The importance of practical export skills: Some evidence from Canadian agribusiness

Donald G. Ross*, Michael P. Whalen

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

3 Citations (Scopus)


This paper compares the practical export skills needed by Canadian Agribusiness for sales to the U.S. with those for Overseas markets. Seventy skills in global entrepreneurship, international marketing, international finance, and international trade logistics were ranked and used to gauge the influence of export market on practical international trade skills. The findings show that practical export skill requirements vary substantially by firm and export market. Generally, basic management, marketing, finance, and shipping skills are most important to successful agri-product exporting. Advanced skills in strategic management, export marketing, and export finance are not important to most exporters. Instead, most Canadian agribusiness exporters consider the ability to use international trade specialists to be a key export skill.

Original languageEnglish
Pages (from-to)9-27
Number of pages19
JournalInternational Food and Agribusiness Management Review
Issue number1
Publication statusPublished - Jan 1999

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