Exporting — From the Importer's Viewpoint: The Case of Israeli Exporters of Consumer Goods to Great Britain

Abstract

Looks at the experiences and viewpoints of retail buyers, importers and agents in the UK market buying from Israel. Examines the success or failure of Israeli consumer goods companies exporting to the UK. Reveals that market entry and market penetration are two distinct stages, and that success or failure can be attributed to the exporters” attitude to business rather than product attributes or other marketing mix variables.

The process of conflict in buyer‐seller relationships at domestic and international levels: A comparative analysis

“…This in turn may create misunderstanding and substantial communication problems and, thus, be a major source of conflict in the relationship (Root 1964;Combs 1971;Jackson 1981;Rosson 1984).…”

The effect of successful trade show attendance on future show interest: exploring Japanese attendee perspectives of domestic and offshore international events

“…Leonidou (1995) and Chetty and Hamilton (1993) show a high incidence of unsolicited export orders from international buyers to passive exporters who would not otherwise have exported. Second, importers' international vendor search is frequently ad hoc, where the supply relationships arise by``sheer chance'' or as a result of accidental encounters (Jackson, 1981;Liang, 1995). Third, although it is generally believed that buyers attempt to minimize risks by engaging in information search, in international search environments a``first come, first served'' process appears to better describe vendor selection (Liang and Parkhe, 1997).…”

Soliciting unsolicited export orders

“…One case of UEO reported in Jackson[51 ] fits well with P2 and P3 : It was by sheer chance that I (a British giftware importer) came across a small company in TelAviv that was producing giftware solely for the Israeli markets. They had combined special processing techniques with exciting designs to produce a range which seemed to me unique.…”

“…My enthusiasm was equalled by every British department store buyer to whom I showed the products. The Israeli company was very interested in starting to export, and I became their exclusive importer/distributor for Europe[51, p. 17].…”

“…Immigrants who have done well in their naturalized countries are especially likely to play such boundary‐spanning roles[85]. Jackson[51] reported several incidents where UEOs to Israeli exporters of consumer goods to Britain were given by Israeli immigrants in the United Kingdom, who got would‐be Israeli exporters started and helped them overcome a variety of export obstacles, all out of a strong desire “to help Israel”.…”