PT INKA's Export Marketing Strategy Towards Competitive Advantage

This study aims to analyze PT INKA's export marketing strategy towards competitive advantage until 2018. Researchers use primary and secondary data sources with interview and documentation data collection techniques. The results of the study revealed that PT. INKA has: (1) Strength, very competitive pricing power and strong human resources, especially the marketing team, in addition to the influence of marketing assistance from the ambassador (RI for overseas); (2) Weaknesses in the export marketing strategy lie in production, one of which is engines and wheels which are still imported by China, which does not yet have the International Railway Industry Standard Certification (IRIS); (3) Opportunities, can make efforts to further strengthen the penetration of Indonesian companies in the African region; (4) Threats, to providers of facilities and infrastructure needs that must be obtained from imports from other countries, besides that competitors are afraid to dare to reduce interest costs or extend the tenor for the purchase of goods. The high taxes that must be issued for the delivery of goods are the biggest threat, this is confirmed by the informants.

EXPORT FINANCE: A TOOL FOR PROMOTING EXPORT IN INDIA

Export Finance play a crucial role in growth and development of export sector in any economy, which face a tough competition from rest of world. It is an essential and prime element for successful operation of various internal and external activities to grow the export business sector. In view of many scholars and economists, export is considered as the engine of growth and development of any country. Presently, India’s total export is contributing approx. 2% in the world’s trade. In export trading the 6 Ps concepts of export marketing are depending on the availability of export finance assistance in terms of share, cost and period of time. This study attempts to analyze and review the impact of export finance used by various exporters on their export profitability, performance on varied interest rate, cost of finance and special schemes related to pre and post shipment stage in export trading. To analyze the role and importance of various financial institutions in providing the financial assistance to the exporters in India helps and supports to export sector to grow in the right direction and also to achieve the specific goals. This research paper provides meaningful information to policy maker who want to reform their export structure, promotion schemes and increase the nation’s competitiveness in present era. KEYWORDS: Export Finance, Financial Institutions, Export Credits, Export Insurance

Export performance of Ghanaian firms in the agricultural, handicraft and manufacturing industries

<p>Studies involving the export performance of firms in emerging economies, particularly in Sub-Saharan African countries, are underrepresented in the existing literature which takes a typically developed country perspective. The objective of this study is to investigate how the interplay between certain internal resources and capabilities and their interaction with the external environment contribute to export performance of internationalising firms in the agricultural, handicraft and manufacturing industries in Ghana. The study contributes specifically to the export performance literature that has featured in international business, international entrepreneurship and international marketing. This research employed the resource-based view as the underpinning theory to examine the internal and external characteristics of the firm to identify what determines export success for firms in these industries. The study applied a mixed method approach using quantitative and qualitative techniques. The data for this study consists of 116 questionnaire survey and 18 semi-structured interviews conducted with key informants in the three industries in Ghana. Quantitative data analysis applied PLS-SEM and content analysis was undertaken to develop interview themes for the qualitative study. The study found that product and place (distribution) were the most adapted export marketing mix strategies (out of the 4Ps that are a fundamental aspect of the marketing literature) for the firms, with promotion and price highlighted as the least adapted strategies. The relationship between international experience, export commitment, export marketing mix strategy (4Ps), and export performance were supported across the models. Export commitment, place, product and foreign market attractiveness emerged as strong antecedents of export performance in the study. Drawing from resource based view of the firm, the study makes three key contribution to the export performance literature. First, it explains how exports market mix strategy transforms the impact of international experience, export commitment and export promotion programs on export performance. Secondly, it establishes moderating effects of foreign market attractiveness on the association between export marketing mix strategy and export performance. Lastly, the study provides enhanced understanding of key determinants of export performance for exporting firms in Ghana. This research responds to the call for advancing theory in Africa. The study further provides recommendations for public policy makers and managers to improve their export development programmes in Ghana and Sub-Saharan Africa.</p>

Export Marketing Resources and Their Performance Implications: A Framework and Empirical Analysis

