Skip to main content
Disciplines
Automotive Business IT + Informatics Construction + Real Estate Electrical Engineering + Electronics Energy + Sustainability Insurance + Risk Finance + Banking Management + Leadership Marketing + Sales Mechanical Engineering + Materials
Events
DE
EN
Books
Journals
Topic Page
Marketing
Start single access now
Access for companies
EXTENDED SEARCH
Log in
Top
Small Business Economics
Published in: Small Business Economics 3/2020

06-06-2019

Export promotion programmes as export performance catalysts for SMEs: insights from an emerging economy

Authors: Oscar Malca, Jesús Peña-Vinces, Francisco J Acedo

Published in: Small Business Economics | Issue 3/2020

Log in

Activate our intelligent search to find suitable subject content or patents.

search-config
loading …

Abstract

The purpose of the study is to analyse the joint impact of external factors of small and medium-sized enterprises (SMEs), such as export promotion programmes (EPPs), which encompass trade mobility-, information-, education-, and training-related programmes, and internal factors of SMEs, which encompass export-related resources, preceding-year export performance, and its impact on current-period export performance. The study tests their relationship with structural equation modelling using a random sample of 95 exporting SMEs in an emerging economy, Peru. The results indicate that experiential knowledge provided by trade mobility-related programmes and export performance of the preceding year positively influence the resources of SMEs oriented towards export activity as well as current export performance. Moreover, the results highlight the need to review the efficacy and design of EPPs, acknowledging the available resources of SMEs as well as the internationalisation theories of the firm, in order to enhance their influence on the international development and export performance of SMEs. Finally, the study has extended the knowledge about emerging economies by showing the role EPPs play in SMEs’ export performance.
previous article The effects of innovation on the decisions of exporting and/or importing in SMEs: empirical evidence in the case of Spain

Dont have a licence yet? Then find out more about our products and how to get one now:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

  • über 102.000 Bücher
  • über 537 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Maschinenbau + Werkstoffe
  • Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

inform now

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 340 Zeitschriften

aus folgenden Fachgebieten:

  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Versicherung + Risiko




Jetzt Wissensvorsprung sichern!

inform now
Appendix
Available only for authorised users
Literature
Aaby, N., & Slater, S. (1989). Management influences on export performance: a review of the empirical literature 1978-1988. International Marketing Review, 6(4), 7–26.
Acedo, F., Barroso, C., & Galan, J. (2006). The resource-based theory: dissemination and main trends. Strategic Management Journal, 27(7), 621–636.
Andersen, O. (1993). On the internationalization process of firms: a critical analysis. Journal of International Business Studies, 24(2), 209–231.
Barney, J. (1991). Firm resources and sustained competitive advantage. Journal of Management, 17(1), 99–120.
Broocks, A., & van Biesebroeck, J. (2017). The impact of export promotion on export market entry. Journal of International Economics, 107(July), 19–33.
Buckley, P. J., Pass, C. L., & Prescott, K. (1990). Measures of international competitiveness: empirical findings from British manufacturing companies. Journal of Marketing Management, 6(1), 1–13.
Calderón, H., & Fayos, T. (2004). Análisis de la relación entre el compromiso exportador y las ayudas a la internacionalización de las empresas. Investigaciones Europeas de Dirección y Economía de la Empresa, 10(2), 201–220.
Castro-Gonzáles, S., Peña-Vinces, J. C., & Guillen, J. (2016). The competitiveness of Latin-American economies: consolidation of the double-diamond theory. Economic System, 4(10), 73–386.
Cavusgil, S. T., & Zou, S. (1994). Marketing strategy-performance relationship: an investigation of the empirical link in export market ventures. Journal of Marketing, 58(1), 1–21.
Chang, S.-J., van Witteloostuijn, A., & Eden, L. (2010). From the editors: common method variance in international business research. Journal of International Business Studies, 41(2), 178–184.
Chen, J., Sousa, C. M., & He, X. (2016). The determinants of export performance: a review of the literature 2006-2014. International Marketing Review, 33(5), 626–670.
Conner, K. R., & Prahalad, C. K. (1996). A resource-based view of the firm: knowledge vs. opportunism. Organization Science, 7(5), 477–501.
Coughlin, C., & Cartwright, P. (1987). An examination of state foreign export and manufacturing employment. Economic Development Quarterly, 1(3), 257–267.
Cyert, R., & March, J. (1992). A behavioral theory of the firm. In Malden. Massachusetts: Blackwell Business.
Dhanaraj, C., & Beamish, P. (2003). A resource-based approach to the study of export performance. Journal of Small Business Management, 41(3), 242–261.
Doty, D. H., & Glick, W. H. (1998). Common methods bias: does common methods variance really bias results? