A configurational approach to the impact of trade fairs and trade missions on firm export activity

  1. Joaquín Monreal-Pérez 1
  2. Valeska V. Geldres-Weiss 2
  1. 1 University of Murcia, spain.
  2. 2 Universidad de La Frontera, Temuco, Chile.
Revista:
Business Research Quarterly

ISSN: 2340-9444,  2340-9436

Año de publicación: 2020

Volumen: 23

Número: 1

Tipo: Artículo

DOI: 10.1177/2340944420901045 DIALNET GOOGLE SCHOLAR lock_openAcceso abierto editor

Otras publicaciones en: Business Research Quarterly

Resumen

Se argumenta que los programas de promoción de exportaciones (PPE) apoyan la actividad exportadora de las empresas. Sin embargo, la evidencia empírica del vínculo entre los PPE y la exportación no es concluyente. Argumentamos y demostramos mediante el uso de métodos de conjuntos difusos que se pueden descubrir configuraciones que combinan la participación de la empresa en EPP específicos, a saber, misiones comerciales y ferias, junto con ciertas características específicas de la empresa. Basamos nuestro análisis en una muestra de 641 exportadores chilenos (2010-2015), y mostramos que los resultados de la regresión son en su mayoría insignificantes y con un nivel de ajuste del modelo mucho más bajo en comparación con nuestro análisis de conjuntos difusos. Nuestros principales hallazgos ilustran que las empresas pequeñas, jóvenes y sin experiencia en exportaciones se benefician al máximo de las ferias comerciales y las misiones comerciales, lo que respalda la idea de que los EPP brindan la información requerida en los mercados de exportación.

€ Ver financiación

Información de financiación

The author(s) disclosed receipt of the following financial support for the research, authorship, and/or publication of this article: This research was supported partially by “Universidad de La Frontera (Chile), Project DI18-0091.”

