Internet Marketing Strategy and Performance in the Korean Small Export Firms

한국 중소수출기업의 인터넷 마케팅 전략과 성과에 관한 연구

In order to clarify the relationship between the Internet utilization of the Korean small export firms for export marketing and it's performance, first, a research model and hypothesis have been made on a theoretical basis. This research hypothesis has been examined through gathering survey data and a statistical analysis based on MANOVA. The conclusion, as well as the main point of this thesis, is that, in most cases, there was a significant statistical connection between the variables of export performances and Internet-utilized export marketing strategies, which are both based on the classical AIDA model of effective hierarchy of communication for sales and advertising. This conclusion brings forth a substantial topic as well as provides meaningful implications for the Korean small export firms when putting together a marketing strategy using the Internet. It is also hoped that this will come as a reference for other researchers henceforth. However, there is an issue of lack of representativeness when considering that the samples were chosen on the basis of the convenience sampling method. Another issue may be that a portion of the subjects were not related to actual trade, but were, in fact, Web masters who operated e-trade systems. Furthermore, there are also numerous problems of missing data, and 6 out of the 8 main hypotheses possessed the issue of fitness level with the data. Therefore, in order to enhance both the representative and fitness levels of the data of further research for this topic, future respondents will have to have special trade knowledge, as well as technical knowledge of e-trade. However, unless the Internet begins to greatly contribute to export marketing of corporations, this type of enterprising spirit by corporations in gathering suitable respondents will not surface. Although not used in examining the hypotheses of this particular thesis, the relationship between competitive and circumstantial variables, which were added to the upcoming survey, and export performances will soon be analyzed and announced in order to atone for some of the standards this thesis fell short of.

한국 중소수출기업의 인터넷을 이용한 수출마케팅 전략과 성과와의 관계를 밝히기 위하여 본고에서는 우선 이론적 배경을 바탕으로 한 연구모형의 개발 및 연구가설이 설정되었다. 이렇게 설정된 연구가설은 설문조사를 통한 자료수집과 MANOVA에 의한 통계분석을 통하여 검정되었다. 그 결과, 주로 세일즈와 광고에 적용되는 커뮤니케이션 효과계층의 고전적인 AIDA 모델을 준용한 수출성과와 인터넷 수출마케팅전략 변수간에는 거의 대부분의 경우 통계적으로 유의미한 관계가 있음을 발견하였다. 특히 AIDA의 효과계층 중 최종 수출계약성과에 비하여 그 이전 단계인 커뮤니케이션 효과가 더 크다는 사실을 확인한 것이 이 논문의 주요한 의의라고 여겨진다. 이라한 결과는 한국의 중소수출기업이 인터넷을 이용한 마케팅 전략을 짜는데 있어서 의미있는 시사점과 유의사항을 제공하고 있으며, 차후 연구자를 위한 하나의 준거가 될 수 있을 것으로 기대된다.