Exporting problems of industrial manufacturers

Article Abstract:

This article presents an empirical investigation of the problems experienced by small and medium sized U.K. industrial manufacturers in conducting their export trading activities with overseas customers. The hypothesis examined is that the strength of perceived exporting problems is inversely related to the export intensity of firms. Data were generated from 254 firms responding to a battery of exporting problem items. Following principal components analysis, four dimensions were derived concerning problems with: export marketing knowledge and communication; national export administration; production technology; and export competitive position. Parameter estimates of their relationship with firms' level of export intensity revealed negative associations for all dimensions with problems concerning export marketing knowledge and communication, and export competitive position specified as significant impediments to export development, providing partial support to the study hypothesis. These findings are interpreted and discussed in the light of extant theory and particular attention is paid to the implications for management and public policy. (Reprinted by permission of the publisher.)

MISCELLANEOUS MANUFACTURING INDUSTRIES, Manufacturing NEC, All Other Miscellaneous Manufacturing, Foreign Trade Companies NEC, Other Miscellaneous Nondurable Goods Wholesalers, WHOLESALE TRADE--DURABLE GOODS, United Kingdom, Research, Manufacturing industry, Manufacturing industries, Trading companies, Export marketing

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Assessing cross-national business relationships: how Mexican distributors rate U.S. manufacturers

Article Abstract:

This article presents a method for manufacturers to assess how their support efforts are received by distributors. The process is illustrated with the results of a survey of Mexican distributors who assessed their relationships with U.S. manufacturers. Using distributor importance ratings of manufacturer support and ratings of manufacturer performance on these elements, a performance "gap" measure is created. The usefulness of the performance gap in developing manufacturer support programs is evaluated by examining the gap's relationship to open communication, conflict, and distributor commitment. Because a performance gap increases conflict and decreases open communication within the relationship, the process should benefit manufacturers by helping them identify specific support activities that are important to distributors and need improvement. (Reprinted by permission of the publisher.)

International aspects, Mexico, Corporations, Distribution of goods, Distribution (Commerce), Industrial suppliers, Corporations, Mexican

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Opportunities for smaller U.S. industrial firms in Europe

Article Abstract:

This article discusses the growing role of small U.S. businesses in the international trade arena. It provides a brief historical overview of the European Community, with a special emphasis on the 1992 project. It also outlines why the EC is becoming more attractive to small U.S. businesses and discusses the main opportunities as well as the major threats associated with these developments. The primary objective is to discuss the strategic options of small U.S. businesses in dealing with the EC. (Reprinted by permission of the publisher.)

Economic aspects, Exports, European Union, Single European market

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