This dissertation consists of three essays in international economics. The first chapter investigates whether opening up to international financial flows improves aggregate productivity in the presence of limited contract enforceability. I present a model of two countries that differ in terms of the degree of contract enforcement and analyze the consequences of financial market integration among those countries. Then, I test the predictions of the model empirically. The model predicts that aggregate productivity improves after financial integration in economies with strong contract enforcement, while it deteriorates in countries with weak enforcement. The empirical analysis confirms that the effect of capital account liberalization on productivity is different in economies with different degrees of contract enforcement. The second chapter addresses whether foreign firms harm the environment in a host country where environmental standards are not as strict as in the source country. The question as to whether strict environmental regulations in developed economies cause the relocation of pollution-intensive production into developing countries has captured the attention of economists. Instead, we ask whether multinational firms, frequently the target of environmentalists, are in fact harmful for a host country's environment. Using plant-level data from Chile, we find that foreign firms are cleaner than domestic plants. We then propose a model that delivers these features of the data. Using the model we get policy implications regarding environmental regulations and multinational production. The last chapter examines the link between producer's productivity and export participation. Empirical work reveals that exporters have substantially higher productivity than non-exporters. The two explanations proposed for the apparent gap are self-selection of firms into competitive export markets and learning by exporting. Knowing the direction of causality between productivity and exporting has important policy implications. If firms become exporters simply because they are more productive and there are no further gains from being an exporter, then policies that aim to increase the number of exporters are not appropriate. I test these hypotheses by applying matching techniques on plant-level data from the Chilean manufacturing sector. I find clear evidence for self-selection, relatively more efficient firms become exporters. However, I do not detect further improvement of productivity following the entry into export markets. / text

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In recent times the Russian market has been exposed to significant changes, both in the challenges of the transition from planned to market economy as well as the opportunities that has spurred a willingness for foreign companies to exploit the vast potential of the market. The aim of this thesis is to explore how business relationships are managed between Swedish business-to-business(B2B) SMEs and Russian counterparts. In our study we overview Swedish companies which are well established on the Russian market and have well-developed relationships with their representatives in Russia and try to discover which aspects of their relations is decisive for the success of the companies. To conduct our research we created reseach questions "What role do business relationships play between Swedish and Russian SMEs in the Russian market?, and how are the business relationships managed?". We collected data from both Swedish and Russian perspectives to determine the main features of their relations and draw up guidance for potential Western newcomers to Russia.

Thesis (Ph.D.)--University of Wollongong, 2008. / Typescript. Includes bibliographical references: leaf 150-165.

L’objectif de cette étude ne concerne pas seulement les facteurs de succès de l’internationalisation, mais plus particulièrement les facteurs de succès de la vente dans le contexte de l’internationalisation, donc le noyau réel du succès de l’internationalisation. Fondamentalement, il n’existe pas de recherche sur les facteurs de succès dans le processus de vente à l’exportation, donc de recherche plus approfondie sur les facteurs de succès généraux dans le processus de vente. La recherche discutée à ce propos a été examinée sur deux plans: au niveau organisationnel et au niveau individuel. Il s’agit d’une enquête portant sur 788 PME suisses, dans lesquelles 876 personnes ont été interrogées. Près de 80% de ces personnes étaient les CEO des entreprises qui ont pris part à l’enquête, alors que 20% appartenaient au Senior Management. La vue d’ensemble de l’analyse quantitative et qualitative fait apparaître un résultat relativement cohérent : les entreprises qui ont du succès agissent de manière fondamentalement plus personnelle et individualisée dans les différentes dimensions comme le nombre de canaux de distribution, le nombre de stratégies de traitement du marché, le focus sur une largeur d’assortiment plus limitée, le développement et l’importance du collaborateur dans la vente et du processus de vente individualisé qui repose sur le client et non pas sur des instruments standardisés (techniques de vente, matériel de présentation standardisés, etc.). Cette tendance a aussi été relevée dans la littérature émanant de la recherche dans le domaine des facteurs de succès et de la recherche sur l’entrepreneuriat dans le domaine de l’internationalisation / The aim of this study is not only to consider success factors in internationalization, but more particularly success factors for sales in the context of internationalization, in other words, the real kernel of success in internationalization. Basically, there is no available research on success factors in the process of export sales, i.e. more in-depth research on general success factors in sales processes. The research discussed on this question has been examined on two levels: the organizational level and the individual level. The survey covered 788 Swiss SMEs, in which 876 people were questioned. Close to 80% of those questioned were the CEOs of the companies which participated in the survey, while 20% were members of Senior Management. The view of the ensemble of the quantitative and qualitative analysis produces a relatively coherent result: companies that are successful fundamentally act in a more personal and individualized manner in the different dimensions, such as the number of distribution channels, the number of market processing strategies, the focus on a more limited product range, the development and the importance of the employee in the sale and individualized sales process which is based on the client and not on standardized instruments (sales techniques, standardized presentation materials etc.). This tendency was also highlighted in the literature coming from the research in the field of success factors and research into entrepreneurship in the field of internationalization

