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

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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)

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.

Suggested Citation

  • Christian Fischer, 2004. "Managing international trade of food products: A survey of German and Australian companies," Agribusiness, John Wiley & Sons, Ltd., vol. 20(1), pages 61-80.
    • Handle: RePEc:wly:agribz:v:20:y:2004:i:1:p:61-80
    DOI: 10.1002/agr.10084
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    References listed on IDEAS

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    1. Sukhpal Singh, 1996. "International marketing of agro-food products by developing country firms: Some conceptual issues," Agribusiness, John Wiley & Sons, Ltd., vol. 12(1), pages 99-103.
    2. Linda Byford & David Henneberry, 1996. "Export decisions of food processing firms in Kansas, Missouri, and Oklahoma," Agribusiness, John Wiley & Sons, Ltd., vol. 12(3), pages 247-264.
    3. Jaffee, S. & Gordon, P., 1993. "Exporting High-Value Food Commodities: Success Stories from Developing Countries," World Bank - Discussion Papers 198, World Bank.
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    1. Wawan Dhewanto & Sri Herliana & Fera Yunita & Vania Nur Rizqi & Ian O. Williamson, 2021. "Quadruple Helix Approach to Achieve International Product Quality for Indonesian Food SMEs," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 12(2), pages 452-469, June.
    2. Katarzyna Bentkowska, 2016. "Transaction cost in enterprises’ international expansion (Znaczenie kosztow transakcyjnych dla ekspansji zagranicznej przedsiebiorstw)," Research Reports, University of Warsaw, Faculty of Management, vol. 1(20), pages 24-35.

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