Analysis Of Experience, Motivation, And Collaborative Models To Improve Financial Capability Towards Export Events Study on Craft Business Actors
DOI:
https://doi.org/10.24905/icobis.v2i1.6Keywords:
Experience, motivation, financial capability, collaborative model, craft SMEsAbstract
Participation in international trade shows is a strategic route for creative-industry enterprises seeking access to global business to-business markets, yet limited financial capability, export costing and pricing skills, and working capital remain major barriers. This study analyzes business actors’ experiences and motivations for internationalization and formulates a collaborative model to strengthen financial capability. A qualitative case-study approach was used with triangulated evidence from craft entrepreneurs, financial institutions, Dekranas/Dekranasda, ASEPHI, curators, and mentors. The findings show that early exhibition failures were associated with inaccurate export cost structures, weak payment-term readiness, and limited production standardization. Motivations shifted from short-term turnover toward long-term business sustainability, global market validation, lower customer-acquisition costs, and access to working capital through B2B down payments. Financial capability improved through sinking funds, partner subsidies, digital bookkeeping, and tiered pricing. Horizontal collaboration, institutional incubation, and financing partnerships reduced entry costs and strengthened export readiness before, during, and after exhibitions.
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