First insights into export sales forecasting practice: a qualitative study

Article Abstract:

The export sales forecasting practices of different firms are studied. Results show that firms use similar techniques for their export and domestic sales forecasting. However, large firms with overseas subsidiaries obtain sales forecasts from these subsidiaries and develop forecasts according to a longer time frame. Team-based forecasting is also more common in export than domestic sales forecasting.

Forecasting, Forecasts and trends, Exports, Business forecasting

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Ongoing export motivation: differences between regular and sporadic exporters

Article Abstract:

The design and implementation of export marketing plans and export promotion programs can be made more effective by studying the export motivation structure that runs within a company. A study of Cypriot export companies shows that proactive and reactive factors behind export motivation depend to a large extent on the level of export development that has been reached by a company.

Research, Management, Reports, Cyprus, Export trading companies, Export marketing, Motivation research (Marketing)

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International strategic alliance relationships within the foreign investment decision process

Article Abstract:

A theoretical model of international strategic alliance (ISA) relationship development corroborated by foreign investment decision processes is examined.

United States, Models, Analysis, Foreign investments, International aspects, Strategic alliances (Business)

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