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Export strategies and performance in the CIS: case study evidence from the dairy sector

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  • Matthew Gorton
  • John White

Abstract

Case studies from the dairy sector shed light on patterns of internationalisation and determinants of export success in the Commonwealth of Independent States (CIS). International market orientation is, in general, weak: the majority of firms considered do not collect market research, have no marketing department, are unsure of competitors' strengths and weaknesses, and began exporting reactively. Some of the characteristics of flourishing exporters in CIS markets (investment in personal relationships and networks, fluency in Russian, lack of need to meet international and private standards) appear incompatible with success in non-CIS markets. This calls for the development of regional models of the determinants of export performance.

Suggested Citation

  • Matthew Gorton & John White, 2009. "Export strategies and performance in the CIS: case study evidence from the dairy sector," Post-Communist Economies, Taylor & Francis Journals, vol. 21(4), pages 475-494.
    • Handle: RePEc:taf:pocoec:v:21:y:2009:i:4:p:475-494
    DOI: 10.1080/14631370903339864
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    Cited by:

    1. Jamontaite Kamile & Ahmedova Saida & Okumus Abdullah & Ozturk Selen, 2017. "An Analysis on Turkish Market Entry Opportunities: The Case of Lithuanian Dairy Companies," Ekonomika (Economics), Sciendo, vol. 96(2), pages 79-101, February.
    2. Tamás Mizik & Péter Gál & Áron Török, 2020. "Does Agricultural Trade Competitiveness Matter? The Case of the CIS Countries," AGRIS on-line Papers in Economics and Informatics, Czech University of Life Sciences Prague, Faculty of Economics and Management, vol. 12(1), March.
    3. Mizik, T. & Torok, A. & Jambor, A. & Kovacs, S. & Sipos, L., 2018. "The agricultural competitiveness of the CIS countries in international trade," 2018 Conference, July 28-August 2, 2018, Vancouver, British Columbia 277481, International Association of Agricultural Economists.

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