• Journal of Distribution Science
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• v.14 no.11
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• pp.91-102
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• 2016

Purpose - The objectives of this study are as follows. First, it aims to suggest an analysis model that has integrated the relationship between the two factors and export performance and conduct an empirical analysis of the factors. Second, the study seeks to analyze the mediating effect by setting direct channel governance as a specific activity to connect market orientation, a cultural asset, to export performance. Third, through these analyses, the study intends to apply the relationship between market orientation and direct channel governance that the existing studies have failed to observe comprehensively on SMEs in Korea. Based on these analyses, the study expects to expand the discussion of previous researches by analyzing the mediating effect of direct channel governance. Research design, data, and methodology - This study developed a model that has integrated market orientation, direct channel governance, and export performance. It established 7 hypotheses including the mediating effect of direct channel governance. Market orientation was consisted of customer orientation and competitor orientation, and 4 latent variables were measured by 18 questions. LISREL, an analysis tool of structural equation model, was used for hypothesis test and there were 183 sample for analysis. Results - The analysis results showed that customer orientation has a positive influence on direct channel governance, but competitor orientation did not have a statistically significant effect. On the contrary, export performance showed an opposite result. That is, customer orientation did not have any influence but competitor orientation had a significant influence on export performance. It was also confirmed that there was a significant influence in the relationship between channel governance and export performance. According to the analysis of mediating effect, direct channel governance had a full mediating effect between customer orientation and export performance. Conclusions - The study results demonstrated that it is important to build a direct channel governance on the export SMEs in Korea, especially since the direct channel governance complements the influence of customer orientation that does not directly influence export performance among market orientation activities. This implies that Korean export SMEs must strive to build an effective direct channel governance.

• International Commerce and Information Review
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• v.10 no.4
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• pp.171-199
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• 2008

The purpose of this study is to find out current problems facing the commodity trust of e-marketplace and export channel and product adaptation strategy in e-trade. This study will be an important benchmark to shed the light on understanding export channel and the localization adaptation strategy. The business performance of export corporations in Korea so that they will be able to build their own winning marketing adaptation strategy. This study will also obviously provide Korean export corporations having invested in foreign countries with the solid base to set up their marketing channel and localization adaptation strategy to compete with other export corporations abroad.

• International Commerce and Information Review
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• v.14 no.2
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• pp.81-119
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• 2012

In order to maintain high level of control over and close coordination of foreign marketing activities, export manufacturers often consider vertical integration strategy into global distribution. However, full integration is not always a feasible option. The purpose of this study is to investigate the alternative ways to achieve optimal level of control over export channel system for desirable channel performance. This study investigates different options for integration of the vertical channel structure, and examines their effect on the performance. The findings of this study suggest different combination of ownership and coordination level has varying impact upon channel performance: efficiency, effectiveness, and adaptiveness. This implies exporters may achieve desirable performance control over export channel without fully integrating the channel via ownership.

• International Commerce and Information Review
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• v.7 no.3
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• pp.177-191
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• 2005

This paper makes a valuable contribution to understanding how the Internet may interface with existing channels to export markets. It classifies the market and firm-level capabilities that may have an impact on how effectively firms can use a virtual channel to export markets(VECs). The most important findings of the paper are that it matters less what function the Internet serve-whether it provides information, tries to build interactive relationships or is used to sell products or services- than hoe fufills its role. Finally, the Internet can facilitate direct channels to market. Export sales ability is essential, and is more important the length of time spent exporting. The Internet to add value to existing export channels.

• The Journal of Fisheries Business Administration
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• v.54 no.3
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• pp.29-43
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• 2023

The United States is Korea's important trading partner, ranking third (13.7%) in exports of fishery products in Korea. The impact on exports to the United States is expected to be significant if the seafood import provisions under the MMPA are implemented in 2024 accordingly. It is expected that documents proving production information will be required for all items when exporting to the U.S. Therefore, this study attempted to examine the current status of exports and exporters in order to understand the actual conditions of major fishery products exported to the United States. Besides, there are currently no official system and procedures in Korea to prove production information for all fishery items, so we tried to suggest implications by examining distribution channels for major export items to the U.S. In this study, five items including seaweed and halibut as domestic aquaculture items, tuna and squid as deep-sea fishing items, and fish cake using imported raw materials were selected as the target items for distribution channel investigation. In addition, this study is meaningful in that it investigated the routes from production to processing, distribution, and export of each item and identified detailed distribution channel for major items exported to the U.S.

