EFFECTIVE EXPORTING - CRITICAL SUCCESS FACTORS ASSOCIATED WITH EFFECTIVE EXPORT PERFORMANCE THROUGH AN ANALYSIS OF SUCCESSFUL PRACTICE

  • Pyper, Keith (Principal Investigator)
  • Baker, Michael (Co-investigator)

Project: Research

Project Details

Description

The need for more effective exporting has become a growing concern in the UK and a regular topic for debate by policy makers, industry figures, the media and academics alike. The authors of this report from the University of Strathclyde Business School, in partnership with the Queen’s Awards for Enterprise and with the support of the Marketing Trust, conducted a survey of recent winners of the Queen’s Award for International Trade, recognised worldwide as the UK’s highest official accolade for international business success.

In the current climate of uncertainty surrounding Brexit and Trump’s protectionism policies, Britain’s future trading relationships are not clear and within this setting the Queen’s Award winner’s successful practices offer insights to lead the way in raising the UK’s future exporting efforts. Who better to ask what makes an effective exporter than those firms awarded the highest accolade for their International trade through exporting?

The research also serves as a replication of a study of Queen’s Awards winners undertaken by the Department of Marketing at Strathclyde University in the early 1980s titled 'Successful Exporting' and therefore provides the opportunity for unique longitudinal insights.

Funded by The Marketing Trust, value of £11,500

Key findings

Key Findings Include:
- Successful UK exporters believe there has been no recent decline in UK competitiveness.
- There continues to be a reliance on the EU and the USA as important export markets.
- China looks set to increase in importance as a key UK export market.
- Main export competitors are located globally but primarily the USA, UK and EU.
- There has been a dramatic rise in “Born Globals”.
- There are identifiable international marketing strategies and best practices that have enabled successful export performance for recent Queen's Award Winners for International Trade.
- There are clear differences in foreign market characteristics between important export markets and the domestic UK market.
- There are direct exporting benefits associated with winning a Queen’s Award for International Trade.
StatusFinished
Effective start/end date1/06/1618/06/18