A participação das empresas brasileiras no comércio internacional vem aumentando nos últimos anos. Neste contexto, pesquisas foram conduzidas visando detectar as dificuldades associadas à atividade exportadora, e a literatura sugere a necessidade de informação para uma atuação bem sucedida no cenário internacional. Esta pesquisa objetiva identificar as informações, utilizadas por empresas exportadoras em sua atividade exportadora, levantadas a partir da revisão bibliográfica. Para tal, desenvolveu-se uma pesquisa de campo com empresas exportadoras da região de Ribeirão Preto. Os resultados mostraram que as empresas utilizam pouco as informações gerais do ambiente de negócios internacionais e com mais freqüência as informações do mercado alvo, ligadas a oferta/demanda do produto. Quanto às fontes de informação, observou-se que grande parte é obtida do próprio cliente. Também foi possível observar que as empresas com maior volume de exportação tendem a desenvolver mais o processo de utilização de informação para a geração de novos negócios, atuam em mercados mais exigentes, diversificam sua forma de atuação e buscam constantemente novos mercados. / The Brazilian companies´ international commerce participation has been increasing in recent years. Within this context, research were carried with objective of identify the difficulties associated to exporting activities, as well the companies which recognize information as a need to a successful international market actuation. This research focused the information used by exporting companies in their export activities, raised from the bibliographic revision. In order to do so, a field survey was developed with Ribeirão Preto Region´s exporting companies. The results showed that the companies use little general international business environment information and, with higher frequency, the target market information, linked to product´s offer/demand. Regarding to information source, was observed that most of it was obtained directly with customer. It was also possible to observe that companies with higher volume of exporting tend to develop better information system in order to generate new business, act in more demanding markets, diversify its form of performance and search new markets constantly.

