• 아태비즈니스연구
• /
• 제10권3호
• /
• pp.143-151
• /
• 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.

• 무역학회지
• /
• 제47권5호
• /
• pp.253-272
• /
• 2022

As the digital era accelerates, traditional perspectives have limitations in explaining the success or failure of export performance. The purpose of this study is to analyze new factors affecting export performance from the perspective of customer experience, which has emerged as an important factor in securing a competitive advantage and generating organizational performance. After deriving hypotheses based on literature review and discussion, a research model is designed in which three factors of customer experience such as understanding customer's objectives, customer value creation capability, and customer journey management are the antecedents, and export performance is the dependent variable. This model also includes organizational agility and personal contact as the moderating variables. To verify the hypotheses, multiple regression analysis was conducted on the collected data drawn from 198 SME exporters. According to the analysis results, it was found that all three antecedents positively affected export performance. In particular, the organizational agility and personal contact were confirmed to have a moderating effect that creates better export performance by interacting with customer value creation capability. The theoretical significance of this study is to find that effective customer experience management can be a key factor in creating export performance. The results suggest that checking the overall customer journey, exporters should select and intervene to intensively manage key touch points that can have a decisive impact on the quality of customer experience. At the end of the paper, practical implications to be considered in creating export performance through effective customer experience management are presented.

• 무역상무연구
• /
• 제50권
• /
• pp.277-308
• /
• 2011

Korea's economy has shown recovery since the global financial crisis in 2008. In the year 2010, Korea's export volume reached US D 467.4 billion and Korea is one of the main producer of IT equipment, electronics, ship-buildings, chemicals and automobiles. In particular, IT industry is one of the largest portion in Korea's export industries. The reason of the performance is that we develop innovative products to overseas markets and continued it. Also, there has been export support or promotion scheme in Korea. In this study, We need to evaluate the current system of export support and derive future challenges. This article has been studied to investigate relationship between export promotion and export performance. So, We classify export promotion program into 7 group(IT package, Market pioneers, Overseas exhibition, consultation invited buyers, International IT market research, Small Business IT export counseling center, Overseas marketing online) and the export performance was considered as the dependent variable. So the result are as follows. Factors on IT package, Market pioneers, overseas exhibition, International IT market research have been identified as influencing. and consultation invited buyers, Small Business IT export counseling center and Overseas marketing online have been identified as unimportant factor. So, We have to develop those Factors(IT package, Market pioneers, overseas exhibition, International IT market research) in the direction of strengthening the development of export support scheme.

• 유통과학연구
• /
• 제14권2호
• /
• pp.135-144
• /
• 2016

Purpose - The purpose of this paper is to empirically investigate the moderating effects of social capital on antecedents factors path of export performance in the materials and components SMEs(Small and Medium-sized Enterprises) of Busan and Kyungnam region. In case of materials and components SMEs, they are always trying to achieve business performance including export sales and market share, but it is difficult for them to increase performance due to the limitation of inner & tangible resources. Therefore intangible asset such as technology capability and its antecedents factors which are technology innovation and learning orientation are getting more important to SMEs. In addition, it is supposed that social capital such as local network including distribution channel in overseas market plays an essential role to enhance export performance. Accordingly, the main goal of this study is to find out the relationship between export performance and antecedents factors and the validity of social capital as a moderating valuable. Research design, data, and methodology - Technology innovation, learning orientation and technology capability have been used as antecedents factors for export performance and social capital such as network diversity and intensity has been used for moderating effects analysis. In order to select these valuables mentioned above, this study examined the existing researches on a basis of Resources Based View, Organizational Learning Theory and Social Capital theory. To achieve the objective of this paper, 7 hypotheses including the moderating effects have been proposed with 6 potential variables measured by 24 questions. The survey was carried out from December 2014 to March 2015 and 137 samples out of total 175 were selected for the analysis. PLS(Partial Least Squares) has been used for the methodology of empirical analysis for both antecedents factors path and moderating effects. Results - Research findings are as follows. First, technology innovation has a significant impact on learning orientation, learning orientation has a positive effect on the technology capability and technology capability also has a significant impact on export performance. Therefore 3 valuables are proved as antecedents factors of export performance. Second, the social capital(both network diversity and intensity) plays a moderating role with learning orientation to technology capability. However, there is no moderating effects between both of social capital and technology capability regarding export performance. Conclusions - According to path analysis results, it is suggested that the materials and components SMEs should raise technology innovation and learning orientation in order to improve technology capability and export performance. Meantime, the moderating effect analysis shows that SMEs should consider local network diversity and intensity along with learning orientation to add up technology capability. But local network diversity and intensity does not work systematically with technology capability for export performance and it means that SMEs should find the appropriate local partners for the purpose of establishing concrete distribution channels based on marketing perspective, not for improving technology capability.

