Acquiring relevant knowledge for foreign market entry: the role of overseas trade missions

Abstract

Abstract This paper investigates the benefit of experiential knowledge acquired from overseas trade mission participation. Trade missions offer potential assistance to firms by providing less experienced exporters with relevant objective and experiential knowledge about targeted markets. Findings from a UK study indicate that seasoned exporters benefit more from the scheme, where the activities offered before and during the visits are perceived as targeted more to their needs than less experienced firms. Implications for trade mission organizers and public policies are provided in terms of the way in which support may be changed to more directly benefit firms. Copyright © 2004 John Wiley & Sons, Ltd.

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