The evaluation of market attractiveness through the marketing intelligence approach: a tool for the SMEs

Iazzi, Antonio; Trio, Oronzo; Pandurino, Andrea; Caione, Adriana

doi:10.1504/ijmabs.2015.072264

Cited by 5 publications

(3 citation statements)

References 40 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…Yapılan araştırmalar, Tablo 1'de sunulan çevrimiçi istihbarat kaynaklarından yalnızca birkaçını ele alan vaka çalışmalarında pazarlama istihbaratı kaynaklarının sistematik bir pazar analizi için ürün/pazar endeksi (ABD & Rusya karılaştırması) oluşturmadaki katkısını (Iazzi, Trio, Pandurino, & Caione, 2015) ve hedef pazarın ve hedef müşterilerin tespiti yoluyla ürünlerin (saf zeytinyağı) daha karlı ihracatının mümkün olduğunu (Mete, 2015) uluslararası ticaret arenasında yer edinmek konusunda birtakım çekincelere sahip olabilir (Darling & Seristo, 2004). Bunun muhtemel sebepleri arasında uluslararası pazarların karmaşık yapısı ve dış ticaret operasyonlarına dair bilgi eksikliği yer almaktadır (Brown, 1990).…”

Section: Discussionunclassified

National and International Marketing Intelligence Resources in Export- Electronic Databases and Useful Links

2022

View full text Add to dashboard Cite

Trade is a phenomenon that is based on both social and economic arguments and has shaped human life since the first ages. In its most general definition, trade; it is possible to define it as the exchange of goods, services or information with money, another good, service or information. The international positions of the parties in the aforementioned barter transaction necessitate defining the trade as international trade or foreign trade. Although it is wrong to consider foreign trade as a separate phenomenon from trade; the complex nature of the transactions in the foreign trade flow emphasizes the importance of the information that the parties should have and the intelligence quality of the information. This study examines the information they need from the infrastructure preparation process of their organizations to foreign trade regulations and practices, from product, market and customer profile research to market entry strategies, from the document issue, which has a very important place in the foreign trade workflow, to various payment methods, while managing their foreign trade operations. focuses on marketing intelligence resources that can respond to information needs. It is not possible for foreign trade operations not to be adversely affected by the measures taken by countries during the Covid-19 pandemic we are in. For this reason, the importance of desk research and electronic databases, which have an important place in the management of today's foreign trade operations, needs more emphasis than in previous periods. In order to limit the scope of the research, the intelligence sources included in the study are discussed in terms of export practices, which are frequently associated with economic growth in the literature.

show abstract

Section: Discussionunclassified

National and International Marketing Intelligence Resources in Export- Electronic Databases and Useful Links

2022

View full text Add to dashboard Cite

show abstract

“…The second conclusion is that companies, mainly MSMEs, carry out non-systematic International Market Selection processes (Knight & Liesch, 2016;Trudgen & Freeman, 2014;Iazzi, Trio, Pandurino & Caione, 2015), because they react to stimuli from agents such as government agencies and trade relations, because of their proactivity in terms of their perception of export benefits (Papadopoulos & Denis, 1988), and because of geographical or cultural proximity to countries (Papadopoulos, Chen & Thomas, 2002;Budeva & Mullen, 2016); which leads to subsequent internationalization processes that are less sustainable over time and have worse performance in terms of market share, number of markets they access, and technology acquisition (Malhotra & Papadopoulos, 2007).…”

Section: Theoretical Referencesmentioning

confidence: 99%

“…Micro, small and medium enterprises are the ones which have more difficulties in identifying the target country for internationalization, among the leading causes are the lack of knowledge of the behavior of external markets, the lack of use of market research tools (Iazzi, Trio, Pandurino & Caione, 2015), and the belief that carrying out a methodological process implies a high cost (Covin & Miller, 2014;Cavusgil & Knight, 2015). This is why the method most used by this type of companies is from a cognitive approach (Clark, Li & Shepherd, 2018).…”

Section: Introductionmentioning

confidence: 99%

International market selection models: a literature review

Ávila

Díaz

Castiblanco

et al. 2020

RTend

View full text Add to dashboard Cite

Objective: This research aims to characterize the current scientific literature on the different models of International Market Selection (IMS) used by Microenterprises, Small and Medium Enterprises (MSME) within their internationalization processes. Design: This characterization was made from a bibliometric and content analysis of academic publications on the two categories. Besides, based on these findings, it was conducted another search considering the papers cited in these publications (backward), and the documents which are cited by them (forward). Findings: Smaller companies mostly use cognition and qualitative models to select the target market abroad. For their part, medium-sized companies have a greater tendency to apply quantitative models to more efficiently carry out the IMS process, mainly using macroeconomic factors, and, to a lesser extent, microeconomic ones. The use of qualitative and quantitative techniques for the selection of international markets is highly limited in small and medium enterprises. Originality and value: The findings described characterize the state of the art of research on SME and selection of international markets, with an emphasis on the last ten years. This allows to identify empty in the literature and possible fields of action for the further development of this area of knowledge.

show abstract

A decision model for international market selection by entrepreneurs: a cross-country investigation

Al Qur’an

2023

EBR

View full text Add to dashboard Cite

Purpose This study aims to examine the international market selection process of entrepreneurs operating internationally. Design/methodology/approach Four small and medium-sized comparative and rich-information case studies were purposefully selected from among Australian and Arabian firms. Data were collected via in-depth personal interviews, follow-up interviews and questionnaire instrument. Findings The results revealed that entrepreneurs used a four-stage systematic decision-making process to attain profitable foreign market choices. The decision process was influenced by cognitive boundaries as entrepreneurs relied on the availability experiential, anchoring and adjustment heuristic. Research limitations/implications The research’s findings and the proposed decision model will, significantly, assist entrepreneurs, willing to expand internationally, in enhancing their decision-making to attain profitable foreign market choices. Further, it provides benefits to foreign investment policymakers in host countries by assisting them to attract more inward foreign direct investments, and, accordingly, enhance the economic and social development movement in their countries. Originality/value This study provides a significant theoretical contribution to the literature on the internationalization process of entrepreneurs and small- and medium-sized enterprises through developing a decision model for selecting and entering foreign markets by entrepreneurs in a cross-country context. Further, the study provides significant methodological contributions with regard to the effectiveness of the qualitative case study method in capturing elements of the foreign market selection process.

show abstract

The evaluation of market attractiveness through the marketing intelligence approach: a tool for the SMEs

Cited by 5 publications

References 40 publications

National and International Marketing Intelligence Resources in Export- Electronic Databases and Useful Links

National and International Marketing Intelligence Resources in Export- Electronic Databases and Useful Links

International market selection models: a literature review

A decision model for international market selection by entrepreneurs: a cross-country investigation

Contact Info

Product

Resources

About