Impact of export promotion programs on firm competencies, strategies and performance: The case of Canadian high-technology SMEs

International Marketing Review

Volumn 21, Issue 4-5, 2004, Pages 474-495

  Francis, June ^a   Collins Dodd, Colleen ^a  

^a SIMON FRASER UNIVERSITY   (Canada)

Author keywords

Exports; Government; Promotion; Small to medium sized enterprises

Indexed keywords

EID: 4444309790     PISSN: 02651335     EISSN: None     Source Type: Journal    
DOI: 10.1108/02651330410547153     Document Type: Article

References (56)

1. Aaby, N.-E. and Slater, S.F. (1989), "Management influences on export performance: a review of the empirical literature 1978-1988", International Marketing Review, Vol. 6 No. 4, pp. 7-26.
2. Armah, B.K. Jr and Epperson, J.E. (1997), "Export demand for US orange juice: impacts of US export promotion programs", Agribusiness, Vol. 13, January-February, p. 1.
3. Bauerschmidt, A., Sullivan, D. and Gillespie, K. (1985), "Common factors underlying barriers to export: studies in the US paper industry", Journal of International Business Studies, Vol. 16 No. 3, pp. 111-23.
4. Beard, C. and Easingwood, C. (1996), "New product launch: marketing actions and launch tactics for high-technology products", Industrial Marketing Management, Vol. 25 No. 2, pp. 87-103.
5. Benkenstein, M. and Bloch, B. (1993), "Models of technological evolution: their impact on technology management", Marketing Intelligence & Planning, Vol. 11 No. 1, pp. 20-7.
6. Benkenstein, M. and Bloch, B. (1994), "Strategic marketing management in high-tech industries: a stock taking", Marketing Intelligence & Planning, Vol. 12 No. 1, pp. 15-21.
7. Bilkey, W.J. (1978), "An attempted integration of the literature on the export behavior of firms", Journal of International Business Studies, Vol. 9 No. 1, pp. 33-46.
8. Bilkey, W.J. and Tesar, G. (1977), "The export behaviour of smaller-sized Wisconsin manufacturing firms", Journal of International Business Studies, Vol. 8 No. 1, pp. 93-8.
9. Brooks, M.R. and Frances, A. (1991), "Barriers to exporting: an exploratory study of Latin-American companies", in Seringhaus, F.H.R. and Rosson, P. (Eds), Export Development and Promotion: The Role of Public Organizations, Kluwer Academic Publishers, Norwall, MA, pp. 95-118.
10. Brown, R.H. (1995), "The national export strategy: 3rd annual report to the United States Congress", Business America, Vol. 116 No. 10, pp. 6-17.
11. Camino, D. (1991), "Export promotion policies in Spain and other EEC countries: systems and performance", in Seringhaus, F.H.R. and Rosson, P. (Eds), Export Development and Promotion: The Role of Public Organizations, Kluwer Academic Publishers, Norwall, MA, pp. 119-44.
12. Cavusgil, S.T. (1980), "On the internationalization process of firms", Marketing and Research Today, Vol. 8 No. 6, p. 273.
13. Cavusgil, S.T. (1990), "Export development efforts in the United States: experiences and lessons learned", in Cavusgil, S.T. and Czinkota, M.R. (Eds), International Perspectives on Trade Promotion and Assistance, Quorum, New York, NY.
14. Cavusgil, S.T. and Zou, S. (1994), "Marketing strategy performance relationship: an investigation of the empirical link in export market ventures", Journal of Marketing, Vol. 58 No. 1, pp. 1-21.
15. Clarke, W.M. (1991), "Changing small firms' attitudes to exporting: a case study of successful intervention", in Seringhaus, F.H.R. and Rosson, P. (Eds), Export Development and Promotion: The Role of Public Organizations, Kluwer Academic Publishers, Norwall, MA, pp. 275-300.
16. Cooper, S. and Nyborg, I. (1998), "The financing and information needs of smaller exporters", Bank of England Quarterly Bulletin, Vol. 38 No. 2, pp. 166-72.
17. Crick, D. and Czinkota, M.R. (1995), "Export assistance: another look at whether we are supporting the best programs", International Marketing Review, Vol. 12 No. 3, pp. 61-72.
