Organizational and Exporting Determinants Affecting Export Promotion Program Awareness, Utilization, and Usefulness Level

Köksal, Mehmet Haluk

doi:10.9768/0018.04.219

Cited by 9 publications

(27 citation statements)

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“…And (3) do firms use public support to mitigate through "externalizing" the increased risk of internationalization, and thereby protect their external activities and investments from loss? Our rationale is to add to knowledge on the determinants both of the awareness and of the use of incentives (Crick, 1997;Koksal, 2009), and to explore the link between these two, as we conjecture that it might hold the key to understanding the causes of policy inefficiency. There is evidence to indicate that government actions are liable to fail on account of this missing link in our understanding of the sources of inefficiency (Koksal, 2009;Spence, 2003;Storey, 1999).…”

Section: Introductionmentioning

confidence: 99%

“…Our rationale is to add to knowledge on the determinants both of the awareness and of the use of incentives (Crick, 1997;Koksal, 2009), and to explore the link between these two, as we conjecture that it might hold the key to understanding the causes of policy inefficiency. There is evidence to indicate that government actions are liable to fail on account of this missing link in our understanding of the sources of inefficiency (Koksal, 2009;Spence, 2003;Storey, 1999). A case in point is the example of British export promotion, in which a survey by the British Chambers of Commerce, involving eight thousand companiesmainly small and medium sized -concluded that over 65 per cent were unaware of the existence of public support for exports (United Kingdom Parliament, 2013).…”

Section: Introductionmentioning

confidence: 99%

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The missing link between awareness and use in the uptake of pro-internationalization incentives

Torres

Clegg

Varum

2016

International Business Review

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We investigate the process by which firms become participants in official programmes of public support designed to promote outward internationalization. This study builds on previous research that has established the distinct factors associated with firms' awareness and use of public support measures. These earlier studies have also shown that deficiencies within programmes manifest in low participation rates. However, scholars have not extended this reasoning to focus on the underlying processes involved, and have paid little attention to the steps through which firms elect to use public support, and how support operates upon, and within, the firm. In particular, the link between awareness of public incentives towards internationalization and the use of these incentives has been overlooked. General failure to understand this link is a potential source of policy inefficiency, reducing the effectiveness of those public programmes that employ incentives. We pose three research questions to examine the concept of such a link: (1) Do firms select public incentives that compensate for a lack of resources or capabilities in their possession? (2) Do firms react primarily to internal or external exigencies, for example, internal financial constraints or, rather, are they responding to unfolding circumstances, such as the more demanding market conditions experienced on internationalization? And (3) do firms use public support to "externalize" the increased risk to which they are exposed as internationalization proceeds, and thereby protect their external activities and investments from loss? The process that firms go through to apply for any type of public support is normally twostaged. Firms first become aware of incentives and then decide whether or not to use them. This process can be handled empirically using a Heckman Selection Model, which we apply to explore our research questions using survey data collected from a sample of Portuguese firms. We find that the greater are the internal limitations of these firms with respect to resources and capabilities and the more demanding are the conditions in which internationalization takes place, then the greater is the use made of public support. We find that awareness of the availability of support is promoted by firms' in-house resources and capabilities and, at the same time, is positively associated with more demanding conditions of internationalization. The use of public support appears to be associated with the opportunity cost to the firm of public incentives, and with the increased risk inherent with internationalization. These results point to the existence of important sources of inefficiency within the process of application for policy measures, particularly with respect to the link between awareness and use. The use of public support is inversely associated with the opportunity cost to the firm of the resources deployed to apply for public incentives and, for firms with greater resources and capabilities, associated positively with the increased inherent...

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Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

The missing link between awareness and use in the uptake of pro-internationalization incentives

Torres

Clegg

Varum

2016

International Business Review

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“…Les services d'accompagnement à l'exportation (SAE dans le reste du texte) sont généra-lement définis comme des mesures de politique publique qui contribuent à renforcer les activités d'exportation d'une entreprise, d'une industrie ou d'une nation dans sa globalité (Root, 1971 ;Seringhaus, 1986 ;Koksal, 2009). Ils incluent une grande diversité de services comme la sensibilisation des entreprises sur les opportunités à l'étranger, la planification et le support de l'activité à l'export (Seringhaus et Botshen, 1991), la transmission de connaissances (Czinkota, 1994), la mise en relation (Demick et O'Reilly, 2000) ou encore l'accès à des prêts, garanties et assurances (Czinkota, 2002 ;Shamssuddoha, Yunus Ali et Oly Ndubisi, 2009a).…”

