• Journal of the Korean Society of Costume
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• v.66 no.8
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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.

• Journal of Distribution Science
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• v.14 no.10
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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.

• The Journal of Economics, Marketing and Management
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• v.8 no.1
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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.

• International Commerce and Information Review
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• v.16 no.4
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• pp.103-123
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• 2014

Export performance has been a core topic in export marketing research. This study aims to investigate the relationship between adaptation/standardization strategies and export performance obtained after implementing each of these strategies to marketing mix variables. It is expected that the study results will help companies better understand an efficient marketing mix and applicability of adaptation/standardization approaches in their export ventures. New Zealand exporting firms which actively seek for export markets in Korea are selected for empirical analysis of this study. Adaptation and standardization are concepts that signify the level of intensity in each strategy; both have advantages and weaknesses. In the case of adaptation approach, it is shown that the difference in export performance between satisfactory and non satisfactory export ventures is statistically significant in marketing mix variables such as price, place and promotion. However, product variables affect statistical significance on export performance between satisfactory and non satisfactory export ventures in standardization approach. This study implies that when a company exports its product overseas, standardization effort is more important for product variables whereas much effort needed in adapting marketing variables such as price, place, and promotion to get satisfactory export performance.

• Journal of Korea Port Economic Association
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• v.28 no.4
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• pp.149-168
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• 2012

International trade is becoming more and more important in this age of globalization. In particular, It is very important to export for South Korea economy. An important factor in export performance is logistics firms' competitiveness and resources. Nevertheless, many scholars and researchers are overlooking the role of logistics firms in the export market. Most studies have focused only on the capability of export companies without considering the capacity of logistics companies. This paper is attempted to analyze the competitiveness of logistics which affect export performance. So this study adopts the moderated regression analysis. The results analysis shows that logistics firms' resource level were statistically significant on export performance. The moderating effect of logistics firms' resource level was found in the relationship between export performance and international orientation. Lastly, the moderating effect of the logistics services level on the relationship between export firms capacity and export performance was statically significant.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.15 no.5
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• pp.2870-2881
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• 2014

In this study, I empirically analyzed the factors affecting export performance with domestic ICT companies. I set up 3 variables - companies' factors, marketing factors and factors of export supporting system - as the factors affecting export performance, based on findings of precedent studies; and I set up non-financial performance as a dependent variable. As a result of analysis, I found out that companies' factors(market orientation of CEO, competitiveness in export, experience of export) and marketing factors(diversification of overseas market, barriers to marketing), among the variables affecting export performance, were the variables affecting non-financial performance, set up as the export performance; but the factors of awareness, availability and difficulty, set up as the detail factor among factors of export supporting system, do not affect non-financial performance.

• Journal of Korea Trade
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• v.23 no.4
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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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• v.24 no.8
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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.

• Journal of Korea Technology Innovation Society
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• v.1 no.2
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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.

• Asia-Pacific Journal of Business
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• v.10 no.3
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• pp.143-151
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• 2019

Whether export-market prioritization is effective on financial performance is a controversial issue. Nevertheless, few studies have addressed this issue. The present study attempted to explicate the effects of exporters' market prioritization on their superior financial performance. Based prominently on the market-segmentation theory and the relationship-marketing theory, the current study developed propositions of whether export-market prioritization is economically reasonable. It is posited that export-market prioritization postively influences buyer satisfaction in a primary market; that export-market prioritization negatively affects on buyer satisfaction in a secondary market; that export market prioritization reduces costs in relation to export marketing and sales; that buyer satisfaction positively influences buyer loyalty for both buyers in primary markets and ones in secondary markets; that buyer loyalty positively influences share of wallet for both buyers in primary markets and ones in secondary markets; and that share of wallet positively influences sales per buyer for both buyers in primary markets and ones in secondary markets. Thus, exporters should identify suitable export-market segments and prioritize export markets. The present study suggested that exporters monitor market profitability, assess the quality of buyer information, and conduct selective organizational alignment in order to develop a prioritization strategy.