Go big or stay home? Korean machinery firms, trade fair dynamics and export performance

Ronald V. Kalafsky and Douglas R. Gress

Asia Pacific Business Review, 2014, vol. 20, issue 1, 136-152

Abstract: With heightened global competition, many manufacturers export as a process by which to increase sales and expand into new markets. South Korean manufacturers export in order to expand outside of a small domestic market, but confront the constraints of many exporters (especially smaller firms), including access to market intelligence and geographically distant prospective customers. This article examines efforts by machine tool manufacturers to minimize the friction of distance involved with exporting through the use of international trade fairs. Analytical emphases are placed on the influence of individual export destinations and on the role of firm size vis-�-vis firm export intensities and overall export strategies and motivations.

Date: 2014
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DOI: 10.1080/13602381.2013.814227

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