Abstract
This study evaluated the current export marketing practices of United States firms and compared them to successful export marketing strategies reported in the literature. The research showed that more U.S. exporters are committed to exporting. A large number sell directly to end-users through their own export department and provide some form of dealer support; about 60 percent of the respondents visit their overseas customers persistently. However, many exporters still take the easy way out: use of the f.o.b. (ex-factory or U.S. port) basis for price quotation, determining export pricing from their U.S. price list, and do minimal information search. Suggestions for improving U.S. exporting practices are also provided in this papers.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Bilkey, W. J. 1978. "An Attempted Integration of the Literature on the Export Behavior of Firms," Journal of International Business Studies Vol. 9 (Spring/Summer):33:46.
Bilkey, W. J. 1982. "Variables Associated with Export Profitability," Journal of International Business Studies, Vol. 13 (Fall):33–55.
Cavusgil, S. T. and E. Kaynak, 1982. "Success Factors in Export Marketing: An Empirical Analysis," In Bruce J. Walker, W. O. Bearden, W. R. Garden, P. E. Murphy, J. R. Nevin, J. C. Olson, and B. A. Weitz (eds.), An Assessment of Marketing Thought and Practice, Chicago: American Marketing Association.
Cavusgil, S. T. and J. R. Nevin, 1981. "State-of-the-Art in International Marketing," In Ben Enis and Kenneth J. Roering (eds.), A Review of Marketing 1981. Chicago: American Marketing Association.
Cunningham, M. T. and R. I. Spigel, 1971. "A Study in Successful Exporting," British Journal of Marketing Vol. 5 (Spring):2–12.
Czinkota, Michael R. 1982. Export Development Strategies: U.S. Promotion Policy, New York:Praeger Publishers.
Czinkota, Michael, and B. J. LaLonde, 1960. "An Analysis of Export Development Strategies in Selected U.S. Industries," Working Paper No:80-17, Ohio State University.
Johanson, Johnny K. and Ikujiro Nonaka, 1983. "Japanese Export Marketing: Structures, Strategies, Counterstrategies," International Marketing Review. 1 (Winter):12–24.
Johanson, J. and J. Vahine, 1977. "The Internationalization Process of the Firm: A Model of Knowledge Development and Increasing Foreign Commitments," Journal of International Business Studies. Vol. 8 (Spring/Summer)23:32.
Johnston, Wesley J. and M. R. Czinkota, 1982. "Managerial Motivations as Determinants of Industrial Export Behavior," in Michael R. Czinkota and George Tesar (eds.). Export Management: An International Context. New York: Praeger Publishers.
Kirpalani, V. H. and N. B. Macintosh, 1980. "International Marketing Effectiveness of Technology-Oriented Small Firms," Journal of International Business Studies. Vol. 11 (Winter): 81–90
Levitt, T., 1983. "The Globalization of Markets," Harvard Business Review, (May–June):92–102.
Welch, L. S. and F. Wiedersheim-Peul, 1978. "Extra Regional Expansion-Internationalization within the Domestic Market?" quoted in W. J. Bilkey "An Attempted Integration of the Literature on the Export Behavior of Firms, Journal of International Business Studies. Vol. 9 (Spring/Summer):39.
Wiedersheim-Paul, F., L. S. Welch, and K. C. Olson, 1975. "Before the First Export Order: A Behavioral Model," in Working Paper No. 10, Department of Economics, University of Queensland, Australia.
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Academy of Marketing Science
About this paper
Cite this paper
Koh, A.C. (2015). An Evaluation of the Current Export Marketing Practices of United States Firms. In: Hawes, J. (eds) Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17055-8_40
Download citation
DOI: https://doi.org/10.1007/978-3-319-17055-8_40
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-17054-1
Online ISBN: 978-3-319-17055-8
eBook Packages: Business and EconomicsBusiness and Management (R0)