IDEAS home Printed from https://ideas.repec.org/
MyIDEAS: Login to save this article or follow this journal

Trade promotion and SME export performance

  • Wilkinson, Timothy
  • Brouthers, Lance Eliot
Registered author(s):

    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.

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.

    File URL: http://www.sciencedirect.com/science/article/pii/S0969593106000394
    Download Restriction: Full text for ScienceDirect subscribers only

    As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.

    Article provided by Elsevier in its journal International Business Review.

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

    as
    in new window

    Handle: RePEc:eee:iburev:v:15:y:2006:i:3:p:233-252
    Contact details of provider: Web page: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description

    Order Information: Postal: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/bibliographic
    Web: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/bibliographic

    References listed on IDEAS
    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:

    as in new window
    1. Gary A Knight & S Tamer Cavusgil, 2004. "Innovation, organizational capabilities, and the born-global firm," Journal of International Business Studies, Palgrave Macmillan, vol. 35(4), pages 334-334, July.
    2. Weinrauch, J. Donald & Rao, C. P., 1974. "The export marketing mix: An examination of company experiences and perceptions," Journal of Business Research, Elsevier, vol. 2(4), pages 447-452, October.
    3. McDougall, Patricia Phillips & Oviatt, Benjamin M., 1996. "New venture internationalization, strategic change, and performance: A follow-up study," Journal of Business Venturing, Elsevier, vol. 11(1), pages 23-40, January.
    4. Warren J Bilkey, 1978. "An Attempted Integration of the Literature on the Export Behavior of Firms," Journal of International Business Studies, Palgrave Macmillan, vol. 9(1), pages 33-46, March.
    5. Preece, Stephen B. & Miles, Grant & Baetz, Mark C., 1999. "Explaining the international intensity and global diversity of early-stage technology-based firms," Journal of Business Venturing, Elsevier, vol. 14(3), pages 259-281, May.
    6. Chinkook Lee & Gerald Schluter, 1999. "Effect of Trade on the Demand for Skilled and Unskilled Workers," Economic Systems Research, Taylor & Francis Journals, vol. 11(1), pages 49-66.
    7. Michael R Czinkota & Wesley J Johnston, 1983. "Exporting: Does Sales Volume Make a Difference?," Journal of International Business Studies, Palgrave Macmillan, vol. 14(1), pages 147-153, March.
    8. Cavusgil, S. Tamer & Naor, Jacob, 1987. "Firm and management characteristics as discriminators of export marketing activity," Journal of Business Research, Elsevier, vol. 15(3), pages 221-235, June.
    9. Hansen, Kare, 2004. "Measuring performance at trade shows: Scale development and validation," Journal of Business Research, Elsevier, vol. 57(1), pages 1-13, January.
    10. Woo-Young Lee & John J Brasch, 1978. "The Adoption of Export as an Innovative Strategy," Journal of International Business Studies, Palgrave Macmillan, vol. 9(1), pages 85-94, March.
    11. Westhead, Paul & Wright, Mike & Ucbasaran, Deniz, 2001. "The internationalization of new and small firms: A resource-based view," Journal of Business Venturing, Elsevier, vol. 16(4), pages 333-358, July.
    12. C Patrick Woodcook & Paul W Beamish & Shige Makino, 1994. "Ownership-Based Entry mode Strategies and International Performance," Journal of International Business Studies, Palgrave Macmillan, vol. 25(2), pages 253-273, June.
    13. Thomas, Andrew R. & Wilkinson, Timothy J., 2005. "It's the distribution, stupid!," Business Horizons, Elsevier, vol. 48(2), pages 125-134.
    14. Mike W Peng & Anne Y Ilinitch, 1998. "Export Intermediary Firms: A Note on Export Development Research," Journal of International Business Studies, Palgrave Macmillan, vol. 29(3), pages 609-620, September.
    15. Claude L Simpson & Duane Kujawa, 1974. "The Export Decision Process: An Empirical Inquiry," Journal of International Business Studies, Palgrave Macmillan, vol. 5(1), pages 107-117, March.
    16. John W Cadogan & Adamantios Diamantopoulos & Judy A Siguaw, 2002. "Export Market-oriented Activities: Their Antecedents and Performance Consequences," Journal of International Business Studies, Palgrave Macmillan, vol. 33(3), pages 615-626, September.
    17. James D Goodnow & James E Hansz, 1972. "Enviromental Determinants of Overseas Market Entry Strategies*," Journal of International Business Studies, Palgrave Macmillan, vol. 3(1), pages 33-50, March.
    18. Montgomery, David B. & Lages, Luis Filipe, 2001. "Export Assistance, Price Adaptation to the Foreign Market, and Annual Export Performance Improvement: A Structural Model Examination," Research Papers 1700, Stanford University, Graduate School of Business.
    19. Alan Baursmichmidt & Danial Sullivan & Kate Gillespie, 1985. "Common Factors Underlying Barriers to Export: Studies in the U.S. Paper Industry," Journal of International Business Studies, Palgrave Macmillan, vol. 16(3), pages 111-123, September.
    20. Masaaki Kotabe & Michael R Czinkota, 1992. "State Government Promotion of Manufacturing Exports: A Gap Analysis," Journal of International Business Studies, Palgrave Macmillan, vol. 23(4), pages 637-658, December.
