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

다국어 초록 (Multilingual Abstract)

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.

목차 (Table of Contents)

• Abstract
• 1. 서론
• 2. 국내기업의 소프트웨어 수출 특성과 현황
• 3. 사례분석 연구의 접근방법 및 내용
• 4. 토의 및 결론
• References

참고문헌 (Reference)

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4 NIPA, "Status Analysis and Improvement on the Global Software Firms"

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7 Lee, J. -H., "Overseas Export Methods and Procedures of the Package Software Firms and the Implications as of Government Support Project" NIPA 2016

8 Ruokonen, M., "Market orientation and internationalisation in small software firms" 42 (42): 1294-1315, 2008

9 Fricker, S. A., "Management for Professionals" Springer 53-81,

10 KITA, "Localization support for software exports enlargement, how to do?" Institute for International Trade 2014

11 황인표, "ICT 중소기업의 해외수출 요인이 재무적 성과에 미치는 영향" 한국정보기술학회 12 (12): 191-204, 2014

12 NIPA, "Global Software Firms Development and Export Activation Plan"

13 SPRI, "Export Competency Investigation and Globalization Strategy of Software Service Firms"