Financiadores

Referencias bibliográficas

  • Álvarez, R.E., 2004. ‘‘Sources of export success in small- and medium-sized enterprises: the impact of public programs’’. Int. Bus. Rev. 13 (3), 383–402.
  • Álvarez, R., Crespi, G.C., 2000. ‘‘Exporter performance and promotion instruments: Chilean empirical evidence’’. Estud. Economía 27 (2), 225–241.
  • Barney, J.B., 1991. Firm resources and sustained competitiveadvantage. J. Manage. 17(1), 99–120.
  • Baum, C.F., 2006. An Introduction to Modern Econometrics Using Stata. Stata Press, Texas.
  • Bernard, A.B., Jensen, J.B., 1999. Exceptional exporter performance: cause, effect, or both? J. Int. Econ. 47 (1), 1–25.
  • Central Intelligence Agency (CIA), 2018. The World Factbook 2012, Retrieved from https://www.cia.gov/library/publications/the-world-factbook/index (last accessed 02.05.18).
  • Chang, Y., Ayyub, B.M., 2001. Fuzzy regression methods - a comparative assessment. Fuzzy Sets Syst. 119, 187–203.
  • Chetty, S.K., Hamilton, R.T., 1993. Firm-level determinants of export performance: a meta-analysis. Int. Market. Rev. 10 (3), 26–34.
  • Diamantopoulos, A., Schlegelmilch, B.B., Tse, K.Y., 1993. Understanding the role of export marketing assistance: empirical evidence and research needs. Eur. J. Market. 27 (4), 5–18.
  • Durmuşoğlu, S.S., Apfelthaler, G., Nayir, D.Z., Alvarez, R., Mughan, T., 2012. The effect of government-designed export promotion service use on small and medium-size enterprise goal achievement: a multidimensional view of export performance. Ind. Market. Manage. 41 (4), 680–691.
  • Eriksson, K., Johanson, J., Majkgård, A., Sharma, D.D., 2000. Effect of variation on knowledge accumulation in the internationalization process. Int. Stud. Manage. Org. 30 (1), 26–44.
  • Evers, N., Knight, J., 2008. Role of international trade shows in small firm internationalization: a network perspective. Int. Market. Rev. 25 (5), 544–562.
  • Faroque, A.R., Takahashi, Y., 2012. Export assistance: the way back and forward. In: An Empirical Investigation into Developing Country ‘‘Born Globals’’. Springer, New York.
  • Fernández, Z., Nieto, M.J., 2005. Internationalization strategy of small and medium-sized family businesses: some influential factors. Fam. Bus. Rev. 18 (1), 77–89.
  • Filipescu, D.A., Rialp, A., Rialp, J., 2009. Internationalisation and technological innovation: empirical evidenc on their mutual relationship. Adv. Int. Market. 20, 125–154.
  • Fiss, P.C., 2011. Building better causal theories: a fuzzy set approach to typologies in organization research. Acad. Manage. J. 54 (2), 393–420.
  • Francis, J., Collins-Dodd, C., 2004. Impact of export promotion programs on firm competencies, strategies and performance: the case of Canadian high-technology SMEs. Int. Market. Rev. 21 (4/5), 474–495.
  • Garcia-Castro, R., Aguilera, R.V., 2014. Family involvement in business and financial performance: a set-theoretic crossnational inquiry. J. Fam. Bus. Strat. 5 (1), 85–96.
  • Geldres-Weiss, V.V., Carrasco-Roa, J.A., 2016. Impact evaluation of national export promotion programs on export firms using contrast groups. Int. J. Export Market. 1 (1), 77–95.
  • Geldres-Weiss, V.V., Etchebarne, M.S., Bustos, L.H., 2011. The impact of governmental export promotion on the firm’s export performance. Academia, Revista Latinoamericana de Adminis-tración 47, 1–17.
  • Geldres-Weiss, V.V., Uribe-Borquez, C.T., Coudounaris, D.N., Monreal-Perez, J., 2016. Innovation and experiential knowledge in firm exports: applying the initial U-model. J. Bus. Res. 69 (11), 5076–5081.
  • Gençtürk, E.F., Kotabe, M., 2001. The effect of export assistance program usage on export performance: a contingency explanation. J. Int. Market. 9 (2), 51–72.
  • Gopalakrishna, S., Lilien, G.L., Williams, J.D., Sequeira, I.K., 1995. Do trade shows pay off? J. Market. 59 (3), 75–83.
  • Greenhalgh, C., Taylor, P., Wilson, R., 1994. Innovation and export volumes and prices: a disaggregated study. Oxfor Econ. Papers 46, 102–134.
  • Hansen, K., 2004. Measuring performance at trade shows: scale development and validation. J. Bus. Res. 57, 1–13.
  • Johanson, J., Vahlne, J.E., 1977. The internationalization process of the firm - a model of knowledge development and increasing foreign market commitments. J. Int. Bus. Stud. 8 (1), 23–32.
  • Katsikeas, C.S., Leonidou, L.Y., Morgan, N.A., 2000. Firm-level export performance assessment: review, evaluation and development. J. Acad. Market. Sci. 28 (4), 493–511.
  • Lages, F.L., Montgomery, B.D., 2005. The relationship between export assistance and performance improvement in Portuguese export ventures: an empirical test of the mediating role of pricing strategy adaptation. Eur. J. Market. 39 (7/8), 755–784.
