The strategic impact of international trade shows and trade missions for entrepreneurial firms

Wilkinson, Timothy J.; Brouthers, Lance Eliot; Salazar, Dalila; McNally, Mary

doi:10.1504/jgba.2009.028701

Cited by 6 publications

(6 citation statements)

References 38 publications

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“…Traditionally, export is the method most used by firms to enter international markets. This can be explained mainly by the fact that it is a method that requires minimal resources, involves low risks, at least when compared with other modes of entry, and allows greater structural and strategic flexibility for firms (Leonidou et al 2011;Wilkinson et al 2009).…”

Section: Literature Reviewmentioning

confidence: 99%

“…Compared to large firms, SMEs have less competent management and less skills to perform (Leonidou et al 2007(Leonidou et al , 2011Freixanet 2012;Wilkinson and Brouthers 2006): international marketing tasks; limited availability of financial, human and production resources; low market competitiveness due to lack of economies of scale; and a lower risk attitude when approaching the export business. These limitations end up conditioning the export intensity levels of SMEs (Wilkinson et al 2009).…”

Section: Literature Reviewmentioning

confidence: 99%

“…Exporting tends to be difficult as there are several barriers or inhibitors that hinder export performance (Wilkinson et al 2009). Export barriers are treated in literature as attitudinal, structural, and operational restrictions that impede or hinder the firm's ability to initiate, expand, or maintain export operations.…”

Section: Literature Reviewmentioning

confidence: 99%

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Impact of Export Promotion Programs on Export Performance

2021

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This research examines the relationship of Export Promotion Programs (EPPs), sponsored by a Portuguese Regional Association for Development on Trade and Industry, with firms’ export performance. To investigate this, two models were applied using panel data analyses that relate export performance to variables such as participation in EPPs, age and size of firms. Data on 198 firms for the sampling period 2010 and 2018 was drawn from a Portuguese Regional Development Association and SABI (Iberian Balance sheet Analysis System) database. The results show that participation in EPPs does have a positive influence on the export performance of firms, especially for those firms with previous export experience, demonstrating the importance of using these programs. Findings also document that firm size relates positively export performance, whereas firms age show a negative effect on export performance, suggesting that larger firms with more resources positively influence exports and an increase in firms’ age may increase their cultural inertia, inability to change strategies, decreasing their export performance, respectively. Finally, the participation in EPPs seems not to influence export performance for firms without previous export experience. The research contributes to the literature providing evidence on the role of EPP on firms’ export performance behavior promoted by regional development associations.

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Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

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Impact of Export Promotion Programs on Export Performance

2021

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“…1.7 Export promotion and assistance: the provider and the receiver Export promotion or assistance programmes enable firms to acquire appropriate foreign market knowledge outside their home county (Leonidou et al, 2011). EPPs have the primary objective of getting firms acquitted with foreign markets and enable them to learn about the international business environment, for example by attending special workshops, getting information, market related assistance and meeting with local businesses and officials (Wilkinson et al, 2009). These activities enable exporters to accomplish business opportunities in future operations as the involvement of firms is highly necessary (Seringhaus, 1987).…”

Section: Public Policy Makersmentioning

confidence: 99%

Public policy makers

Sraha

2015

African Journal of Economic and Management Studies

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Purpose – Although there is great deal of research on export assistance programmes in developed countries, studies on developing countries in Africa has received scant attention in the literature. Lack of detailed information in many developing African countries makes it difficult to assess the effect of export promotion programmes (EPPs) on the firm’s export performance in foreign markets. The purpose of this paper is to explore entrepreneurial development in the value-added export sector of Ghana and screen EPPs provided by public policy makers to examine the impact of these programmes on export performance of Ghanaian firms in foreign markets. Design/methodology/approach – A conceptual/exploratory paper is developed with discussion. Findings – The paper suggests that the ability of exporters to enhance their performance is driven by the usage of outside market access, export development/training and information related export assistance programmes offered by public policy makers. Utilisation of EPPs builds experiential knowledge which serves as a source of competitive advantage for exporters to implement effective marketing mix strategies to enhance performance. Practical implications – The study underscores the specific EPPs export managers can utilise to enhance performance and improve their international marketing strategy in foreign markets. Public policy makers need to work together with exporters to incorporate and develop programmes to suit the idiosyncrasies of foreign markets and boost the growth of value-added exports. Originality/value – The study explores past literature to screen and evaluate the effect of EPPs and entrepreneurial development to boost export growth in Ghana – Sub-Sahara Africa.

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“…FTOs also offer on-the-ground support for trade missions and trade shows, including the facilitation of product and service displays at trade fairs, and logistical support during the visits of state trade delegations. Finally, FTOs often provide a protocol function that facilitates visits, communication, and meetings with business people and government officials from home and host countries (Wilkinson, 2006;Wilkinson & Brouthers, 2009). …”

Section: Ftos As Network Facilitatorsmentioning

confidence: 99%

The Impact of U.S.-Sponsored Foreign Trade Office Activities

Wilkinson

Thomas

McNally

2011

Journal of Global Marketing

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Foreign trade offices (FTOs) are an important, little-understood element in the export promotion portfolio of U.S. state export promotion organizations. The value of these organizations is in dispute. In recent years California closed its FTOs in response to budgetary pressures, claiming that these organizations exist primarily to enhance the political standing of politicians rather than to act as effective export development tools. During the same period Washington State opened several new FTOs. Clearly the value of these organizations is in dispute. Another consideration in the effectiveness of U.S. exporters is the subnational contour of the American economic system. State business climates vary considerably, thereby influencing exporter success as well as those programs (such as FTOs) intended to improve firm performance. We hypothesize and find that (a) state entrepreneurial climate is positively related to state exports and (b) FTO network entry activities amplify the impact of state entrepreneurial climate on state exports. Implications for firms and policy makers are explored.

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The strategic impact of international trade shows and trade missions for entrepreneurial firms

Cited by 6 publications

References 38 publications

Impact of Export Promotion Programs on Export Performance

Impact of Export Promotion Programs on Export Performance

Public policy makers

The Impact of U.S.-Sponsored Foreign Trade Office Activities

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