<p><b>Why some firms perform better than others is a central question in business research. Since the mid 1980s, the dominant paradigm relating to this issue is the resource-based view of the firm (RBV). The RBV is based on the premise that firms are bundles of heterogeneous, imperfectly mobile resources, and that advantage-generating resources, rather than market and industry structures, are the most critical determinants of firm success. Originating in the field of strategic management, the RBV has become a major focus of marketing scholars, and a new direction of marketing literature has recently emerged, drawing on marketing resources.</b></p> <p>Although the RBV has received considerable attention in the marketing literature, the growing theoretical and conceptual works on marketing resources are not mirrored in empirical investigation. More specifically, while significant contributions, such as those from Srivastava et al.'s (2001) relational and intellectual market-based assets framework, have been made to the theoretical side of the RBV and marketing, little has been done, so far, with respect to its empirical side. Moreover, the majority of the theoretical and empirical insights on the antecedents of export performance are based on the structure-conduct-performance (SCP) paradigm or atheoretical models. Little attention has been given to the process of building competitive advantage and the meaningful idiosyncratic combinations of export market resources that can be used efficiently and effectively by firms competing in export markets.</p> <p>To fill these voids in the literature, this study aims to investigate the sources of competitive advantage and superior export performance by focusing on export market-based assets and capabilities. An integrated framework of export marketing resources and their performance implications is empirically tested with data collected from 320 manufacturing export firms in Thailand. Structural equation modeling (SEM) is used to examine the interrelationships among the theoretical constructs.</p> <p>The findings of the study provide groundwork for the understanding of the resource building blocks in the export firms and the internal process through which export marketing resources influence firm performance in the export markets. Tangible export market-based assets indirectly contribute to export performance through export market-based capabilities and export competitive advantage. The effects of relational and intellectual export market-based assets on export performance are mediated by export market-based capabilities and export competitive advantage, whereas the effects of export market-based capabilities on export performance are mediated by export competitive advantage.</p> <p>This study demonstrates and explains the richness of the RBV as the basis for assessing the ability of the firms to exploit export marketing resources as a means to enhance their performance. Hence, the study expands the growing body of literature on export marketing and export performance research by adopting a fresh theoretical perspective of the resource-based strategy. The theoretical framework and its empirical validation underpinning the study could provide a new explanation as to why some export firms are more successful than others.</p>

Export performance of Ghanaian firms in the agricultural, handicraft and manufacturing industries

<p>Studies involving the export performance of firms in emerging economies, particularly in Sub-Saharan African countries, are underrepresented in the existing literature which takes a typically developed country perspective. The objective of this study is to investigate how the interplay between certain internal resources and capabilities and their interaction with the external environment contribute to export performance of internationalising firms in the agricultural, handicraft and manufacturing industries in Ghana. The study contributes specifically to the export performance literature that has featured in international business, international entrepreneurship and international marketing. This research employed the resource-based view as the underpinning theory to examine the internal and external characteristics of the firm to identify what determines export success for firms in these industries. The study applied a mixed method approach using quantitative and qualitative techniques. The data for this study consists of 116 questionnaire survey and 18 semi-structured interviews conducted with key informants in the three industries in Ghana. Quantitative data analysis applied PLS-SEM and content analysis was undertaken to develop interview themes for the qualitative study. The study found that product and place (distribution) were the most adapted export marketing mix strategies (out of the 4Ps that are a fundamental aspect of the marketing literature) for the firms, with promotion and price highlighted as the least adapted strategies. The relationship between international experience, export commitment, export marketing mix strategy (4Ps), and export performance were supported across the models. Export commitment, place, product and foreign market attractiveness emerged as strong antecedents of export performance in the study. Drawing from resource based view of the firm, the study makes three key contribution to the export performance literature. First, it explains how exports market mix strategy transforms the impact of international experience, export commitment and export promotion programs on export performance. Secondly, it establishes moderating effects of foreign market attractiveness on the association between export marketing mix strategy and export performance. Lastly, the study provides enhanced understanding of key determinants of export performance for exporting firms in Ghana. This research responds to the call for advancing theory in Africa. The study further provides recommendations for public policy makers and managers to improve their export development programmes in Ghana and Sub-Saharan Africa.</p>

Export Marketing Resources and Their Performance Implications: A Framework and Empirical Analysis

