Capacity Building as a Route to Export Market Expansion: A Six-Country Experiment in the Western Balkans
The limited market size of many small emerging economies is a key constraint to the growth of innovative small and medium enterprises. Exporting offers a potential solution, but firms may struggle to locate and appeal to foreign buyers. A six-country randomized experiment was conducted with 225 firm...
Gespeichert in:
| 1. Verfasser: | |
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| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Washington, D.C
The World Bank
2022
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| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | The limited market size of many small emerging economies is a key constraint to the growth of innovative small and medium enterprises. Exporting offers a potential solution, but firms may struggle to locate and appeal to foreign buyers. A six-country randomized experiment was conducted with 225 firms in the Western Balkans to test the effectiveness of 30 hours of live group-based training and 5 hours of one-on-one remote consulting in overcoming these constraints. Treated firms used techniques such as search engine optimization and improved Facebook content to increase their digital presence and better reach foreign customers. A year later, positive and significant impacts are found on the number of customers, and a significant intensive margin increase in export sales. Qualitative interviews suggest this improvement came from a combination of sector-specific advice on market expansion, and through an encouragement effect which gave entrepreneurs the confidence to try new sales strategies |
| Beschreibung: | 1 Online-Ressource (33 Seiten) |
| DOI: | 10.1596/1813-9450-10256 |
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| 520 | 3 | |a The limited market size of many small emerging economies is a key constraint to the growth of innovative small and medium enterprises. Exporting offers a potential solution, but firms may struggle to locate and appeal to foreign buyers. A six-country randomized experiment was conducted with 225 firms in the Western Balkans to test the effectiveness of 30 hours of live group-based training and 5 hours of one-on-one remote consulting in overcoming these constraints. Treated firms used techniques such as search engine optimization and improved Facebook content to increase their digital presence and better reach foreign customers. A year later, positive and significant impacts are found on the number of customers, and a significant intensive margin increase in export sales. Qualitative interviews suggest this improvement came from a combination of sector-specific advice on market expansion, and through an encouragement effect which gave entrepreneurs the confidence to try new sales strategies | |
| 650 | 4 | |a Broadcast and Media | |
| 650 | 4 | |a Consulting | |
| 650 | 4 | |a Customer Acquisition | |
| 650 | 4 | |a Digital Presence | |
| 650 | 4 | |a Export Competitiveness | |
| 650 | 4 | |a Export Market Expansion | |
| 650 | 4 | |a Information and Communication Technologies | |
| 650 | 4 | |a International Economics and Trade | |
| 650 | 4 | |a Marketing Training | |
| 650 | 4 | |a Private Sector Development | |
| 650 | 4 | |a Skills Development and Labor Force Training | |
| 650 | 4 | |a Small and Medium Enterprises (SME) | |
| 650 | 4 | |a Small and Medium Size Enterprises | |
| 650 | 4 | |a Training | |
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| 700 | 1 | |a McKenzie, David |e Sonstige |4 oth | |
| 776 | 0 | 8 | |i Erscheint auch als |n Druck-Ausgabe |a Ana P., Cusolito |t Capacity Building as a Route to Export Market Expansion: A Six-Country Experiment in the Western Balkans |d Washington, D.C. : The World Bank, 2023 |
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| doi_str_mv | 10.1596/1813-9450-10256 |
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| spellingShingle | Ana P., Cusolito Capacity Building as a Route to Export Market Expansion A Six-Country Experiment in the Western Balkans Broadcast and Media Consulting Customer Acquisition Digital Presence Export Competitiveness Export Market Expansion Information and Communication Technologies International Economics and Trade Marketing Training Private Sector Development Skills Development and Labor Force Training Small and Medium Enterprises (SME) Small and Medium Size Enterprises Training |
| title | Capacity Building as a Route to Export Market Expansion A Six-Country Experiment in the Western Balkans |
| title_auth | Capacity Building as a Route to Export Market Expansion A Six-Country Experiment in the Western Balkans |
| title_exact_search | Capacity Building as a Route to Export Market Expansion A Six-Country Experiment in the Western Balkans |
| title_exact_search_txtP | Capacity Building as a Route to Export Market Expansion A Six-Country Experiment in the Western Balkans |
| title_full | Capacity Building as a Route to Export Market Expansion A Six-Country Experiment in the Western Balkans Cusolito Ana P |
| title_fullStr | Capacity Building as a Route to Export Market Expansion A Six-Country Experiment in the Western Balkans Cusolito Ana P |
| title_full_unstemmed | Capacity Building as a Route to Export Market Expansion A Six-Country Experiment in the Western Balkans Cusolito Ana P |
| title_short | Capacity Building as a Route to Export Market Expansion |
| title_sort | capacity building as a route to export market expansion a six country experiment in the western balkans |
| title_sub | A Six-Country Experiment in the Western Balkans |
| topic | Broadcast and Media Consulting Customer Acquisition Digital Presence Export Competitiveness Export Market Expansion Information and Communication Technologies International Economics and Trade Marketing Training Private Sector Development Skills Development and Labor Force Training Small and Medium Enterprises (SME) Small and Medium Size Enterprises Training |
| topic_facet | Broadcast and Media Consulting Customer Acquisition Digital Presence Export Competitiveness Export Market Expansion Information and Communication Technologies International Economics and Trade Marketing Training Private Sector Development Skills Development and Labor Force Training Small and Medium Enterprises (SME) Small and Medium Size Enterprises Training |
| url | https://doi.org/10.1596/1813-9450-10256 |
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