Behind the success and failure of US export intermediaries: transactions, agents, and resources
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | Undetermined |
| Veröffentlicht: |
Westport, Conn. <<[u.a.]>>
Quorum Books
1998
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XV, 215 S. graph. Darst. |
| ISBN: | 1567201520 |
Internformat
MARC
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Datensatz im Suchindex
| _version_ | 1804144645716836352 |
|---|---|
| adam_text | Contents
Figures and Tables ix
f Preface xi
1 Introduction 1
The Importance of Exports 1
The Importance of Export Intermediary Firms 2
The Central Question 3
Analytical Approach: Transactions, Agents, and
Resources 6
Organization of the Book 8
j 2 Export Intermediaries: Definitions 11
What They Are and Why They Exist 11
Export Management Companies 15
Export Trading Companies 17
U.S. Export Intermediaries: An Operational Definition 18
Conclusions , 19
, 3 Global Evolution and U.S. Development: A Historical
Excursion 21
i. Global Evolution of Export Intermediaries 21
Development of Export Intermediaries in the United
States 28
Conclusions 41
4 The State of the Art 45
The Survey Literature 45
x Figures and Tables
5.2 A Summary of the Integrated Model 75
6.1 A Summary of the Six Case Studies 85
6.2 Ability to Lower Client Firms Export-Related
Search Costs 94
6.3 Ability to Lower Client Firms Export-Related
Negotiation Costs 97
6.4 Ability to Lower Client Firms Export-Related
Monitoring/Enforcement Costs 100
7.1 Respondents and Their Firms 113
7.2 The Size and Age of Respondent Firms 114
7.3 Top Markets and Regional Expertise of Respondent
Firms 115
7.4 Foreign Language Expertise of Respondent Firms 116
7.5 Place of Birth of the Personnel in Respondent Firms 117
7.6 Respondent Firms Experience in the Export Business 118
7.7 Respondent Firms Negotiation Ability 119
7.8 Respondent Firms Ability to Take Title to the Goods 120
7.9 Type of Client Firms and Products 121
7.10 Respondent Firms Experience in Handling Typical
Products 122
7.11 Type of Exports Handled by Respondent Firms 122
7.12 Performance of Respondent Firms 123
7.13 Hypothesis Test I: Per Capita Export Sales as Firm
Performance 127
7.14 Hypothesis Test II: Net Export Sales Margin as Firm
Performance 129
7.15 Hypothesis Test III: Self-Reported Indicator as Firm
Performance 131
7.16 Determinants of Export Intermediary Performance:
A Summary of Hypothesis Tests 132
viii Contents
The Trade and Professional Literature 48
The Scholarly Literature 49
Conclusions 53
5 An Integrated Model of Export Intermediary
Performance 55
Transaction Costs 55
Principal-Agent Relationships 59
Organizational Resources and Capabilities 63
An Integrated Model 66 I
Testable Hypotheses 69
Discussion 74
Conclusions 77
6 Explaining Export Intermediary Performance:
Findings from Six Case Studies 79
Hybrid Methodology 79
Qualitative Methods 81
Six Case Studies 86 f
Findings across the Six Cases 93
Discussion 101
Conclusions 104
7 Explaining Export Intermediary Performance:
Findings from a Mail Survey 107
Quantitative Methods 108
Sample Characteristics 112
Variables 124
Findings from Hypothesis Tests 126
Discussion 132
Conclusions 136
8 Conclusions 139
Summary of the Study 140
Practical Contributions 141
Scholarly Contributions 143
WfeaAs/zesses 152
Managerial, Policy, and Research Implications 154
Competing for the Future—and Winning 161
Appendix: Research Methodology 165
References 185
Index o.na
1
r
r
y
Figures and Tables
FIGURES
r 2.1 Strategic Choices in Export Channel Selection 12
3.1 Export Intermediaries: Global Development versus
U.S. Variations 30
5.1 Determinants of Export Intermediary Performance:
Mapping the Hypotheses 71
8.1 Transaction Cost Economizing and Firm Performance:
Focusing on the Make-or-Buy Decision 144
8.2 The Performance of Export Intermediaries: A Test of the
Previously Untested Link 2 in Figure 8.1 146
TABLES
3.1 The Worldwide Evolution of Export Intermediary Firms
(1600-Present) 23
3.2 The Global Diffusion of Export Intermediaries 27
3.3 Top Twenty-five of the World s Largest Corporations in
1995 (Measured by Revenue) 29
3.4 International Trade Performance: The United States and
Its Major Trading Partners (1992-1994) 36
4.1 Demographic Profiles of U.S. Export Intermediaries since
the 1970s 46
5.1 The Make-or-Buy Decision in Export Channel Choice:
The Manufacturer s Perspective 58
|
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| isbn | 1567201520 |
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| spelling | Peng, Mike W. Verfasser aut Behind the success and failure of US export intermediaries transactions, agents, and resources Mike W. Peng Westport, Conn. <<[u.a.]>> Quorum Books 1998 XV, 215 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Exporthandel (DE-588)4153389-6 gnd rswk-swf USA (DE-588)4078704-7 gnd rswk-swf USA (DE-588)4078704-7 g Exporthandel (DE-588)4153389-6 s DE-188 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=021772477&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Peng, Mike W. Behind the success and failure of US export intermediaries transactions, agents, and resources Exporthandel (DE-588)4153389-6 gnd |
| subject_GND | (DE-588)4153389-6 (DE-588)4078704-7 |
| title | Behind the success and failure of US export intermediaries transactions, agents, and resources |
| title_auth | Behind the success and failure of US export intermediaries transactions, agents, and resources |
| title_exact_search | Behind the success and failure of US export intermediaries transactions, agents, and resources |
| title_full | Behind the success and failure of US export intermediaries transactions, agents, and resources Mike W. Peng |
| title_fullStr | Behind the success and failure of US export intermediaries transactions, agents, and resources Mike W. Peng |
| title_full_unstemmed | Behind the success and failure of US export intermediaries transactions, agents, and resources Mike W. Peng |
| title_short | Behind the success and failure of US export intermediaries |
| title_sort | behind the success and failure of us export intermediaries transactions agents and resources |
| title_sub | transactions, agents, and resources |
| topic | Exporthandel (DE-588)4153389-6 gnd |
| topic_facet | Exporthandel USA |
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