• 복식
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• 제66권8호
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• pp.109-122
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• 2016

This study is to explore the ways to increase the export performance of start-up companies, as opportunities are rising along with more companies entering the global market. Thus the study analyzed the factors affecting export performance of the start-up company by mainly looking at the international marketing capabilities of enterprises type of marketing strategy and internal environmental capabilities. The following were derived as factors for marketing 4P strategy: innovation of product, flexibility of export price, differentiation of distribution channels, diversity of promotional activities, and positive-ness of promotion. For internal capabilities of enterprises, innovation of CEO, initiative of CEO, risk susceptibility of CEO, information power of export market, and information power of competitor were derived as factors. Two types of performances were considered for export performance, financial and non-financial. Among innovation of product and risk susceptibility of CEO the non-financial performance of export performance, and only differentiation of distribution channels of marketing 4p strategy the financial performance. It showed that since performance was different depending on the entrepreneurship of the CEO, only innovative products differentiated from small and medium enterprises. risk susceptibility of CEO increased export outlook by corporate acknowledgment and image, creation of potential customers, and financial performance affected only differentiation in distribution channel rather than entrepreneurial spirit, information power, or organizational flexibility because of short business career and insufficient period enough to gain trust. Therefore, start-up companies need to improve their non-financial export performance by increasing innovation of product and risk susceptibility of the CEO. The companies need to widen the differentiation of distribution channels in the financial export performance.

• 유통과학연구
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• 제14권10호
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• pp.93-107
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• 2016

Purpose - This study aims to derive directions and implications for improving performance in operating agrifood export organizations by identifying significant performance impact factors. Research design, data, and methodology - A seemingly unrelated regression (SUR) model was estimated using data from a survey conducted among 120 exporters including 16 leading export organizations. In the SUR estimation, the export volume and price are used as dependent variables and securing the quantity of products ordered and exported, quality management, and marketing activities are considered as explanatory variables for the operation performance. Results - The amount of farmer education, the manpower in charge of marketing, and the interaction terms between whether or not they belong to a leading export organization and the item dummy for mushrooms have a significant impact on the export volume where the export volume is specified as a dependent variable. The export volume is greater with a greater amount of farmer education and greater manpower in charge of marketing from the perspective of quality management. When the export price is estimated as a dependent variable, the manpower in charge of marketing is shown to have a significant impact on the export price. Conclusions - The government needs to strengthen its support of the performance of agrifood export organizations. The analysis indicates that the education of and consulting with farmers, and the manpower number in charge of marketing are key factors in the operation performance of export organizations. Therefore, supporting the export organizations in expanding their human resources in charge of marketing can increase the export volumes for agrifoods. Given, however, that the export volume associated with joint payments, human resources specialized in quality management, and the amount of participation in export exhibitions are not significant factors, it is essential to improve the supporting policies for those areas. The manpower in charge of marketing from the perspective of marketing has a significant impact on both the export volume and export price. Thus, we identify this as the most important category that should be supported to enhance performance in export organizations.

• 융합경영연구
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• 제8권1호
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• pp.36-49
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• 2020

Purpose - This study investigates factors that affected the utilization of trade support policies and further analyzed how the utilization of trade support policies affected export performance. Research design, data, and methodology - With a sample of 223 small and medium-sized export firms from South Korea, this study examines the determinants of the utilization level of trade support system such as export market orientation, learning orientation, network capability and environmental uncertainty by regression analysis. Results - Export market orientation have a positive effect on the utilization of the trade support system and there is positive relationship between learning orientation and the utilization of trade support system. And network capabilities have had a positive impact on the utilization of the trade support system but there is no relationship between environmental uncertainty and the utilization of trade support system. The utilization of the trade support system had a positive effect on export performance. Conclusions - The internal and external factors of the organization have affected small and medium-sized export firms use of trade support systems. The utilization of trade support system can enhance positive export performance by providing valuable information and resource to external knowledge and also to complementary resources from the external partners.