    21. Leonidas C Leonidou & Constatine S Katsikeas, 1996. "The Export Development Process: An Integrative Review of Empirical Models," Journal of International Business Studies, Palgrave Macmillan, vol. 27(3), pages 517-551, September.
    22. Crick, Dave & Chaudhry, Shiv & Batstone, Stephen, 2001. " An Investigation into the Overseas Expansion of Small Asian-Owned U.K. Firms," Small Business Economics, Springer, vol. 16(2), pages 75-94, March.
    23. Warren J Bilkey & George Tesar, 1977. "The Export Behavior of Smaller-Sized Wisconsin Manufacturing Firms," Journal of International Business Studies, Palgrave Macmillan, vol. 8(1), pages 93-98, March.
    24. Sharmistha Bagchi-Sen, 1999. "The Small and Medium Sized Exporters' Problems: An Empirical Analysis of Canadian Manufacturers," Regional Studies, Taylor & Francis Journals, vol. 33(3), pages 231-245.
    25. J Michael Geringer & Louis Hebert, 1991. "Measuring Performance of International Joint Ventures," Journal of International Business Studies, Palgrave Macmillan, vol. 22(2), pages 249-263, June.
    26. Jaideep Anand & Bruce Kogut, 1997. "Technological Capabilities of Countries, Firm Rivalry and Foreign Direct Investments," Journal of International Business Studies, Palgrave Macmillan, vol. 28(3), pages 445-465, September.
    27. Jean-Emile Denis & Daniel Depelteau, 1985. "Market Knowledge, Diversification and Export Expansion," Journal of International Business Studies, Palgrave Macmillan, vol. 16(3), pages 77-89, September.
    28. Otto Andersen, 1993. "On the Internationalization Process of Firms: A Critical Analysis," Journal of International Business Studies, Palgrave Macmillan, vol. 24(2), pages 209-231, June.
    29. Timothy J Wilkinson & Lance Eliot Brouthers, 2000. "Trade Shows, Trade Missions and State Governments: Increasing FDI and High-Tech Exports," Journal of International Business Studies, Palgrave Macmillan, vol. 31(4), pages 725-734, December.
    30. Crick, Dave, 2004. "U.K. SMEs' decision to discontinue exporting: an exploratory investigation into practices within the clothing industry," Journal of Business Venturing, Elsevier, vol. 19(4), pages 561-587, July.
    31. Andersen, Otto & Suat Kheam, Low, 1998. "Resource-based theory and international growth strategies: an exploratory study," International Business Review, Elsevier, vol. 7(2), pages 163-184, April.
    32. Robertson, Christopher & Chetty, Sylvie K., 2000. "A contingency-based approach to understanding export performance," International Business Review, Elsevier, vol. 9(2), pages 211-235, April.
    33. Finn Wiedersheim-Paul & Hans C Olson & Lawrence S Welch, 1978. "Pre-Export Activity: The First step in Internationalization," Journal of International Business Studies, Palgrave Macmillan, vol. 9(1), pages 47-58, March.
    34. Yadong Luo & Oded Shenkar & Mee-Kau Nyaw, 2001. "A Dual Parent Perspective on Control and Performance in International Joint Ventures: Lessons From a Developing Economy," Journal of International Business Studies, Palgrave Macmillan, vol. 32(1), pages 41-58, March.
    35. F H Rolf Seringhaus & Guenther Botschen, 1991. "Cross-National Comparison of Export Promotion Services: The Views of Canadian and Austrian Companies," Journal of International Business Studies, Palgrave Macmillan, vol. 22(1), pages 115-133, March.
    36. Gary A Knight & S Tamar Cavusgil, 2004. "Innovation, organizational capabilities, and the born-global firm," Journal of International Business Studies, Palgrave Macmillan, vol. 35(2), pages 124-141, March.
    37. Leonidou, Leonidas C. & Katsikeas, Constantine S. & Samiee, Saeed, 2002. "Marketing strategy determinants of export performance: a meta-analysis," Journal of Business Research, Elsevier, vol. 55(1), pages 51-67, January.
    38. Alvarez, Roberto, 2004. "Sources of export success in small- and medium-sized enterprises: the impact of public programs," International Business Review, Elsevier, vol. 13(3), pages 383-400, June.
    39. Rosson, Philip J. & Seringhaus, F. H. Rolf, 1995. "Visitor and exhibitor interaction at industrial trade fairs," Journal of Business Research, Elsevier, vol. 32(1), pages 81-90, January.
    40. Brendan J Gray, 1997. "Profiling Managers to Improve Export Promotion Targeting," Journal of International Business Studies, Palgrave Macmillan, vol. 28(2), pages 387-420, June.
    41. Stan D Reid, 1985. "Exporting Does Sales Volume Make a Difference? — Comment," Journal of International Business Studies, Palgrave Macmillan, vol. 16(2), pages 153-155, June.
    42. Lance Eliot Brouthers & Kefeng Xu, 2002. "Product Stereotypes, Strategy and Performance Satisfaction: The Case of Chinese Exporters," Journal of International Business Studies, Palgrave Macmillan, vol. 33(4), pages 657-677, December.
    Full references (including those not matched with items on IDEAS)

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    When requesting a correction, please mention this item's handle: RePEc:eee:iburev:v:15:y:2006:i:3:p:233-252. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Zhang, Lei)

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    This information is provided to you by IDEAS at the Research Division of the Federal Reserve Bank of St. Louis using RePEc data.