Minimizing distance: international trade fairs and SME targeting of specific export markets

摘要: Exporting is a complex process for many firms, particularly small-and-medium-sized enterprises (SMEs). The reasons this include the costs involved with meeting prospective buyers, expenses associated obtaining international market access, and eventually pursuing specific export markets. International trade fair (ITF) participation one way in which SMEs can gain access to buyers from range of markets while minimizing costs. present study examines targeting within an ITF by Korean machine tool sector. results suggest that new or geographically-distant tend be far more export-intensive, addition serving larger number existing destinations. Moreover, these manufacturers place stronger overall emphasis on exporting role ITFs as venues develop business relationships. These findings add literature geographies ITFs, our understanding how various forms distance act impediments exporting, contingencies are linked other firm-level characteristics.