• The Journal of Asian Finance, Economics and Business
• /
• 제7권4호
• /
• pp.163-171
• /
• 2020

The study aims to examine the effects of inward every presence of foreign investment, import, and real exchange rate shocks on export performance in Vietnam. This study employs a time-series sample dataset in the period of 2009 - 2018. All data are collected from the General Statistics Office of Ministry of Planning and Investment in Vietnam, World Development Indicator and Ministry of Finance, State Bank of Vietnam. This study employs the Augmented Dickey-Fuller test and the vector error correction model with the analysis of cointegration. The results demonstrate that a higher value of import significantly accelerates export performance in the short run, but insignificantly generates in the long run. When the volume of registered foreign investment goes up, the export performance will predominantly decrease in the both short run and long run. Historically, countries worldwide are more likely to devaluate their currencies in order to support export performance. According to the study, the exchange rate volatility has an effect on the external trade in the long run but no effect in the short run. Finally, Vietnam's export performance converges on its long-run equilibrium by roughly 6.3% with the speed adjustment via a combination of import, every presence of foreign investment, and real exchange rate fluctuations.

• 무역학회지
• /
• 제45권5호
• /
• pp.261-277
• /
• 2020

The purpose of this study is to analyze whether SMEs' technological capabilities and international marketing capabilities affect the export performance of the SMEs and to empirically test the moderating effect of the CEO's risk propensity on such a relationship. We obtained data from 190 SMEs located in Gwangju and Jeonnam Province in Korea through survey and performed a regression analysis for hypothesis testing based on these data. As a result of the analysis, it was found that SMEs' technological capabilities and international marketing capabilities had a significantly positive (+) effect on export performance, respectively. Also, the CEO's risk propensity was found to reinforce the relationship between technical competence and export performance, and the relationship between marketing capabilities and export performance was also found to be strengthened in the positive (+) direction. These results suggest that it is necessary for SMEs to continuously develop technological capabilities and international marketing capabilities to achieve successful export performance in overseas markets. Also, the CEO's propensity to promote these relationships may be important.

• 무역학회지
• /
• 제46권6호
• /
• pp.73-92
• /
• 2021

Small and medium-sized enterprises (SMEs) account for a large proportion of the total number of enterprises in many countries. The development of SMEs has contributed to job creation and economic benefits. Every government has formulated active diversification strategies to promote the export market of SMEs, but the performance of export capabilities remains insufficient. The primary purpose of this study is to examine the effectiveness of export credit insurance in promoting SME export performance in Canada. Using data from 2008-2017, the augmented Dickey-Fuller (ADF) model to test the stationarity of the concerned variables and the error correction model (ECM) and autoregressive distributed lag (ARDL) cointegration test to empirically investigate the cointegration relationship between the research targets. The results represent the positive and critical impact of export relative price and domestic demand pressure on Canada's export performance, and the negative impact of the export volume index at a significant level. Regrettably, the impact of export credit insurance on the export performance of Canadian SMEs is considered exaggerated overall. In view of this result, it is necessary for the Canadian government to enact policies based on the current market status. And enhance confidence among SMEs to begin exports and diversify their markets rather than focusing only on the domestic or US market, especially given the impact of COVID-19. From the case of Canada, Korean government can attempt to learn from them to conduct more efficient strategies for SMEs.

