The notion that differences in national culture influence international buyer-seller relationships (and, indeed, all aspects of international management) is not only held as true but also axiomatic. This study questions the degree to which cultural differences impact upon buyer-seller relations for seven key dimensions using Hofstede's indices of culture. Via two stages of data collection using two methodological approaches (seven interviews and 322 useable responses from a mail survey), the impact of culture on international buyer-seller relationships was examined. The study's findings identified little evidence to support the popular idea that culture exerts a significant influence on international business relationships. Instead, the findings suggest that some managers perceived factors such as communication/language barriers, political barriers, geographic distance, economic factors, industry barriers, time differences, technology barriers, legal differences and infrastructure barriers as being more likely to have a greater impact on cross-national relationships.

Purpose The nature of international markets and the challenges with respect to the competitiveness of small- and medium-sized enterprises (SMEs) makes it imperative to examine government support. This study aims to assess the role and effectiveness of government and the export promotion agencies in supporting exports by non-traditional horticultural SMEs in Ghana. Design/methodology/approach The study used a qualitative research design, which involved semi-structured interviews with senior managers of six export facilitating institutions to gain an understanding of the services offered to SMEs with respect to exports of non-traditional horticultural products. Findings The findings reveal inadequate cost-efficient sources of non-traditional horticultural export financing for SMEs. This is a hindrance to the international competitiveness of exporting SMEs in developing countries such as Ghana. In addition, effective and coordinated support from export promotion agencies was found to be critical. Originality/value The study highlights the importance of government’s role in policymaking and implementation of export-led programmes for horticultural exporting firms in Ghana. Despite their strategic importance, this area of research has not attracted the attention of researchers, with little or no information on the horticultural international competitiveness of non-traditional horticultural products.

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