• The Journal of Industrial Distribution & Business
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• v.9 no.1
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• pp.39-49
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• 2018

Purpose - This present aims to analyze the effect of export modes on initial export amount and time to export by selecting export modes among various success strategies and factors. Research design, data, and methodology - It surveyed 980 small and mid-sized venture enterprises across Korea. The export modes and its impact on exports through frequency analysis and cross analysis, and validated through a PPML(regression analysis applied the enterprise growth model) analysis. Results - Five export modes were investigated : direct export, indirect export, transfer from direct export to indirect export, transfer from direct export to indirect export, and parallel export to indirect export. It was found that SMVEs that exported directly from establishment to initial export had the shortest period, and also had the highest export price Conclusions - From a marketing point of view, it took an average of 1.6 years to switch from export directly to indirect export or directly export, and the reason for the export modes conversion was to supplement export specialists and improve export competitiveness. And the export amount and time period that SMVEs establishes and export is a significant factor in export success strategy and there has been few prior study in export modes.

• International Commerce and Information Review
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• v.18 no.3
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• pp.181-201
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• 2016

In this study, transaction cost approach was applied to analysis on direct export determinants of SMEs by using key attributes of transactions, asset specificity, environmental uncertainty, frequency and marketing capability, with a parameter of opportunism. Typical Transaction Cost Analysis theory explains that when transaction cost with business channels(whether it is for buy or sell) increase, the firms integrate the channels. So it is a choice made by firms regarding direct versus indirect channels. The theory was extended to a model of choice of institutional form of direct or indirect export by a norm of opportunism in this empirical study. The survey result showed that lower level of asset specificity and marketing capability or higher level of environmental uncertainty were likely to expose indirect exporters to higher level of opportunism of direct exporter. And we also saw that indirect exporters were likely to choose direct export chanel when opportunism of exporters was higher. From the standpoint of theory, we can say that the basic propositions of the Transaction Cost Analysis, except the attribute of frequency, are supported. This study result could provide a profiling of target business areas and firms for government's policy on direct export promotion of SMEs.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.69
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• pp.427-451
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• 2016

With WTO system starting since 1995, the international trade business has been getting more competitive and fairer especially with the agreement on subsidies and countervailing measures. The export credit insurance, as the only institution of supporting export business under WTO system, is getting more significant in major economies as an indirect means to support export business. In China, SINOSURE has been monopolizing its export credit insurance market for a long time. Since January 2013, however, the Chinese government permitted several commercial insurers to compete in the market and they include PICC, PING AN, CPIC, China Re. This study is to discuss how to improve the Chinese export credit insurance after analyzing performance of privatization of short-term credit insurance and real cases of success and failures. With the 'Go Global' and 'One Belt, One Road' policy of Chinese government, the role of export credit insurance is expected to be more significant. Thanks to the Korea-China FTA since December 2015, international trade between the two countries will be greater especially in finance and insurance area. Because Korean insurance industry is very much interested in getting into Chinese export credit insurance market, they need to study carefully the performance of privatization of Chinese short-term export credit insurance. For their policy decision makings the Korean authorities need to get lessons from the privatization of Chinese short-term export credit insurance business.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.77
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• pp.305-327
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• 2018

Export Intermediaries engage in an exporter's side transaction with an importer's side, both of which are customers of these intermediaries. Therefore, dyadic perspectives implied in conventional theories of customer orientation should be revised to apply to a triadic relationship systemin indirect export settings. The present manuscript proposed that customer orientation of export intermediaries consists of total customer orientation toward both the exporter and importer sides and customer orientation asymmetry, which is customer orientation in favor of the exporter relative to the importer side, and examines the antecedents and outcomes of these orientations. It is posited that each side attention increases total customer orientation and customer orientation asymmetry toward exporters or importers. These positive effects would be weaker when importers and exporters interact directly versus indirectly and would be stronger when the offering prices vary versus remain stable during negotiations. Lastly, total customer orientation would increase export intermediaries' performance by itself and in interaction with customer attention. Nonetheless, orientation asymmetry would increase their outcomes in line with customer attention.

• Journal of Distribution Science
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• v.16 no.1
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• pp.59-71
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• 2018

Purpose - Recognizing the importance of small and medium enterprises and venture enterprises for the domestic economy, the purpose of the present study is to select factor termed export modes from among various export success strategies and factors that can help those enterprises secure export competitiveness in the world market to analyze the effects of export modes on the amounts of exports and periods until export after the foundation of those enterprises. Research design, data, and methodology - A structured questionnaire was used as a tool to derive the purpose of the study, and a questionnaire survey was conducted using a mobile survey technique that facilitated the distribution of questionnaire sheets and the collection of results. The main methodology used is crossover analysis, and the regression analysis technique was applied to verify the study results derived, thereby securing the reliability and validity of the final results derived. Results - Small and medium venture enterprises with shorter periods of time until the first export success after establishment adopted direct export modes more frequently, and those enterprises with larger amounts of the first export after establishment adopted direct export modes more frequently. The results of quantitative analysis, indicating that 66.1% of those enterprises with an export amount exceeding one billion won adopted direct export modes, can be said to support the foregoing. The crossover analysis results derived as such were reanalyzed using the PPML regression analysis technique to quantitatively identify that the amounts of the first export of enterprises that adopted direct export modes were larger than those of enterprises that adopted indirect export modes by 120%. Conclusions - The present study implies differentiated values in three aspects. First, the present study investigated and presented the export success factors and strategies of small and medium venture enterprises in a total of 14 countries in the Asian region, European region, North American region, African region, and South American region. Second, it intensively investigated five export modes to identify and verify that they were affecting the export success of small and medium venture enterprises. Third, based on the results of the investigation, the present study presented two marketing implications in the pragmatic aspect.

