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INFORMATION STRATEGIES FOR AGRICULTURAL EXPORTERS

By Deborah H. Streeter and Nelson L. Bills

Abstract

This study revealed some important divergences between new entrants and those more experienced at selling overseas. While experienced exporters have well-developed informal networks of information and focus their search strategies on better long term and short term study/demand information, “would-be” exporters tend to be more concerned with locating a “qualified” buyers list, and getting information on export procedures, and trade logistics. In addition, would-be exporters expressed frustration with two types of obstacles where information is least likely to solve the problem: Time lags when shipping perishable goods and exogenous factors (such as precipitous changes in a foreign government).International Relations/Trade,

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