Section: Découvrir La Revueunclassified

“…Ils incluent une grande diversité de services comme la sensibilisation des entreprises sur les opportunités à l'étranger, la planification et le support de l'activité à l'export (Seringhaus et Botshen, 1991), la transmission de connaissances (Czinkota, 1994), la mise en relation (Demick et O'Reilly, 2000) ou encore l'accès à des prêts, garanties et assurances (Czinkota, 2002 ;Shamssuddoha, Yunus Ali et Oly Ndubisi, 2009a). Ils sont prioritairement destinés aux entreprises locales qui cherchent à exporter leurs produits, l'objectif des pouvoirs publics étant de créer de la valeur et de l'emploi dans le marché domestique et d'améliorer leur balance commerciale (Ahmed, Mohammed, Johnson et Meng, 2002 ;Koksal, 2009). D'ailleurs, les chercheurs (par exemple, Albaum, 1983 ;Czinkota, 1996 ; Gençturk et Kotabe, 2001 ;Brewer, 2009 ;Faroque et Takahashi, 2012) La littérature s'intéresse depuis une trentaine d'années à l'évaluation des dispositifs d'accompagnement à l'exportation.…”

Section: Découvrir La Revueunclassified

“…L'enquête internationale de Lederman, Olarreaga et Payton, (2006 menée avec l'aide de la Banque mondiale auprès de 88 pays (développés ou émergents, répartis sur l'ensemble des continents) l'illustre parfaitement : le nombre d'agences de promotion des exportations a été multiplié par trois sur la période 1985 à 2005. Les PME en sont les premières bénéficiaires, qu'elles soient néo-exportatrices ou expérimentées dans les affaires internationales (Ahmed et al, 2002 ;Koksal, 2009). L'objectif est double :…”

Section: La Relation Entre Accompagnement à L'exportation Et Performaunclassified

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Développement et validation d’une échelle de mesure de l’accompagnement des PME à l’exportation

Catanzaro

Messeghem

Sammut

et al. 2015

ipme

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De nombreuses études empiriques s’intéressent à l’efficacité de l’accompagnement à l’exportation. Cependant, l’absence d’un instrument de mesure validé de l’accompagnement à l’exportation rend difficile la comparaison de leurs résultats. Les auteurs soulignent par conséquent la nécessité d’élaborer une échelle de mesure qui puisse être réemployée dans les futures études. Cet article s’inscrit dans cette perspective et vise à répondre à la problématique suivante : comment mesurer l’accompagnement à l’exportation dont a bénéficié l’entreprise ? Pour cela, nous nous appuyons sur le paradigme de Churchill (1979) afin de proposer une échelle de mesure qui tient compte à la fois de la nature et de l’intensité de l’accompagnement à l’exportation. Dans ce cadre, une étude empirique a été menée auprès de 288 PME françaises accompagnées. Les résultats confirment la multidimensionnalité de l’accompagnement à l’exportation au travers de quatre dimensions : la formation, la prospection, la mise en réseaux et le soutien financier. Chacune d’entre elles est appréciée par un ensemble d’items reflétant les services d’accompagnement à l’exportation accessibles aux entreprises. L’emploi de cet outil de mesure offre aux chercheurs comme aux pouvoirs publics la possibilité de mieux apprécier l’influence spécifique des différents types d’accompagnement à l’exportation.

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Marketing and financial barriers in agri-food exporting

Sudarević

Radojević

Marjanović³

et al. 2017

BFJ

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Purpose The purpose of this paper is to empirically research marketing and financial export barriers by perceptions of agri-food firms from small developing country with preferential trade position in Europe. Using resource-based and contingency theories as framework, differences in barriers perceptions between exporters classified by five organizational factors were tested. Design/methodology/approach Secondary data collection for literature review, conceptualization and hypotheses setting, and primary data collection for hypotheses testing were employed. Survey’s variables and their measurement were derived from previous studies, so exploratory factor analysis was utilized to test dimensionality. A total of 224 agri-food exporters were surveyed and 86 usable responses were collected. The single export venture was used as unit of analysis. ANOVA and t test were utilized for hypotheses testing. Findings Results indicate that the biggest barriers are price competitiveness and insufficient government support. Larger firms and foreign-owned ones perceive researched export barriers as lower than smaller firms and domestic-owned ones. Research limitations/implications The primary limitation of the paper is its one country scope, limiting generalizability. Despite this, research derives several implications especially for management and policy-makers. Originality/value This research confirmed propositions of resource-based and contingency theory in export barriers researching in a case of agri-food sector of small, developing economy with preferential position in European trade, but challenges treating export experience, intensity, and product type as firm’s valuable resources and internal contingencies.

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Organizational and Exporting Determinants Affecting Export Promotion Program Awareness, Utilization, and Usefulness Level

Cited by 9 publications

References 0 publications

The missing link between awareness and use in the uptake of pro-internationalization incentives

The missing link between awareness and use in the uptake of pro-internationalization incentives

Développement et validation d’une échelle de mesure de l’accompagnement des PME à l’exportation

Marketing and financial barriers in agri-food exporting

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