Igal Ayal

Developing hi-tech industrial products for world markets

The innovation process for 81 industrial products developed and launched internationally by 55 Israeli electronic and chemical manufactures between 1980-5, was investigated. The performance of 25 preparatory marketing activities listed in the context of an innovation process model was studied. Factor analysis and cluster analysis were used to identify four total activity patterns. These patterns were found to be significantly correlated with economic success: best performers were the clusters identified as market guided developers and systematic planners. While the preparatory marketing activity patterns are related to firm characteristics market/product characteristics, and technological process characteristics, the major intercluster differences appear to arise from managerial practice and market strategy rather than external characteristics. >

Selecting Industries for Export Growth—A Directional Policy Matrix Approach

This article presents a methodology for screening a large number of branches of industry or product-market groups, and setting priorities on support for export promotion. The methodology is an adaptation and extension of directional policy matrix methods, which are widely used for other strategic planning problems. The article specifies the methodology, presents an actual application for a major trading corporation, and discusses the advantages and the limitations of the approach.

International market expansion for new high tech products through franchising

Abstract This article analyzes the problems of high tech manufacturers attempting rapid international expansion for their new products, with limited resources. Independent distributors, licensing, joint venturing, or direct foreign investment are the commonly used channel forms. Yet the analysis shows that there are circumstances under which comprehensive franchising (conventionally used for low tech, standardized products) could be an optimal solution to the channel design problem.