms in dynamic industries, and largely ignored both different levels of informational and experiential knowledge relevant to the market environment, and the increasingly important context of exporting. Our study addresses these knowledge gaps by developing a framework for export venture knowledge management and empirically examining relationships between different types of individual‐level and organizational‐level knowledge relevant to the market environment, architectural marketing capabilities, and the adaptive performance of export ventures. Using primary data collected in the United Kingdom and China, our study indicates that export ventures' organizational‐level experiential and informational knowledge, and individual‐level experiential knowledge relevant to the market environment, is positively associated with export ventures' architectural marketing capabilities, which are in turn associated with the adaptive performance of export ventures.     

ECONOMIES OF SCALE AND THE SIZE OF EXPORTERS

How important are economies of scale in exporting? We argue that firm size cannot be the main determinant of export status if a model is to be consistent with the observed number and size of exporters. Instead, we need a lot of variation independent of firm size to reconcile the model with the data. We show that the augmented model also has markedly different implications regarding the margin of adjustment in the event of a trade liberalization: most of the adjustment is through the intensive margin and productivity gains due to reallocation are halved.     

An analysis of export market strategies and barriers perceptions by U.S. agricultural HVP exporters

This study identifies barriers perceived by agricultural exporters and examines how these perceptions influence use of export market strategies. Ordered logit models are used to estimate effects of perceived barriers and firm characteristics on export market strategies. The results from these models show that perceptions about import restrictions influence use of diversification of exports across products, competition influences use of competitive export pricing, and overseas product regulations affect product adaptation for export markets.     

论战略贸易理论与中国的科技兴贸

战略贸易理论与战略性贸易政策产生于现实世界对自由贸易理论前提的背离,自70年代以来对发达国家和发展中国家的贸易和产业政策都产生了较大的影响。中国“入世”已进入倒计时,实践证明只有通过出口贸易结构的优化与升级才能在国际市场中获得竞争力,科技兴贸是我国成为贸易强国的必由之路。     

Information strategies for agricultural exporters

This study revealed some important divergences between new entrants and those more experienced at selling overseas. While experienced exporters have well-developed informal networks of information and focus their search strategies on better long term and short term supply/demand information, “would-be” exporters tend to be more concerned with locating a “qualified” buyers list, and getting information on export procedures, and trade logistics. In addition, would-be exporters expressed frustration with two types of obstacles where information is least likely to solve the problem: Time lags when shipping perishable goods and exogenous factors (such as precipitous changes in a foreign government).     

Exploitation Strategy and Performance of Contract Manufacturing Exporters: The Mediating Roles of Exploration Strategy and Marketing Capability

Contract manufacturing exporters (CMEs) receive a meagre share of global value chain returns, primarily because of the mundane and exploitative nature of the activities they perform in their dependency relationships with lead firms. We posit that CMEs can enhance their performance by capitalizing on their exploitation strategy. Exploitation strategy triggers exploration strategy which requires building marketing capabilities for enhanced performance. Based on data from 154 Vietnamese CMEs, we find significant indirect only mediation effects of: 1) exploration strategy between exploitation strategy and export performance; and 2) marketing capability between exploration strategy and export performance. Further, we find significant indirect only serial mediation of exploration strategy and marketing capability between exploitation strategy and export performance. The findings are also supported and contextualized based on illustrative quotes from face to face semi-structured interviews with senior managers of 10 Vietnamese CMEs. The findings suggest that CMEs' that consciously capitalize on the exploitation strategy by seeking exploration opportunities while building their marketing capability exhibit enhanced performance.     

