Managing international trade of food products: A survey of German and Australian companies

Christian Fischer
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Christian Fischer: Department of Agricultural and Food Market Research, Institute for Agricultural Policy, Market Research and Economic Sociology, University of Bonn, Nussallee 21, 53115 Bonn, Germany., E-mail: fischer@agp.uni-bonn.de, Postal: Department of Agricultural and Food Market Research, Institute for Agricultural Policy, Market Research and Economic Sociology, University of Bonn, Nussallee 21, 53115 Bonn, Germany., E-mail: fischer@agp.uni-bonn.de

Agribusiness, 2004, vol. 20, issue 1, 61-80

Abstract: The major obstacles encountered in the management of international marketing are higher transaction costs and risks relative to home market business activities. More specifically, for food products there are six main problem areas, which arise from the literature: (1) education and training of export staff (including foreign language skills and knowledge of foreign business partners' mentality); (2) trade fair activities; (3) special food product logistics and marketing problems; (4) trade terms, export documentation and billing, and foreign exchange risk management; (5) provision of foreign market information; and (6) government assistance. Results from a questionnaire-based survey of companies from Germany and Australia engaging in exporting and|or importing of food products suggest that staff education|training and logistics are the most important factors affecting success in international markets. Implications of this study are that agribusinesses must give special attention to staff recruitment and training and to the mastering of food product logistics if they want to compete successfully internationally. [EconLit citations: F140, Q130, Q170]. © 2004 Wiley Periodicals, Inc. Agribusiness 20: 61-80, 2004.

Date: 2004
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Persistent link: https://EconPapers.repec.org/RePEc:wly:agribz:v:20:y:2004:i:1:p:61-80

DOI: 10.1002/agr.10084

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