出口准备与预出口行为分析及案例研究.pdfVIP

IBUS6008

Week3

Exportreadinessandpre-export

behaviour

Agenda

›Pre-exportstage

›Assessingexportreadiness

CORE

›ExportReadinessDiagnosticse.g.CORE

›UniversalRockscase

›Taskforweek4tutorial

Theroleofthepre-exportingstage

Pre-exportExporting

Sporadicexports

第3周

出口准备和出口前行为

议程

诊断›UniversalRocks案例›第

4周任务

预导出阶段的作用

临界阈值

出口前出口

根据/外部触发器开始导出

导出失败

出口

零星出口

›Differentmodelsofexportstagesofthefirmhave

beenproposed

›Thesemodelscanincludethepre-exportperiod

e.g.

Nointerest-passiveintereste.g.fillingunsolicited

order-activeexploration-experimentalexporting

(BilkeyTesar1977)

Awarenessofexporting-interest-intentionto

export-triallingandadoptionofexport(Limetal

1991)

Pre-exportbehaviour

›Domesticinternationalisation(i.e.expansionbeyondown

region)

›Domesticmarketshare

›Rateofdomesticgrowth

›Cashflow

›Financialcontrolsystems

›Riskmanagement

›Complexityofdomesticdistributionnetwork

Exportreadinessdiagnostics

Example:CompanyReadinesstoExport(CORECompanyReadinesstoExport(CORE)

›70questionstorevealwhetherafirmisreadytoexportor

not

›Givesindicationof

Thecurrentlevelo