• 통상정보연구
• /
• 제17권1호
• /
• pp.89-114
• /
• 2015

본 연구는 수도권 수출기업과 지역 수출기업을 대상으로 수출지원업무를 담당하고 있는 무역지원기관의 서비스 활용도에 영향을 미치는 요인과 수출성과에 영향을 미치는 요인을 분석하였다. 본 연구는 설문조사를 통해 자료를 수집하였으며, PLS분석을 활용해 연구모형을 검증하였다. 실증분석결과에서 수도권 수출기업의 경우 무역지원기관 서비스품질, 환경 불확실성 및 수출기업의 수출지향성은 무역지원기관 서비스 활용도에 긍정적인 영향을 미치고, 환경 불확실성은 수출기업의 수출지향성에 정의 영향을 미치며, 무역지원기관 서비스 활용도와 수출기업의 수출지향성은 수출기업의 수출성과에 긍정적인 영향을 미치는 것으로 나타났다. 반면, 지역 수출기업은 무역지원기관 서비스품질과 수출기업의 수출지향성이 무역지원기관 서비스 활용에 긍정적인 영향을 미치지만 환경 불확실성은 무역지원기관 서비스 활용도와 유의적인 관계가 없는 것으로 나타났다. 또한 환경 불확실성은 수출기업의 수출지향성에 정의 영향을 미치고, 무역지원기관 서비스 활용도는 수출기업의 수출성과에 긍정적인 영향을 미치지만 수출기업의 수출지향성은 수출기업의 수출성과와 유의적인 관계가 없는 것으로 나타났다.

• 무역학회지
• /
• 제45권4호
• /
• pp.65-81
• /
• 2020

Under New Climate Regime, countries are trying to enhance environmental regulations to meet international standards. This study is designed to examine the relationship between the relative level of environmental regulation of the importing countries and the export performance at the industrial level. Panel data from 2009 to 2018 was established for 12 top export industries and empirical analysis was conducted. For the analysis method, panel OLS, Hausman-Taylor, and panel GLS were used based on the results of the Hausman verification. The dependent variable is the export performance of each industry. As the independent variables, the relative level of environmental regulation, GDP per capita of the importing country, exchange rate, FTA agreement, and physical distance from the importing country were used. Results show that the relative level of environmental regulation has a negative effect on export performance of semiconductors, displays, special machines, general machines, electric appliances, and home appliances. On the other hand, there are no relationship between the relative level of environmental regulation of the importing country and export performance of automobile, petroleum refining, petrochemical, shipbuilding, and communication equipment industries.

• 무역학회지
• /
• 제46권5호
• /
• pp.195-211
• /
• 2021

The purpose of this study is to examine the relationship among innovation activities, innovation performance, and management performance of export firms. I first undertake a review of previous studies related to innovation activity, innovation performance, and export firms' innovation. Based on this, I set up a research model and hypotheses. First, The innovation activity is classified into product innovation activity, process innovation activity, and administrative innovation activity. Innovation performance is divided into product quality improvement and cost reduction. And the business performance is regarded as financial performance of export's firms. This study examined whether innovation activity affect innovation performance such as product quality improvement and cost reduction. In addition, I examined whether these innovation performance affects business performance (financial performance). To achieve this, a total of 368 questionnaires are used in this study and PLS (Partial Least Square) was used to analyze structural equation. As a result, this study shows that product innovation activity have a positive effect on product quality improvement, and process innovation activity also have a positive effect on product quality improvement. However, it was found that neither product innovation activity nor process innovation activity had an effect on cost reduction. And it was found that administrative innovation did not affect product quality improvement, but had a positive effect on cost reduction. Also, it was found that quality improvement, which is an innovation performance, did not affect the financial performance of export's firms, and cost reduction, which is an innovation performance, had a positive effect on the financial performance of the export's firms.