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Thesis (MBA)--Stellenbosch University, 2002. / ENGLISH ABSTRACT: The sharp decline in the brandy market since 1997, together with a world wide focus towards the production and marketing of quality wines and brand building, as driven by changing market preferences, served as a wake-up call to South African producers to adjust their strategy to accommodate this international trend. Given the stagnant nature of the domestic market for high price wines in South Africa, growth prospects through the investment in marketing and brand building of higher price wines is very limited in South Africa, and South African wine producers wishing to pursue growth is left with no other option but to embark on an overseas marketing initiative. A large amount of cellars wishing to start focusing on the marketing of their wines outside the borders of South Africa don't possess the knowledge and skills to tackle such an initiative. This study project aims to assist the prospective wine exporter in the process of initiating and executing a strategic export initiative. Specific focus is placed on the importance of the optimisation of the total value chain. / AFRIKAANSE OPSOMMING: Die skerp afname in die brandewyn mark sedert 1997, tesame met 'n wêreldwye fokus op die produksie en bemarking van kwaliteit wyne en die bou van handelsmerke, soos gedryf deur veranderde mark voorkeure, het gedien as bewusmaking vir Suid-Afrikaanse produsente om hul strategieë aan te pas om hierdie internasionale tendens te akkommodeer. Gegewe die stagnante karakter van die binnelandse mark vir hoë prys wyne in Suid-Afrika, is groei vooruitsigte deur die belegging in bemarking en die bou van handelsmerke van hoër prys wyne baie beperk in Suid-Afrika, en Suid- Afrikaanse wyn produsente wat groei wil nastreef, word gelaat met geen ander opsie as om 'n oorsese bemarkings inisiatief te onderneem nie. 'n Groot aantal kelders wat wil begin fokus op die bemarking van hul wyne buite die grense van Suid-Afrika beskik nie oor die kennis en vaardighede om so 'n inisiatief aan te pak nie. Hierdie studieprojek streef daarna om die voornemende wynuitvoerder behulpsaam te wees in die proses van inisiëring en uitvoering van 'n strategiese uitvoer inisiatief. Spesifieke fokus word geplaas op die belangrikheid van die optimalisering van die totale waardeketting.

This thesis focuses on the relationship between the Organisation of Petroleum Exporting Countries (OPEC) economies and global climate change mitigation policies with a view to determining the energy exports demand security risks of OPEC member states. The successful implementation of a universally adopted climate regime has been marred with controversies as different interest groups have raised their concerns about all the options presented so far. OPEC as the major crude oil exporting group in the world has been in the forefront of these debates and negotiations. OPEC’s major concern is the envisaged adverse impacts of the industrialised countries carbon reductions on its members' economies. Several studies have shown that when industrialised countries adopt carbon dioxide emissions reduction policies in line with the United Nations Framework Convention on Climate Change, such as carbon taxes and energy efficiency strategies, OPEC’s net price of crude oil decreases at the same time as a reduction in the quantity of crude oil products sold. OPEC believes that such climate change policy-induced fall in crude oil exports revenues would have a significant negative effect on its members' economies. With the limitations related to the assumptions of the existing energy economy models on the impacts of climate change mitigation policies on OPEC’s economies (Barnett et al, 2004), this study opts for a risk based model. This model quantifies the energy exports demand security risks of OPEC members with special interest on crude oil. This study also investigates the effects of carbon reduction policies on crude oil prices vis-à-vis the impacts of crude oil prices on OPEC’s economies. To address these three main issues, this thesis adopts a three-prong approach. The first paper addresses the impacts of climate change mitigation on crude oil prices using a dynamic panel model. Results from the estimated dynamic panel model show that the relationship between crude oil prices and climate change mitigation is positive. The results also indicate that a 1% change in carbon intensity causes a 1.6% and 8.4% changes in crude oil prices in the short run and long run, respectively. The second paper focuses on the impacts of crude oil prices on OPEC economies using a panel vector auto regression (VAR) approach, highlighting the exposure of OPEC members to the volatile crude oil prices. The findings from the panel VAR model show that the relationship between OPEC members’ economic growth and crude oil prices is positive and economic growth in OPEC member states respond positively and significantly to a 10% deviation in crude oil prices by 1.4% in the short run and 1.7% in the long run. The third paper creates an index of the risks OPEC members face when there is a decline in the demand for their crude oil exports. To show these risks, this study develops two indexes to show the country level risks and the contributions to the OPEC-wide risks exposure. The results from the indexes show that OPEC members that are more dependent on crude oil exports are faced with more energy exports demand risks. The findings from this thesis are relevant for the development of a new OPEC energy policy that should accommodate the realities of a sustainable global climate regime. They are also useful to the respective governments of the countries that are members of OPEC and non-OPEC crude oil exporting countries. Finally, the outcomes of this thesis also contribute to the climate change and energy economics literature, especially for academic and subsequent research purposes.