Michael R. Czinkota

Segmenting U.S. firms for export development

In attempting to aid firms in their exporting efforts, various segmentation approaches have been developed by government agencies and research groups. Each of these segmentation schemes aims at the identification of specific export needs within different groups of firms. The four major approaches suggested in the literature propose to differentiate firms into groups based on the level of international activities, managerial attitudes, size, and service orientation of firms. The research presented in this article investigates these four segmentation approaches by applying them to common data collected from small and medium sized U.S. manufacturing firms and investigating their effectiveness in differentiating among groups of firms. The results indicate that the differentiation of firms according to their level of international activities is the most effective one of the four approaches investigated. Subsequently, various specific needs of exporting firms are presented and a redirection of current export promotion efforts is suggested.

An experience curve explanation of export expansion

Various explanatory variables have been identified in past research as determinants of the export behavior of firms. This article proposes that while many factors contribute to export behavior, experience curve effects are a major variable explaining the international activities of firms. The research reported here finds that younger firms are much more faborably disposed toward and active in international marketing than older firms. This is attributed to the competitive domestic situation younger firms encounter. Since older firms are often well entrenched in the domestic market, exporting may be the only alternative available to younger firms to obtain the production expertise and efficiency necessary to become a successful domestic competitor.

Export assistance: Another look at whether we are supporting the best programmes

Provides comparative empirical evidence drawn from studies carried out in the USA and the UK respectively. Indicates that even allowing for the time period between studies, differences exist in how managers from both US and UK exporting companies rate three sets of attributes in their international marketing effort. These sets of attributes are: those that are believed to be desired by importers; the possibility for improving performance of these factors by a change in emphasis by executives in the exporting firms; and the support required by firms in order to assist export activities. An implication of this research is that even allowing for the time difference between the two studies, the respective governments were not offering the type of assistance required by exporters within their countries. Questions the provision of export promotion programmes and suggests that policy makers must recognize that in order to make the best use of their limited resources, assistance should be focused on helping exporters meet the requirements of importers.

Classification of exporting firms according to sales and growth into a share matrix

An export growth share matrix, which divides firms into four categories based on export percentage and anticipated growth, was developed from an analysis of past literature and an empirical data base. Implications are then developed for each category of firms to help the government encourage exporting and to improve managerial decisions regarding marketing abroad.

Export attitudes of industrial manufacturers

Abstract Small and medium-sized firms in three “high-tech” manufacturing industries were analyzed, in terms of their export attitudes and behavior, in order to provide beginning exporters and export promotion agencies with guidance to avenues of export success. Based on industry differences investigated, the study finds that managers in firms involved in exporting in each industry have similar attitudes toward international marketing opportunities, but that each industry exhibits different characteristics and strategies for exporting. Help is mainly needed in the areas of international communications and service delivery. The authors propose fewer government subsidies for export financing and more emphasis on encouraging joint ventures for service delivery purposes.

International information cross‐fertilization in marketing ‐ An empirical assessment

Global awareness and international information exchange have long been highlighted by academia as a principal component of continued business competitiveness. In order to examine the extent to which academics practise what they preach, key marketing journals in Europe, Japan and the USA were examined to determine the level of international authorship of their content. While the European Journal of Marketing and the Journal of International Marketing were found to have substantial international representation among their authors, most other marketing journals had only limited international input. Recommendations are made on how to increase the international cross‐fertilization of marketing knowledge.

Entering the Japanese Market: A Reassessment of Foreign Firms' Entry and Distribution Strategies

Abstract Business executives outside of Japan have complained for decades that Japans distribution system is essentially closed and does not permit easy access. The Japanese government and Japanese business executives, in turn, highlight the continuous introduction of distribution opening measures in their efforts to appease foreign critics. Globalization has made major inroads in distribution activities of firms, and the burst of Japans bubble economy and the subsequent Asian crisis have brought major changes to the business environment. In follow-up to a 1991 meeting, in 1998 we reconvened the leading distribution thinkers and doers in the policy, business, and research communities from 12 countries. In this meeting, 70 participants with a high level of distribution expertise, held, for three days, discussions that focused on the complexity of distribution and trade practices, on impending changes and on future opportunities.

Choosing a career and specialty: When do students decide?

One way to address the problem of physician supply imbalance is to do so early in the game—in medical school. By understanding when and why students decide to become physicians and to specialize in a particular area, recruiters and policy makers may be able to influence students to get more of them into areas of need and fewer into areas of oversupply.

The use of a multi-measurement approach in the determination of company export priorities

Studies undertaken to determine the priorities and special problem areas of firms involved in exporting have resulted in differing conclusions. This appears to be the case because previous researchers have asked somewhat different questions. Therefore, the usefulness of a multimeasurement approach in the determination of export issues of concern to firms is examined. Findings suggest that such an approach can be effective particularly when considering information flows, documentation, and service issues.

Corporate branding and transformational leadership in turbulent times

Purpose – Environmental changes require higher levels of corporate authenticity when communicating with stakeholders. This is achieved by a congruence of stakeholder and brand identities. Focusing on employee identity, the purpose of this paper is to explain relationships of factors predicting brand‐building behavior.Design/methodology/approach – The study pursues a triangulation approach, applying case study and survey as research methods and telephone interviews and questionnaires as research techniques in the respective exploratory and explanatory research stages.Findings – Confirmed by exploratory and explanatory research, the antecedent factors of behavioral branding have been elicited. Interestingly, marketing control reflected differentiated results compared to previous research. It showed the highest level of contribution to explain R square followed by role identity salience and value congruence. This factor also had the highest correlation value.Research limitations/implications – Additional qua...