Social capital and export performance within exporter-intermediary relationships

Purpose - This paper draw insights from social capital theory and examines the synergistic effect of several constructs on export performance within the context of exporter–intermediary relationships. Specifically, it assumes that social capital and the set of resources embedded therein strongly influence the extent to which both commitment and cooperation occur, and how these, in turn, impact on export performance. Design/methodology/approach - Following a quantitative methodological approach, a survey is applied to a sample of small and medium-sized enterprise exporters, to empirically test the proposed conceptual model. Partial least squares structural equation modeling is used to test the empirical model. Findings - The findings reveal that there is a positive and direct impact of social capital on export performance. Results also confirm that the presence of high social capital between exporters and intermediaries affects both high commitment and high cooperation. The study also confirms the mediation effect of cooperation in the relationship between social capital and export performance. Practical implications - One possible shortfall of this research relates to the fact that this analysis only incorporates the view of one actor, the view of exporter firms. This limitation could open a rewarding direction for future research, which would be to analyze the view of both sides in a dyadic relationship. Originality/value - This paper presents the original approach of looking at the relational antecedents of export performance.