Factors for Realizing Sales to Overseas Companies in the Small and Medium-Sized Manufacturing Industry: Focusing on Transactions with Western Companies and Companies in Emerging Countries in the Textile Industry

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  • Tange Hideaki
    法政大学専門職大学院イノベーション・マネジメント研究科教授

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Other Title
  • 中小製造業の海外販路開拓プロセスとその実現要因
  • 中小製造業の海外販路開拓プロセスとその実現要因 : テキスタイル産業における欧米・新興国企業との取引を中心に
  • チュウショウ セイゾウギョウ ノ カイガイ ハンロ カイタク プロセス ト ソノ ジツゲン ヨウイン : テキスタイル サンギョウ ニ オケル オウベイ ・ シンコウコク キギョウ ト ノ トリヒキ オ チュウシン ニ
  • ―テキスタイル産業における欧米・新興国企業との取引を中心に―

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Description

<p>The purpose of this paper is to clarify the factors that helped small and medium-sized manufacturers to develop sales channels to overseas companies. We conducted a case study of three small and medium-sized textile companies that realized sales to overseas companies.</p><p>As a result, the following three points were clarified as factors for realizing sales to overseas companies. The first is the change in entrepreneurial activity. The second is the change in marketing strategy. Third is the change in production and development functions.</p><p>In order to sell to overseas companies, it can be said that not only changes in entrepreneurial activities shown in previous research but also changes in marketing strategy, production, and development are important.</p>

Journal

  • Journal of Innovation Management

    Journal of Innovation Management 18 (0), 89-104, 2021-03-31

    The Research Institute for Innovation Management of Hosei University

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