18. Czinkota, M.R. (1996), "Why national export promotions?", International Trade Forum, Vol. 2, pp. 10-13, 28.
19. Czinkota, M.R. and Johnston, W.J. (1981), "Segmenting US firms for export development", Journal of Business Research, Vol. 9 No. 4, pp. 253-65.
20. Diamantopoulos, A. (1999), "Export performance measurement: reflective versus formative indicators", International Marketing Review, Vol. 16 No. 6, pp. 444-57.
21. Diamantopoulos, A., Schlegelmilch, B.B. and Inglis, K. (1991), "Evaluation of export promotion measures: a survey of Scottish food and drink exporters", in Seringhaus, F.H.R. and Rosson, P. (Eds), Export Development and Promotion: The Role of Public Organizations, Kluwer Academic Publishers, Norwall, MA, pp. 189-216.
22. Diamantopoulos, A., Schlegelmilch, B.B. and Tse, K.Y. (1993), "Understanding the role of export marketing assistance: empirical evidence and research needs", European Journal of Marketing, Vol. 27 No. 4, pp. 5-18.
23. Dominguez, L.V. and Sequeira, C.G. (1991), "Non-traditional exports in Costa Rica: an exploration of public policy issues", in Seringhaus, F.H.R. and Rosson, P. (Eds), Export Development and Promotion: The Role of Public Organizations, Kluwer Academic Publishers, Norwall, MA, pp. 75-94.
24. Gray, B. (1997), "Profiling managers to improve export promotion targeting", Journal of International Business Studies, Vol. 28 No. 2, pp. 387-420.
25. Industry Canada (1999), "Canadian international business strategy, strategic overview: IT and T Sector [Internet]", Strategis Web site, available at: http://strategis.ic.gc.ca/SSG/bi.
26. Johanson, J. and Vahlne, J.-E. (1977), "The internationalization process of the firm: a model of knowledge development and increasing foreign markets commitment", Journal of International Business Studies, Vol. 8 No. 1, pp. 23-32.
27. Jones, M.V. (1999), "The internationalization of small high-technology firms", Journal of International Marketing, Vol. 7 No. 4, pp. 15-41.
28. Katsikeas, C.S., Leonidou, L.C. and Morgan, N.A. (2000), "Firm-level export performance assessment: review, evaluation, and development", Journal of the Academy of Marketing Science, Vol. 28 No. 4, pp. 493-511.
29. Kedia, B.L. and Chokar, J.S. (1986), "An empirical investigation of export promotion programs", Columbia Journal of World Business, Vol. 21 No. 2, pp. 13-20.
30. Kotabe, M. and Czinkota, M.R. (1992), "State government promotion of manufacturing exports: a gap analysis", Journal of International Business Studies, Vol. 23 No. 4, pp. 637-58.
31. Lee, W.-Y. and Brasch, J. (1978), "The adoption of export as an innovative strategy", Journal of International Business Studies, Vol. 9 No. 1, pp. 85-99.
32. Lesch, W.C., Eshghi, A. and Eshghi, G.S. (1990), "A review of export promotion programs in the ten largest industrial states", in Cavusgil, S.T. and Czinkota, M.R. (Eds), International Perspectives on Trade Promotion and Assistance, Quorum, New York, NY, pp. 25-38.
33. Mansfield, N., Wheeler, C. and Young, S. (1987), The Use of Information for Exporting Construction Services, Strathclyde International Business Unit, University of Strathclyde, Glasgow.
34. Marandu, E.E. (1995), "Impact of export promotion on export performance: a Tanzanian study", Journal of Global Marketing, Vol. 9 No. 1/2, pp. 9-39.
35. Moini, A.H. (1998), "Small firms exporting: how effective are government export assistance programs?", Journal of Small Business Management, Vol. 36 No. 1, pp. 1-15.
36. Naidu, G.M. and Rao, T.R. (1993), "Public sector promotion of exports: a needs-based approach", Journal of Business Research, Vol. 27 No. 1, pp. 85-101.