  • Leiblein, M.J., Reuer, J.J., Dalsace, R, 2002. Do make or buy decisions matter? The influence of organizational governance on technological performance. Strat. Manage. J. 23 (10), 817–833.
  • Leonidou, L.C., Katsikeas, C.S., Palihawadana, D., Spyropoulou, S., 2007. An analytical review of the factors stimulating smaller firms to export: implications for policy makers. Int. Market. Rev. 24 (6), 735–770.
  • Leonidou, L.C., Palihawadana, D., Theodosiou, M., 2011. National export-promotion programs as drivers of organizational resources and capabilities: effects on strategy, competitive advantage, and performance. J. Int. Market. 19 (2), 1–29.
  • Leonidou, L., Samiee, S., Geldres, V.V., 2015. Using national export promotion programs to assist smaller firms’ international entrepreneurial initiatives. In: Ghauri, P.N., Kirpalani, V.H.M. (Eds.), Handbook of Research on International Entrepreneurship Strategy: Improving SME Performance Globally. Edward Elgar, Cheltenham, UK, pp. 239–252.
  • Martincus, C.V., Carballo, J., 2010. Beyond the average effects: the distributional impacts of export promotion programs in developing countries. J. Dev. Econ. 92 (2), 201–214.
  • Misangyi, V.F., Greckhamer, T., Furnari, S., Fiss, P.C., Crilly, D., Aguilera, R., 2017. Embracing causal complexity: the emergence of a neo-configurational perspective. J. Manage. 43 (1), 255–282.
  • Monreal-Pérez, J., Aragón-Sánchez, A., Sánchez-Marín, G., 2012. A longitudinal study of the relationship between export activity and innovation in the Spanish firm: the moderating role of productivity. Int. Bus. Rev. 21 (5), 863–877.
  • Nonaka, I., Takeuchi, H., 1995. The Knowledge Creating Company: How Japanese Companies Create the Dynamics of Innovation. Oxford University Press, New York.
  • Oura, M.M., Zilber, S.N., Lopes, E.L., 2016. Innovation capacity, international experience and export performance of SMEs in Brazil. Int. Bus. Rev. 25, 921–932.
  • ProChile (2017). http://www.prochile.gob.cl/minisitio/concursos/ (last accessed 09.02.17).
  • Ragin, C.C., 2000. Fuzzy Set Social Science. University of Chicago Press, Chicago.
  • Ragin, C.C., 2006. User’s Guide to Fuzzy-Set/Qualitative Comparative Analysis 2.0. University of Arizona, Tucson.
  • Ragin, C.C., 2008. Redesigning Social Inquiry: Fuzzy Sets and Beyond. University of Chicago Press, Chicago.
  • Ragin, C.C., Fiss, P.C., 2009. Net effects analysis versus configurational analysis: an empirical demonstration. In: Ragin, C.C. (Ed.), Redesigning Social Inquiry: Set Relations in Social Research (190–212). University of Chicago Press, Chicago.
  • Salomon, R.M., Shaver, J.M., 2005. Learning by exporting: new insights from examining firm innovation. J. Econ. Manage. Strat. 14 (2), 432–460.
  • Schneider, C.Q., Wagemann, C., 2012. Set-theoretic Methods for the Social Sciences. A Guide to Qualitative Comparative Analysis. Cambridge University Press, Cambridge, UK.
  • Seringhaus, F.R., 1987. Using trade missions for export market entry. Ind. Market. Manage. 16 (4), 249–255.
  • Seringhaus, F.R., 1989. Trade missions in exporting: state of the art. Manage. Int. Rev. 29 (2), 5–16.
  • Seringhaus, F.H.R., Rosson, P.J., 1998. Management and performance of international trade fair exhibitors: government stands vs. independent stands. Int. Market. Rev. 15 (5), 398–412.
  • Shipley, D., Egan, C., Wong, K.S., 1993. Dimensions of trade show exhibiting management. J. Market. Manage. 9 (1), 55–63.
  • Silva, A., Africano, A.P., Afonso, O., 2010. Do Portuguese manufacturing firms learn by exporting? In: 36th EIBA Conference Proceedings, Porto.
  • Slowinski, R., 1998. Fuzzy Sets in Decision Analysis, Operations Research And Statistics. Springer, New York, United States.
  • Sousa, C.M.P., Martínez-López, F.J., Coehlo, F., 2008. The determinants of export performance: a review of the research in the literature between 1998 and 2005. Int. J. Manage. Rev. 10 (4), 343–374.
  • Spence, M.M., 2003. Evaluating export promotion programmes: UK overseas trade missions and export performance. Small Bus. Econ. 20 (1), 83–103.
  • Spence, M.M., Crick, D., 2001. An investigation into UK firms’ use of trade missions. Market Intell. Plan. 19 (7), 464–474.
  • Wagner, J., 2007. Exports and productivity: a survey of the evidence from firm-level data. World Econ. 30 (1), 60–82.
  • Wilkinson, T.J., Brouthers, L.E., 2000a. An evaluation of state sponsored export promotion programs. J. Bus. Res. 47 (3), 229–236.
  • Wilkinson, T.J., Brouthers, L.E., 2000b. Trade shows, trade missions and state governments: increasing FDI and high-tech exports. J. Int. Bus Stud. 31 (4), 725–734.
  • Wilkinson, T., Brouthers, L.E., 2006. Trade promotion and SMEexport performance. Int. Bus. Rev. 15 (3), 233–252.
Fuente de los datos: Dialnet