• 통상정보연구
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• 제16권4호
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• pp.103-123
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• 2014

수출성과는 수출마케팅 연구의 핵심적인 주제이다. 본 연구는 기업이 해외 수출시장전략으로 선택한 적응화 전략과 표준화 전략이 실제로 마케팅 변수에 실행된 수준과 그 결과 획득된 수출성과 사이에 어떤 상관성이 있는지를 탐구함으로써 적응화와 표준화의 전략적 활용성을 높이는데 도움을 주고자 하였다. 본 연구의 실증분석은 우리나라 수출시장으로 진출하고 있는 뉴질랜드의 수출기업을 대상으로 하였다. 적응화와 표준화는 전략 실행의 정도와 수준을 의미하는 연속적인 개념으로 각각 강점과 약점을 가지고 있다. 실증분석 결과 적응화 전략의 경우 수출성과(만족과 불만족한 수출사업)의 차이는 제품 변수보다는 가격, 장소, 촉진 변수에서 유의미하게 나타난 반면, 표준화 전략의 경우 가격, 장소, 촉진 변수보다는 제품 변수에서 수출성과의 차이가 발견되었다. 이는 기업이 해외 수출시장을 공략할 때 제품 변수는 표준화 노력을 그리고 가격, 장소, 촉진 변수는 적응화의 노력을 기울일 때 만족한 수출성과를 얻게 될 가능성이 높다는 점을 시사해주고 있다.

• 한국항만경제학회지
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• 제28권4호
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• pp.149-168
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• 2012

세계경제가 글로벌화 되면서 무역의 중요성은 점점 커져가고 있다. 특히, 우리나라 경제에 있어 무역은 매우 중요한 부분이다. 이러한 무역의 경쟁력을 개선하고 수출성과에 중요한 영향을 미치는 요인 중 하나는 물류기업의 역량과 자원이다. 하지만 대부분의 연구들은 물류기업의 역량이 수출성과에 어떠한 영향을 미치는지에 대해서는 연구가 부족했었다. 이에, 물류기업의 역량이 수출성과 어떠한 영향을 미치는지 분석하였다. 이를 위해서 조절회귀분석을 통해 물류기업의 역량이 조절효과를 가지는지 분석하였다. 연구결과, 물류기업이 보유한 자원수준이 높을수록 수출기업의 해외지향성과 수출성과 간의 정(+)의 관계를 더욱 강하게 해주는 것으로 나타났다. 이는 물류기업이 보유한 자원수준이 조절변수로서의 역할을 하고 있음을 보여 주었다. 그리고 물류기업이 수출제조기업을 위해 제공하고 있는 물류서비스역량이 수출기업이 가진 역량과 시너지 효과를 내는 것으로 나타났다. 물류기업이 제공하는 양질의 서비스가 수출기업의 역량과 수출성과와의 정(+)의 관계를 더욱더 강하게 하는 것으로 나타났다. 결국, 물류기업과 수출기업 모두, 물류서비스와 물류기업의 자원이 수출기업의 역량과 함께 수출성과에 매우 중요한 요인임을 인식할 필요가 있다.

• 한국산학기술학회논문지
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• 제15권5호
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• pp.2870-2881
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• 2014

본 연구는 ICT 수출기업을 대상으로 하여 수출성과에 미치는 영향요인들을 실증적으로 분석하고자 하는데 그 목적이 있었다. 연구모형은 선행연구에서 논의되었던 변수들을 중심으로 하여 수출성과에 미치는 요인들을 크게 기업특성 요인, 마케팅 특성요인, 수출지원제도 특성요인 등 3개의 변수로 설정하였고, 종속변수로 수출성과를 비 재무적 성과로 설정하여 분석하였다. 분석 결과, 수출성과에 영향을 미치는 변수 중 기업특성 요인(CEO 시장 지향성, 수출경쟁력, 수출경험)과 마케팅 특성요인(해외 시장 다변화, 마케팅 애로 요인)은 수출 성과로 설정한 비 재무적 성과에 영향을 미치는 변수임을 알 수 있었다. 그러나 수출지원제도 특성 요인은 비 재무적 성과에 영향을 미치지 않는 변수임을 알 수 있었다.