• Journal of Distribution Research
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• v.7 no.2
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• pp.1-19
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• 2003

This study intends to explore the relationship between export motivating factors and export channel-structure. Two proactive motivating factors (market-opportunity development and productivity improvement) and one reactive motivating factor (business-risk hedge) were extracted from the survey data collected from Korean exporting firms. The data show that the two proactive motives enhance the likelihood of using the export channels that allow strong controls over export-marketing activities. This study also finds that these proactive motives tend to increase the amount of relationship investment in an export distribution channel.

• Journal of Distribution Science
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• v.13 no.3
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• pp.61-67
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• 2015

Purpose - Exports have long been regarded as significant drivers of sustainable competitive advantage and growth among small and medium enterprises (SMEs). The export activities of SMEs are particularly important in the context of export-oriented economies such as Korea. Although many studies have examined the determinants of exports, it is difficult to find empirical studies about the determinants of the export performance of regional SMEs. This study investigates the determinants of export performance in the regional SME context based on an integrated approach that combines the environment factor of industrial organization theory, competitive strategy theory, and the competences of the resource-based view. Research design, data, and methodology - To empirically analyze the determinants of export performance in the regional SMEs, data were collected from firms in the Daegu metropolitan area. Data were collected directly through questionnaire surveys; in addition, secondary financial data were also taken from the KIS-VALUE database. Out of the 175 responses that were received, 143 were considered to be worth examining. After testing the reliability and validity of the variables through multiple items such as environmental turbulence and competitive strategy, hypotheses were verified by using five multi-regression models. These models were: a control model with organizational size and age, an environmental model with technology and market turbulence, a competency model with R&D and foreign distribution channels, a strategy model with product and market differentiation, and an integrated model including all of these variables. Results - First, as a control variable, the organization size has significant positive effects on export performance. Second, technology turbulence based on industrial organization theory has significant positive effects on export performance, but market turbulence does not affect export performance. Third, the foreign market distribution competency of the resource-based view has strong positive effects on export performance, but the R&D competency does not affect export performance. Fourth, the product differentiation strategy from competitive strategy theory positively impacts export performance, but market differentiation does not affect export performance. Finally, in the integrated model, only the foreign distribution competency of the resource-based view has a significant effect on export performance. Conclusions - The empirical results of this study verified the usefulness of the rationales behind the three theories to explain the export performance of the regional SMEs, especially the importance of the foreign market distribution competency from the resource-based view. With regard to practical considerations, this study's implications suggest that the use of technological environmental changes by industries is better than the use of market changes. Further, the use of the product differentiation strategy is more effective than the use of the market-driving strategy, and the distribution channel competency plays a stronger role than the technology-oriented competency with regard to the export performance position of regional SMEs. Future studies should examine relational perspectives, such as trust among channel partners. Therefore, the configuration approach is more useful in enhancing pragmatism by comparing high- and low-export companies.

• Korea Trade Review
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• v.47 no.4
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• pp.103-124
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• 2022

For venturing into international markets, small and medium enterprises (SMEs) have not only emphasized internal resources but entrepreneurial orientation has also become the need of the day due to its significant role in increasing firm's competitive capabilities. Although research indicates that the competitive strategies can significantly impact export performance, minor attention is given to the relationship between entrepreneurial orientation, business competitive strategy and export performance of small and medium enterprises (SMEs). This study scrutinizes the effect of each dimension of entrepreneurial orientation (i.e., innovativeness, risk-taking, and proactiveness) and each of generic competitive strategies (i.e., cost leadership and differentiation) on the export performance of Chinese SMEs. And we investigated the moderating effect of entrepreneurial orientation on the relationship between the competitive strategies and export performance. We surveyed 217 Chinese SMEs through a structured questionnaire. For the data analysis and hypotheses testing, we used AMOS. 27. The findings display that differentiation and cost leadership strategies significantly improve export performance. The innovativeness, risk-taking and proactiveness also spur Chinese SME's export performance. Further we find that adding entrepreneurial orientation significantly improves our model of the relationship between the competitive strategies and export performance. Thus, our study extends the entrepreneurial orientation literature and provides interesting new insights into how entrepreneurial orientation helps firms create more successful export operations.

• 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.

• International Commerce and Information Review
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• v.15 no.3
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• pp.135-153
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• 2013

This study aims to investigate the overall relationship between the deterring and facilitating factors in export activities of the small and medium export companies. Nine export deterring factors are analyzed by multinational dimensional scaling(MDS) method to identify key dimensions underlying those factors. Perceptual mapping shows that some factors such as brand image, operating capital and e-trade infra are found similar in its degree of difficulties in export activities. Regression analysis shows that government export promotion measures might play an effective export facilitating factors to ease the export deterring factors like market information and manufacturing skill. Whereas difficulties arising from e-trade infra, operating capital, and brand image might be eliminated by internal competency of company, difficulties from distribution channel might be lessened by overseas orientation of chief executive of company.