Journal of Information Technology Applications and Management

  • 제23권2호
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  • Pages.81-95
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  • 2016
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  • 1598-6284(pISSN)
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  • 2508-1209(eISSN)
한국데이터전략학회 (Korea Data Strategy Society)
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판매채널 구축과 현지화 과정으로 본 중소기업 소프트웨어 해외 수출 사례 분석 연구

A Case Analysis Study of Korean Small and Medium Firms' Software Exports through Sales Channels Building and Product Localization

  • Ahn, Yeon S. (College of Business, Gachon University) ;
  • Kim, Hee Wan (Division of Computer Engineering, Shamyook University)
  • 투고 : 2016.04.09
  • 심사 : 2016.06.08
  • 발행 : 2016.06.30
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초록

Software export is very important for developing the domain software industry. Up to now, the study related in this issue is not enough even if exports are not activated. In our study, we treated and analyzed the three SME cases that have each successful record in recent years focusing to sales channels establishment and product localization. This study was done by interviewing the marketing directors mainly, and applied email exchanges, phones, and document analyses. Some implications can be addressed for the potential SME software exports. In the perspectives of sales channels building, the trust for product and firm itself is needed to have a good offshore partners. These are required to make the good relationship with partners, brand value's diffusion, and technical competency. As for product localization, the customization is important to meet the needs for local users effectively. So it is desirable to accept the advisory suggestions from the local consulting experts or representative customers. And the joint export strategy using the platform by linking some related products is effective for SME's software product's export.

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참고문헌

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