• Journal of Korea Trade
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• 제23권4호
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• pp.80-102
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• 2019

Purpose - This paper aims to articulate relationship about factors influencing FTA utilization by dividing them into company's external and internal factors and performing investigation on the relationship between FTA utilization and export performance. Design/methodology - This study verified factors influencing FTA utilization by dividing them into company's external and internal factors and performing investigation on the relationship between FTA utilization and export performance. Empirical analysis was performed by setting internal and external factors required for FTA utilization as variables. To achieve this, research model was established based on previous study, hypothesis was deduced, and statistical program were used to test the hypothesis. This study performed empirical analysis using statistical program of SPSS 18.0 and AMOS 18.0 for the research model. Findings - Empirical analysis was performed regarding the effect of the FTA utilization on export performance and previous study defined export performance as the company's increased economy benefits through export and increase in new transactions. Analysis was also performed for factors affecting the FTA utilization by the company and through management and response of external factors and internal factors it was confirmed that the FTA utilization by the company led to increase in the company's export performance as a result. This study proposes a method to achieve export performance based on this. Originality/value - Companies seeking to utilize the FTA sign the Contract for the International Sale of goods and there are many conditions to meet in order to receive trade preferences during the transaction process. Existing trade order and order in the FTA have to be followed. Country of origin can be seen as key in the FTA. The Rule of Origin becomes the most important evaluation standard in applying preferential tariff in the FTA. Such regulations can be seen as external factors which cannot be controlled by the company. Internal factors are capabilities owned before that can be controlled by the company. The study sought to test the variables regarding factors centered on such capability. This study verified factors influencing FTA utilization by dividing them into company's external and internal factors and performing investigation on the relationship between FTA utilization and export performance.

• Journal of Korea Trade
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• 제24권8호
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• pp.121-132
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• 2020

Purpose - The principle aim of this study is to further investigate the relationship between market diversity and export performance. We examine the benefits and costs of geographic market diversity regarding the number of countries exported to by firms on their export performance. Based on the financial risk reduction model and the entry costs model, we propose a way to incorporate the costs and benefits aspects of market diversity. Design/methodology - To empirically investigate our research question, the curvilinear relationship between market diversity and export performance, we built a secondary panel data set between 2015 and 2019, containing 17,863 observations of Korean exporting companies. A generalized least squares panel estimator with fixed effects was employed to test the hypothesis, and the statistical package, Stata 14, was used. Findings - Our main findings are as follows: As market diversity increases, export performance increases because exporters can diversify and reduce financial risks in export markets. However, the relationship between the two does not grow. As it peaks, the entry costs increase due to the high market diversity, thereby outweighing the benefits, leading, eventually to decrease in the export performance. Consequently, there is an inverted U-shaped relationship between market diversity and export performance. Originality/value - In the export and trade literature, the impact of market diversity on export performance has not been addressed yet, despite the importance of this subject. Many scholars have assumed a positive linear relationship between the two, considering only the decrease in market risks as the number of overseas markets increases, without examining the increase in the entry and management costs. Therefore, our study contributes by providing a new perspective for analyzing the characteristics and outcomes of market diversity.

• 기술혁신학회지
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• 제1권2호
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• pp.192-207
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• 1998

This paper focuses on the relationship between innovation and export performance of technology-based firms in Korea. This study analyses the relationship between innovative activity and firm's performances using a sample of 760 technology-based firms in Korea. As for the firm's performance indicators, export is employed. The empirical results support that innovation has a positive effect on firm's export performance. However, for small and medium firms, the relationship between innovative activity and export performance is an U-shape quadratic form, which shows that small firms takes a minimum innovative expenditure in order to access the abroad market. Also, with product differentiation, innovative firms tends to devot more to domestic market than to abroad market. Therefore, it can be concluded that innovative activity builds market power and accelerates export performance. And product differentiation through advertising expenditure make innovative firms less exporting.

• 수산경영론집
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• 제54권4호
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• pp.19-45
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• 2023

This study explores strategies to expand Korea's top 10 seafood export in the oversea market, with a specific focus on the impact of export concentration. For certain seafood items such as laver, crab, and mackerel, characterized by low export concentration, adopting a focused export expansion strategy is more effective. Conversely, highly concentrated seafood items such as toothfish, cod, pollack, and abalone face high risks in export performance due to their heavy reliance on a small number of key export countries. To ensure export stability, it is advisable to implement a diversified export expansion strategy for these highly concentrated seafood items. In the case of medium-concentration seafood items like tuna, oyster, and flounder, the decision between a concentrated or diversified strategy should be based on their specific export situations. Tailoring strategies to the distinctive market characteristics of each seafood item enables exporters to effectively increase oversea market share, promoting stability and sustained growth in export performance.