Internationalization and Indigenous Technological Efforts of Emerging Economy Firms: The Effect of Multiple Knowledge Sources

Getting engaged in competitive international markets motivates exporting firms to enhance their technological competitiveness and invest in research and development (R&D). While in-house R&D investment is important for getting advanced technologies, the technologies needed by exporters located in emerging economies (EEs) typically readily exist overseas. Drawing on organizational learning literature, we argue that the R&D intensity stimulated by exporting may be reduced when 1) EE exporters are better prepared and motivated to absorb foreign knowledge, 2) foreign sources of knowledge are more available, and/or 3) local technology supply is poor. An analysis on 5592 automobile parts and component manufacturers in China during 2005–2007 supports these arguments. To compete in markets abroad, Chinese firms' R&D intensity increases with export intensity when their export intensity is low. As the export intensity exceeds a certain threshold, their R&D intensity starts to decrease as intensive exporters are better prepared and motivated to acquire knowledge from foreign sources. When substitutive foreign knowledge sources such as foreign parents and FDI spillovers in the local industry is available, firms' R&D intensity stimulated by exporting can be further reduced. Better local technology supply can increase the R&D intensity stimulated by exporting.     

Employability skills for future marketing professionals

This study investigates how digital transformation has disrupted the marketing career path by analysing the most in-demand marketing skills and identifying opportunities for future marketing professionals. Through a content analysis of job advertisements and a cross-country survey of marketing professionals, the study proposes a framework defining the skillset required of marketing professionals to start and move forward in their career. The study identifies five employability skill categories and 29 skills and capabilities. The relevance of such categories is also analysed across lowly and highly digitalised firms. This research contributes to the debate on the employability of new graduates and provides useful directions to universities, tertiary education institutions, and companies to support the marketing talents of the future.     

The Impact of Trade on Intra‐Industry Reallocations and Aggregate Industry Productivity

This paper develops a dynamic industry model with heterogeneous firms to analyze the intra‐industry effects of international trade. The model shows how the exposure to trade will induce only the more productive firms to enter the export market (while some less productive firms continue to produce only for the domestic market) and will simultaneously force the least productive firms to exit. It then shows how further increases in the industry's exposure to trade lead to additional inter‐firm reallocations towards more productive firms. The paper also shows how the aggregate industry productivity growth generated by the reallocations contributes to a welfare gain, thus highlighting a benefit from trade that has not been examined theoretically before. The paper adapts Hopenhayn's (1992a) dynamic industry model to monopolistic competition in a general equilibrium setting. In so doing, the paper provides an extension of Krugman's (1980) trade model that incorporates firm level productivity differences. Firms with different productivity levels coexist in an industry because each firm faces initial uncertainty concerning its productivity before making an irreversible investment to enter the industry. Entry into the export market is also costly, but the firm's decision to export occurs after it gains knowledge of its productivity.     

中国原油期货动态风险溢出研究

本文首次量化分析了我国原油期货与国际基准原油、上证指数以及人民币汇率之间的风险溢出关系。通过构建收益率和波动率的静态和动态网络,本文对我国原油期货与国内外市场之间的信息流向的强度、方向和动态性进行了初步的探索。研究发现,我国上市的原油期货与国际基准原油之间的信息关联密切,与股票市场以及汇率市场之间的关系相对较弱。同时,在构建的原油-股票-汇率系统中,我国原油期货处于信息的接收方,国际油价波动信息对我国原油期货市场存在明显的正向冲击作用。     

“行/列约束法”在外贸进出口货柜运输业务上的应用

外贸日常进出口业务活动中,我们经常遇到如何利用物质资源条件,求取并实现最理想目标的问题。本文研究了货柜运输业务上三维装箱问题,给出了一个基于管理数学中“行约法 /列约法”的摆放方法。通过和外贸进出口业务常规计算方法比较,降低了创汇成本,增加了经济效益。同时和其它方法比较发展,我们的方法在实际货柜装箱操作上,方便实用。     

Buyer preferences for durum wheat: a stated preference approach

The central issue addressed in this paper is the attributes preferred by a sample of buyers of durum wheat grown in Canada. Primary emphasis is the value placed on certain visual and nonvisual attributes by US buyers of durum wheat. In addition, a source variable in the analysis is used to test preferences of US buyers for US-source compared to Canadian-source durum. The latter is a method to test whether durum millers in the US believe that Canadian durum is a superior product, a view widely-held in the Canadian grain trade.Results indicate that higher bushel weight has a positive effect on purchase probability, and appears to be more important to buyers’ purchasing decision than protein content, amylase content, or the choice between no. 1 and no. 2 grade. US millers in the study are shown either a) to prefer US-grown durum over that from Canada, or b) to dislike the single desk seller arrangements involved in purchasing Canadian durum. It appears that US managers who grow or market durum wheat have a competitive edge over their Canadian competitors when marketing to US-based durum users.     

