Presents the findings of a study of the use of foreign languages by Irish exporting companies. Suggests that, although a substantial majority of respondents believe that foreign language skills are very important for export success, relatively very few of them actually use foreign languages to...

The bulk of research in international exchange has adopted an exporter perspective. In contrast, the work reported here incorporates the importer side of the dyad. The research used an extensive multiple case study design involving 36 exporter‐importer dyads operating across four countries....

Previous research concerning barriers to internationalisation growth have modelled sets of internal and external factors impinging upon the behaviour of the firm. It is believed that this approach can only ever achieve a general perception of the difficulties encountered and that industry...

Purpose – As international retailers continue to employ franchising as a major method of market entry, the control of these international retail franchise networks becomes of significant importance. The aim of this paper is to examine the methods by which UK‐based international fashion...

Trading companies face global competitive pressures to adapt their roles and strategies. Even Swedish trading companies, although specialised in terms of products and on overseas markets, have experienced more difficult competition. However, little or no research has been done on the commercial...

The relationship between cultural and social elements in Japan and the presence and maintenance of trade barriers is examined. The European Community and the US had $23 billion and $60 billion deficits with Japan in 1988, respectively. In particular, the US has experienced a trade deficit with...

The EC is one of the most important overseas markets for New Zealand companies. Many New Zealand companies, while claiming to be iche marketers, are actually competing in open segments on the basis of cost and price. These firms appear to place little importance on marketing variables such as...

Five years after the deregulation of New Zealand′s telecommunications and broad‐casting markets, the country′s two state‐owned broadcasters had achieved widely differing levels of internationalization and financial performance. Television New Zealand, the more active international...

Past research has identified several organizational, managerial, relationship‐related and external variables as playing a role in determining the success or failure of a firm′s export marketing activities. However, most of this research has been conducted using samples from the developed...

Presents the findings of a comparative study into the export behaviour and internationalization of small computer software firms in Finland, Ireland and Norway. These findings challenge many of the underlying assumptions of conventional internationalization “stage” theories and lead to the...