<p><b>Why some firms perform better than others is a central question in business research. Since the mid 1980s, the dominant paradigm relating to this issue is the resource-based view of the firm (RBV). The RBV is based on the premise that firms are bundles of heterogeneous, imperfectly mobile resources, and that advantage-generating resources, rather than market and industry structures, are the most critical determinants of firm success. Originating in the field of strategic management, the RBV has become a major focus of marketing scholars, and a new direction of marketing literature has recently emerged, drawing on marketing resources.</b></p> <p>Although the RBV has received considerable attention in the marketing literature, the growing theoretical and conceptual works on marketing resources are not mirrored in empirical investigation. More specifically, while significant contributions, such as those from Srivastava et al.'s (2001) relational and intellectual market-based assets framework, have been made to the theoretical side of the RBV and marketing, little has been done, so far, with respect to its empirical side. Moreover, the majority of the theoretical and empirical insights on the antecedents of export performance are based on the structure-conduct-performance (SCP) paradigm or atheoretical models. Little attention has been given to the process of building competitive advantage and the meaningful idiosyncratic combinations of export market resources that can be used efficiently and effectively by firms competing in export markets.</p> <p>To fill these voids in the literature, this study aims to investigate the sources of competitive advantage and superior export performance by focusing on export market-based assets and capabilities. An integrated framework of export marketing resources and their performance implications is empirically tested with data collected from 320 manufacturing export firms in Thailand. Structural equation modeling (SEM) is used to examine the interrelationships among the theoretical constructs.</p> <p>The findings of the study provide groundwork for the understanding of the resource building blocks in the export firms and the internal process through which export marketing resources influence firm performance in the export markets. Tangible export market-based assets indirectly contribute to export performance through export market-based capabilities and export competitive advantage. The effects of relational and intellectual export market-based assets on export performance are mediated by export market-based capabilities and export competitive advantage, whereas the effects of export market-based capabilities on export performance are mediated by export competitive advantage.</p> <p>This study demonstrates and explains the richness of the RBV as the basis for assessing the ability of the firms to exploit export marketing resources as a means to enhance their performance. Hence, the study expands the growing body of literature on export marketing and export performance research by adopting a fresh theoretical perspective of the resource-based strategy. The theoretical framework and its empirical validation underpinning the study could provide a new explanation as to why some export firms are more successful than others.</p>

Organizational determinants as antecedent factors of export marketing strategy archetypes of agri-food firms: a three country analysis

PurposeThis paper researches export marketing strategy (EMS) archetypes of agri-food exporters and organizational determinants that pose as their antecedent factors, using resource-based, dynamic capabilities and contingency theories as theoretical framework in a multi-county research setting. A twofold objective is specified – to explore hitherto used EMS and to examine differences between agri-food exporters based on organizational determinants.Design/methodology/approachComparative research design, quantitative methodology, an etic/emic approach, descriptive and causal data analyses were employed. EMS archetypes were portrayed on radial plots, while six hypotheses were tested using MANOVA.FindingsThe tactical coordinator was identified as a universal EMS archetype. Diversity of archetypes was found as results of the effect of organizational determinants, confirming their ambivalent impacts rooted in the resources, capabilities and contingencies exporters have to face.Research limitations/implicationsMain limitations arise from the sample choice in international business, concentration only on organizational determinants, survey as a data collection technique and reliance on self-report data from managers. Nevertheless, several theoretical and practical implications are defined.Originality/valueTo the authors’ knowledge, this paper is the first to apply the EMS archetype perspective to the agri-food industry in a developing country context and in an economic crisis context. Its multi-theory approach is supplemented with researched countries' national culture perspective and institutional background to extend understanding of agri-food firms' EMS archetypes.

Supporting Cross-Border E-commerce of Micro Entrepreneurs in Developing Countries: Export Marketing Strategy

Cross-border e-commerce is an opportunity for micro, small and medium sized enterprise (MSMEs) in developing countries. Based on a resource-based approach, this research studied how to support resource lacking enterprises with export marketing strategy. It dealt with actual business cases of Mongolian entrepreneurs trying to export Mongolian products to Korean market. Multiple source data including interviews, internal documents, and group discussions, were matched with theories to come up with strategies and validated by supporting organizations in Mongolia and Korea. The research suggests that MSMEs should rely on third party digital platforms rather than setting up their own. For product strtategy of the marketing mix, sellecting competitive product categories and supporting them adjusting to foreign markets and quality assurance is needed. For price strategy, loccally high priced products should use a price penetration strategy with a lower price compared to competing foreign products. For place strategy, supporting organizations should partner with exporters for collective delivery. For promotion strategy, they need to support the capacity of MSMEs enabling them to use digital marketing tools effectivly. These strategies were validated and adopted by supporting organizations in Monglia and Korea.