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Trade promotion and SME export performance

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  • Wilkinson, Timothy
  • Brouthers, Lance Eliot
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    Abstract

    In this paper, we attempt to further develop an international resource-based view of small and medium-sized enterprises (SMEs) by examining the effectiveness of a set of export promotion services. Specifically, we investigate the impact of US state-sponsored export promotion activities on the international marketing efforts of small to medium-sized enterprises. We hypothesize and find that, even after controlling for internal firm resources, the use of trade shows and programs identifying agents and distributors contribute positively to SME satisfaction with export performance. Managerial implications are discussed.

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    Bibliographic Info

    Article provided by Elsevier in its journal International Business Review.

    Volume (Year): 15 (2006)
    Issue (Month): 3 (June)
    Pages: 233-252

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    Handle: RePEc:eee:iburev:v:15:y:2006:i:3:p:233-252

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    Related research

    Keywords: Export promotion Resource-based view Trade shows Trade missions;

    References

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    Cited by:
    1. Carlo Altomonte & Tommaso Aquilante & Gábor Békés & Gianmarco I.P. Ottaviano, 2013. "Internationalization and innovation of firms: evidence and policy," Economic Policy, CEPR;CES;MSH, vol. 28(76), pages 663-700, October.
    2. Hind El Makrini, 2014. "How does management perceive export success? An empirical study of Moroccan SMEs," Working Papers 2014-432, Department of Research, Ipag Business School.
    3. Singh, Deeksha A., 2009. "Export performance of emerging market firms," International Business Review, Elsevier, vol. 18(4), pages 321-330, August.
    4. Anissa Chaibi & Hind El Makrini, 2014. "On the Role of Management Commitment in Export Performance: A Meta-Analysis," Working Papers 2014-129, Department of Research, Ipag Business School.
    5. Huub Ruel & Robin Visser, 2012. "Commercial diplomats as corporate entrepreneurs: explaining role behaviour from an institutional perspective," International Journal of Diplomacy and Economy, Inderscience Enterprises Ltd, vol. 1(1), pages 42-79.
    6. Jack, Robert & As-Saber, Sharif & Edwards, Ron & Buckley, Peter, 2008. "The role of service embeddedness in the internationalisation process of manufacturing firms," International Business Review, Elsevier, vol. 17(4), pages 442-451, August.
    7. Seyoum, Belay, 2007. "Trade liberalization and patterns of strategic adjustment in the US textiles and clothing industry," International Business Review, Elsevier, vol. 16(1), pages 109-135, February.
    8. Christian Volpe Martincus & Jerónimo Carballo & Pablo M. García, 2010. "Public Programs to Promote Firms' Exports in Developing Countries: Are There Heterogeneous Effects by Size Categories?," IDB Publications 36764, Inter-American Development Bank.
    9. Stoian, Maria-Cristina & Rialp, Alex & Rialp, Josep, 2011. "Export performance under the microscope: A glance through Spanish lenses," International Business Review, Elsevier, vol. 20(2), pages 117-135, April.
    10. Freixanet, Joan, 2012. "Export promotion programs: Their impact on companies’ internationalization performance and competitiveness," International Business Review, Elsevier, vol. 21(6), pages 1065-1086.
    11. Cansino, José M. & Lopez-Melendo, Jaime & Pablo-Romero, María del P. & Sánchez-Braza, Antonio, 2013. "An economic evaluation of public programs for internationalization: The case of the Diagnostic program in Spain," Evaluation and Program Planning, Elsevier, vol. 41(C), pages 38-46.
    12. Parhizkar, Omid & Miller, Chad R. & Smith, Robert L., 2010. "Private sector development implications of the export performance determinants of U.S. small-medium forest enterprises to Mexico, Europe, and Asia," Forest Policy and Economics, Elsevier, vol. 12(5), pages 387-396, June.
    13. Gorazd Justinek & Tanja Sedej, 2012. "Measuring export support performance in Slovenia," International Journal of Diplomacy and Economy, Inderscience Enterprises Ltd, vol. 1(1), pages 80-94.
    14. Hind El Makrini, 2014. "La performance à l’export des entreprises dans les économies en voie de développement," Working Papers 2014-431, Department of Research, Ipag Business School.
    15. Majidah Hassan Author_Email: NIL & Grace McCarthy, 2011. "Influential Organisational Capabilities For Smes’ Export Performance: An Exploratory Study," Annual Summit on Business and Entrepreneurial Studies (ASBES 2011) Proceeding 2011-045-168, Conference Master Resources.

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