Murray Silverman

Increasing the Effectiveness of Export Assistance Programs

Abstract This study focuses on the export assistance needs of small and medium-sized firms in the California EnviroTech industry. The objectives of this study are to: (1) provide public sector assistance providers research-based recommendations to increase the effectiveness of their export assistance programs to the EnviroTech industry; and (2) promote the advantages of a single industry study as the basis for providing public sector export assistance.

Improving Export Performance

Abstract The US wine industry is in the midst of a radical transformation from a largely domestic industry to a global industry. This paper examines the US wine industrys current performance in global markets. Survey questionnaires were sent to every winery in California and the Pacific Northwest published in the Wines and Vines Directory, to tap into their export experiences, intentions, opinions and assistance needs. These wineries account for well over 95% of the wine produced and exported by all US wineries. The excellent 24% response rate adds depth and richness to the findings of this first comprehensive export study of the US wine industry.

A Dependence-Trust Modelm of Export Alliance Performance in Small and Medium Enterprises (SMEs)

Abstract This paper focuses on the export performance of US environmental technology (EnviroTech) firms, which are predominantly small and medium enterprises (SMEs). We conceptualize and empirically test a model of perceived export performance contingent upon the perceived effectiveness of host country partner (HCP) alliances, dependence, and trust in the HCP. We find that US SME EnviroTech firms contemplating exports need two critical ingredients for success. First, they must forge close, cooperative, long-term strategic alliances with HCPs for mutual benefit. And second, they must pay specific attention to building trust in the HCP in order to achieve greater success with the strategic alliance and exports. Though dependence on a host country partner increases the vulnerability of the exporter and detracts from an effective alliance, trust is the antidote that can neutralize the negative impact of dependence.