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http://dx.doi.org/10.21219/jitam.2016.23.2.081

A Case Analysis Study of Korean Small and Medium Firms' Software Exports through Sales Channels Building and Product Localization  

Ahn, Yeon S. (College of Business, Gachon University)
Kim, Hee Wan (Division of Computer Engineering, Shamyook University)
Publication Information
Journal of Information Technology Applications and Management / v.23, no.2, 2016 , pp. 81-95 More about this Journal
Abstract
Software export is very important for developing the domain software industry. Up to now, the study related in this issue is not enough even if exports are not activated. In our study, we treated and analyzed the three SME cases that have each successful record in recent years focusing to sales channels establishment and product localization. This study was done by interviewing the marketing directors mainly, and applied email exchanges, phones, and document analyses. Some implications can be addressed for the potential SME software exports. In the perspectives of sales channels building, the trust for product and firm itself is needed to have a good offshore partners. These are required to make the good relationship with partners, brand value's diffusion, and technical competency. As for product localization, the customization is important to meet the needs for local users effectively. So it is desirable to accept the advisory suggestions from the local consulting experts or representative customers. And the joint export strategy using the platform by linking some related products is effective for SME's software product's export.
Keywords
Software Export; Sales Channel; Product Localization;
Citations & Related Records
Times Cited By KSCI : 1  (Citation Analysis)
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