Green logistics management and performance: Some empirical evidence from Chinese manufacturing exporters

The value chain of many business enterprises is increasingly required to demonstrate the profitability of their primary activities, starting from inbound logistics to operations, outbound logistics, marketing sales, and finally to services. The adoption of green logistics management (GLM) presents an opportunity for Chinese manufacturing exporters to competently respond to the escalating expectation of the international community for resources conservation and to achieve environmental performance profitably. This study makes several important contributions to the literature on managing logistics with environmental considerations. First, the authors identify the components of GLM: (i) procedure-based practices, (ii) evaluation-based practices, (iii) partner-based practices, and (iv) general environmental management practices. Second, they relate GLM to environmental and operational performance in a developing country context. Third, they identify the institutional and operational antecedents that prompt the adoption of GLM by export-oriented manufacturing enterprises in China. Fourth, they examine the moderating effect of environmental regulatory pressure on the GLM-performance linkage. The results are based on a survey of manufacturing exporters in China. The commonly held view that economic motivation is related to the adoption of GLM is not supported. However, GLM positively affects both environmental and operational performance, and regulatory pressure enhances the GLM-performance relationship.     

中国进出口贸易市场的混沌特性分析

对于经济管理系统混沌的检验,主要体现在证券、期货和外汇市场,由于其他经济领域序列数据的匮乏,传统混沌分析方法的应用受到了限制。本文采用最新的基于小数据样本的临近返回检验,研究中国进出口贸易1989年1月到2003年5月的月度数据序列,发现了混沌的拓扑特征;进一步应用小数据量方法计算最大Lyapunov指数,数值结果同样证实中国进出口贸易市场存在低维混沌,从而佐证了国际贸易市场混沌的存在;实证结果为国际贸易系统模型的建立和预测提供了新的理论依据。     

中欧纺织品贸易障碍分析与国际市场营销策略研究

近几年来,我国与欧盟纺织服装进出口贸易不断增长,中国业已成为欧盟纺织服装进口消费的第一大供应国,同时也是欧盟诸国纺织服装原材料出口的第二大市场。随着中国加入WTO日期的逐渐临近,中欧纺织品贸易也面临着众多的机遇与挑战。本文从分析中欧纺织品贸易发展障碍入手,着重研究了影响中欧贸易发展的障碍因素,并从国际市场营销的角度,探讨开拓欧盟市场的国际营销策略。     

论全球营销战略及整合的全球营销战略模型IGMS--兼评其对我国企业发展跨国经营战略的启示

全球营销作为21世纪指导跨国公司在全球市场扩张的全新营销理论和战略构架,得到了管理理论界和企业界的普遍关注.随着WTO各项准入规则在中国的实施,中国市场将在更大的范围内和更深的程度上与国际市场并轨,中国企业融入国际市场、参与全球化竞争已经迫在眉睫.本文主要研究全球营销战略的主要观点、基本模式、整合的全球营销战略--IGMS模型及全球营销及其整合战略的结论及其对中国企业发展国际化战略的启示.     

Barriers to export management: an organizational and internationalization analysis

The article focuses on barriers encountered by developing country-based manufacturing firms during ongoing export business operations. Using a sample of 100 Cyprus-based exporters, the study revealed that problems associated with export competitiveness had the greatest obstructing effect. Using principal component analysis, export barriers were classified into six conceptually meaningful categories. Overall, organizational parameters had a serious discriminating influence on the emerging barrier factors, especially those controllable by the firm, with company size, experience and backup networking exerting the most impact. Internationalization variables were generally less influential, with novice, intermittent, and passive exporters being more vulnerable to problems. A number of policy-making implications are derived from the study findings.