@article{Streeter:122716,
      recid = {122716},
      author = {Streeter, Deborah H. and Bills, Nelson L. and  Maestro-Scherer, Jane and Neenan, Rob},
      title = {Information Needs of Agricultural Exporters: Results from  a Focus Group Series},
      address = {1997},
      number = {640-2016-42864},
      series = {RB 97-2},
      pages = {37},
      year = {1997},
      abstract = {Focus groups were held to provide more in-depth  information on issues raised by a largescale survey of  agricultural exporters conducted in 1994 by USDA. Two focus  groups were held in New York State and two in California,  and the total of 28 participants included both experienced  and new exporters of fruit products. The emphasis of the  discussion was on the information-seeking behaviors of  export firms and businesses that are considering entry in  offshore markets, and on identifying potential information  gaps or obstacles to success in the exporting arena.  Participants were also asked questions about their  knowledge of and attitude toward new (Internet-based)  technologies to deliver information on exporting.
The  findings of the study revealed some important divergences  between new entrants and those more experienced at selling  overseas. While experienced exporters have well-developed  informal networks of information and focus their search  strategies on better long term and short term supply/demand  information, "would-be" exporters tend to be more concerned  with locating a "qualified" buyers list, and getting  information on export procedures, and trade logistics. In  addition, would-be exporters expressed frustration with two  types of obstacles where information is least likely to  solve the problem: barriers caused by time lags and  exogenous factors (such as precipitous changes in a foreign  government). While successful exporters also express  concern about time-lag related risks, they envision  insurance and other risk management strategies as most  appropriate and do not particularly look to the government  to solve the problem.
Search strategies of most producers  still rely almost exclusively on phone, fax, and paperbased  information. The focus group discussion revealed that the  pressure of time on managers and the relationship aspect of  business result in a strong reliance on information from  personal contacts which may keep exporters from looking  further for more formal sources of information(such as  products produced by USDA).
There was a cautious attitude  among participants on new information technologies due to  the confusing nature of the Internet and the lack of  security for transactions. However, experienced exporters  think that over time, as the Internet environment becomes  more stable and easier to use, it will emerge as an  important venue for sending and receiving information.  "Would-be" exporters had a higher level of  skepticism.
Focus group participants raised two types of  information obstacles that could be met with Internet-type  products: the challenge of building a network of contacts,  and the difficulty of sorting through massive amounts of  information. Use of e-mail in other business environments  has become a standard method of building professional  networks. In addition Web product development is now  heavily focused on building useful filters for users  interested in linking to various sources of information,  but who also wish to have a focused search strategy. Using  digital images that can be easily transmitted, transactions  could be more closely monitored and coordinated. While no  one saw information technologies as a panacea, there was  genuine interest in its potential for increasing the ease  of exporting.},
      url = {http://ageconsearch.umn.edu/record/122716},
      doi = {https://doi.org/10.22004/ag.econ.122716},
}