• Journal of Digital Convergence
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• v.11 no.1
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• pp.75-88
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• 2013

This is the time that political effort is required to encourage domestic companies to expand overseas facing internationalization. Regarding exportation, not only major companies, but SMEs also should be greatly concerned. As for the case of SMEs, it has been thought to be as inferior brand image in domestic market, but as world market such as China is very huge and diverse. There is high possibility of increasing in export of SMEs with concerns. To strengthen the competitiveness and develop the potential of SMEs, promoting renovation of system is a must, over the renovation of skill or management. It is important to figure out the degree of contribution and route for exports, since every company has different aspects. Therefore, the purpose of this study is to calculate the degree of contribution of Korean SMEs, and to find further improvements by understanding export route. It also tries to suggest proper policies to vitalize SME's export.

• International Commerce and Information Review
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• v.14 no.4
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• pp.339-360
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• 2012

We have more risks in international trade market than in the domestic business market because economic activities are going on with business transactions in different countries. K-sure's Refund Guarantee System is the most important system for Korean Small and Middle Shipbuilding Industries' business, but Korean exporters of Shipbuilding Industries are more interested in export financing through K-sure rather than its financial supporting services. The export insurance becomes more important service for international trade business and it its count as the only one indirect way of supporting export business because export insurance is accepted internationally under the WTO system. Also, it is the only measure that can cover emergency risk, credit risk, exchange risk which cannot be covered by private insurance. As the major risk manager for Korean exporters, the K-sure needs to provide an integrated risk management service for customers. Korean exporters can take more challenges in ever competitive international trade market and we can witness promotion of export in the future which is essential to Korea's economic growth.

• Journal of Fashion Business
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• v.8 no.4
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• pp.1-21
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• 2004

This research suggest the correspondent sizes of female ready-made clothes to export to China on the basis of those of Korean women's ready-made clothes. The following is the concrete coverage of this research: $\cdot$ Analyze the physical measurements and body types of the women in their 30s and 40s in the area of Ningbo, Jeolgang Province in China. $\cdot$ Compare the body measurements of Chinese and Korean women. $\cdot$ Hold compensation measurement by an basic torso pattern test to raise precision of the direct and indirect body measurements. $\cdot$ Establish the corresponding and representative sizes of women's ready-made clothes to go to China. $\cdot$ Make basic torso pattern and sample clothes reflecting representative sizes. $\cdot$ Hold adjustment and compensation through the wearing evaluation by Chinese consumers on the spot. $\cdot$ Finally suggest the correspondent sizes of women's ready-made clothes to export to China.

• Korea Trade Review
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• v.42 no.2
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• pp.175-203
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• 2017

This study examined the casual relationships among SMEs' market orientation, brand orientation, firm capabilities-technology and marketing capabilities, competitive advantage and financial performance in export markets based on the resource-based view. The data were collected from 286 cases of exporting SMEs. The results of path analysis indicated that market orientation of exporting SMEs increased technology and marketing capabilities. Market orientation directly increased both competitive advantage and financial performance in export markets. Brand orientation influenced technological capability and had indirect effects on both competitive advantage and financial performance through the firm capabilities. Based on the results, managerial implications and future research directions for exporting SMEs were provided.

• Korea Trade Review
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• v.42 no.2
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• pp.251-276
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• 2017

The utilization of Digital and Social Network has become be a key success factor in business operations as information technologies evolve rapidly. This study is to identity the relationship between ICT & digital utilization, global orientation and export marketing capability in Korean SMEs. Survey data of Korean SMEs in south regional areas was collected and analyzed for empirical hypothesis test by PLS structural equation method. The key findings are as follows. First, ICT utilization such as SNS, homepage and online portal does not impact directly on export marketing capability. It means that SMEs would not still take advantage of utilization of social network availability. Second, ICT utilization has positive influences on global market orientation and global network orientation. Finally, both global market orientation and network have significant impacts on export marketing capability. In conclusion, global orientation has full-mediation effects on relationship between ICT capability and global marketing. This study provides evidences and some practical insights that digital utilization have indirect influences on global marketing through global markets and network orientation in Korean SMEs. In information technology era, ICT utilization will play an important role in the process of SMEs' internationalization. Therefore, for sustainable growth and survival SMEs should manage and intensify ICT capability more strategically as one of core competence. The value of ICT capability in SMEs would be depended on their strategic perspectives toward digitalization. Additional empirical research about digital capability based on larger sample will be needed.