PurposeThe objective of the study is to derive a classification of export problems of SMEs from developing countries on the basis of a comprehensive literature study.Design/methodology/approachThe study performed a comprehensive and systematic literature review of 40 articles published over a period of 25 years (1980‐2004). The export problems are classified into company barriers, product barriers, industry barriers, export market barriers and macro environment barriers.FindingsThe study provides a modified qualitative model that can be used by future researchers to further their research endeavour in export problems of firms from developing countries. It also identifies the similarities and differences of export problems in developed and developing countries.Research limitations/implicationsThe lack of extensive research on export problems limited the number of articles reviewed in this study. Thus, the results of this paper should be considered as a stepping stone for future research.Practical implicationsThe export problems identified in this study can be used to develop a questionnaire for a regional or global survey of SME's exporters from developing countries.Originality/valueThe paper provides an important reference for researchers who intend to study export problems in developing countries. Moreover, policy makers in developing countries can use it to identify export problems that firms face and provide timely and effective assistance to SMEs.

The objective of this paper is to review the literature on how networks can be used in developing countries to encounter export‐marketing problems. Several case studies of export‐grouping and subcontracting networks, involving small‐ and medium‐sized enterprises in developed and underdeveloped countries, are reviewed. The paper presents a qualitative model that identifies the determining factors for successful export network organisations: a clearly defined market problem or market opportunity; a willingness to respond together; development of solidarity, coherence and commitment; initiating foreign market activities. This model is useful to study similar initiatives in developing countries.

This conceptual paper discusses the challenges smallholder producer cooperatives in developing countries face while trying to access agricultural global value chains. We assess the problem of competitiveness related to lack of commitment and improper selection. Prioritization of open membership over selection is generally taken for granted in the policy debate on farmers' market organizations (FMOs).We argue that open membership may work in community-driven organizations, however, it becomes a major threat for entrepreneurial FMOs. Inclusion facilitates free riding, which forms a barrier for investments of members. This is one of the major reasons why so many of these organizations are so much resource constrained, i.e. are not able to compete in the market without external support. FMOs should take targeting and selection serious if entrepreneurial activities are intended. Otherwise, they miss the opportunity to create a committed member base willing to invest in a potentially competitive organization.

The article presents a qualitative model, derived from the transaction cost and resource dependence theory, to compare the business relationships in the marketing channels between footwear buyers in The Netherlands and Uganda, and their suppliers. The observed business relationships are used to design an export-marketing channel for Eritrean footwear manufacturers looking for new export market opportunities. The findings show that the design of the export marketing channels for Uganda and The Netherlands differs as a result of the transaction costs involved. Taking into account the weak resource base of the Eritrean manufacturers, we conclude that it may be easier for them to enter the Dutch market than the Ugandan market.

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