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Abstract

This 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 study/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: Time lags when shipping perishable goods and exogenous factors (such as precipitous changes in a foreign government).

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