1 / 10

Stages Approach to Exporting

Stages Approach to Exporting. By Michael McDermott. Literature on Exporting. Focuses upon the following issues: Models of export activity Barriers to export activity many of these have been removed first by www. and now by Social Media Assistance provided to exporters

raisie
Download Presentation

Stages Approach to Exporting

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Stages Approach to Exporting By Michael McDermott

  2. Literature on Exporting Focuses upon the following issues: • Models of export activity • Barriers to export activity • many of these have been removed first by www. and now by Social Media • Assistance provided to exporters • Critical success factors in exporting

  3. Models of Export Activity • These tend to emphasise an incremental, step-by-step, approach • But many companies are ‘born globals’

  4. Export Models Johanson and Wiedersheim (1975) - (based upon four Swedish case studies) • No export activities • Export via independent reps - agents • Establish overseas subsidiary • Overseas production

  5. Johanson and Vahlne (1975) • Emphasises that as knowledge increases, so does willingness to venture international • Lack of knowledge impedes progress • Knowledge comes from Experience

  6. Bilkey & Tesar (1977) Six stage model • Not interested • Fill unsolicited • Actively explores opportunities • Exports on an experimental basis to psychically close markets • Firm is experienced • Looks to export to psychically distant markets

  7. Cavusgil (1980): Six Stage Model • Domestic marketing • Pre-export stage - searches for info & evaluates feasibility of undertaking exporting • Experimental involvement - psychically close country • Active involvement - more new countries, direct exporting, increase in sales

  8. Cavusgil (1980) • Active involvement - • more new countries, • direct exporting, • increase in sales • Committed involvement • Constantly making choices between allocating resources to domestic or export markets

  9. Czinkota’s Stages Model of Exporting (1982) • Completely uninterested • Partially interested • Exploring • Experimental • Experienced small • Experienced large

  10. Czinkota • Not interested • Fill unsolicited • Actively explores opportunities • Exports on an experimental basis to psychically close markets • Disappointed exporter • Temporarily declining exporter - plan to raise exports in the future • Firm is experienced • Looks to export to psychically distant markets

More Related