37. Pahud de Mortanges, C. and Van Gent, A.P. (1991), "International marketing and government export promotions in The Netherlands", in Seringhaus, F.H.R. and Rosson, P. (Eds), Export Development and Promotion: The Role of Public Organizations, Kluwer Academic Publishers, Norwall, MA, pp. 243-72.
38. Ramaswami, S.N. and Yang, Y. (1990), "Perceived barriers to exporting and export assistance requirements", in Cavusgil, S.T. and Czinkota, M.R. (Eds), International Perspectives on Trade Promotion and Assistance, Quorum, New York, NY.
39. Reid, S.D. (1984), "Market expansion and firm internationalization", in Kaynak, E.E. (Ed.), International Marketing Management, Praeger, New York, NY.
40. Richards, T.J., Van Ispelen, P. and Kagan, A. (1997), "A two-stage analysis of the effectiveness of promotion programs for US apples", American Journal of Agricultural Economics, Vol. 79 No. 3, pp. 825-37.
41. Roberts, E.B. and Senturia, T.A. (1996), "Globalizing the emerging high-technology company", Industrial Marketing Management, Vol. 25 No. 6, pp. 491-506.
42. Samiee, S. and Walters, P.G.P. (1991), "Segmenting corporate export activities: sporadic v. regular exporters", Journal of the Academy of Marketing Science, Vol. 19 No. 2, pp. 93-104.
43. Sbrana, R. and Tangheroni, M.S. (1991), "Italian exporting SMEs and their use of support services in export development and promotion: the role of public organizations", in Seringhaus, F.H.R. and Rosson, P. (Eds), Export Development and Promotion: The Role of Public Organizations, Kluwer Academic Publishers, Norwall, MA, pp. 145-60.
44. Seifert, B. and Ford, J. (1989), "Are exporting firms modifying their product pricing and promotion strategies?", International Marketing Review, Vol. 6 No. 6, pp. 53-68.
45. Seringhaus, F.H.R. (1986), "The impact of government exporting marketing assistance", International Marketing Review, Vol. 3 No. 2, pp. 55-66.
46. Seringhaus, F.H.R. (1990), "Program impact evaluation: application to export promotion", Evaluation and Program Planning, Vol. 13, pp. 251-65.
47. Seringhaus, F.H.R. and Botschen, G. (1991), "Cross-national comparison of export promotion services: the views of Canadian and Austrian companies", Journal of International Business Studies, Vol. 22 No. 1, pp. 115-33.
48. Seringhaus, F.H.R. and Rosson, P.J. (1990), Government Export Promotion: A Global Perspective, Routledge, London.
49. Seringhaus, F.H.R. and Rosson, P.J. (1991), "Export development and promotion and public organizations: the state-of-the-art", in Seringhaus, F.H.R. and Rosson, P. (Eds), Export Development and Promotion: The Role of Public Organizations, Kluwer Academic Publishers, Norwall, MA, pp. 3-19.
50. Shoham, A. (1998), "Export performance: a conceptualization and empirical assessment", Journal of International Marketing, Vol. 6 No. 3, pp. 57-81.
51. Styles, C. (1998), "Export performance measures in Australia and the UK", Journal of International Marketing, Vol. 6 No. 3, pp. 12-36.
52. Vanderleest, H.W. (1996), "What new exporters think about US Government-sponsored export promotion services and publications", Multinational Business Review, Vol. 4 No. 2, pp. 21-9.
53. Wheeler, C.N. (1990), "Stimulating Scottish and United Kingdom economies through export promotion programs", in Cavusgil, S.T. and Czinkota, M.R. (Eds), International Perspectives on Trade Promotion and Assistance, Quorum, New York, NY, pp. 101-18.
54. White, S.D., Griffith, D.A. and Ryans, J.K. Jr (1998), "Measuring export performance in service industries", International Marketing Review, Vol. 15 No. 3, pp. 188-204.
55. Zou, S. and Stan, S. (1998), "Determinants of export performance: a review of the empirical literature between 1987 and 1997", International Marketing Review, Vol. 15 No. 5, pp. 333-53.
56. Zou, S., Taylor, C.R. and Osland, G.E. (1998), "The EXPERF scale: a cross-national generalized export performance measure", Journal of International Marketing, Vol. 6 No. 3, pp. 37-58.