Help in export strategies

Article Abstract:

Manufacturing and service companies may contact the US Export Assistance Center (USEAC) to receive advice and assistance on how to conduct business overseas. Through the combined efforts of the Foreign Commercial Service Program of the Dept of Commerce, the Small Business Administration and the Export-Import Bank, interested companies are now able to obtain different export services from the federal program in just one location. There are 19 USEACs and 60 District Export Assistance Centers across the country. The main services offered by the centers are market information and financial assistance. Such centers help companies that are ready to export but do not know how to begin, are already in the export business but need further help, and are planning to export but not yet sure if they are equipped to engage in the export business.

Services

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Measuring export information use: scale development and validation

Article Abstract:

The optimal use of export marketing research may be achieved through the adoption of multidimensional measures for acquiring and utilizing export information. Psychometric results prove that such measures are highly efficient in assessing the quality and volume of information necessary for a specific task and identifying fluctuations involving large samples of information. Since these measures are source-specific, they offer a valuable means of enhancing export performance.

Intnl Marketing, Research, Usage, Marketing research, Market research, Export trading companies, Export marketing

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Can Selling be Globalized? The Pitfalls of Global Account Management

Article Abstract:

This paper sees the rapid adoption of global account management by vendor companies as leading to falling prices, undermining customer relationships, and giving rise to implementation problems from the involvement of global account and locals sales teams. It suggests guidelines to avoid implementation problems.

United States, Statistical Data Included, Management, Foreign operations, Wholesale industry, Wholesale trade, Customer relations

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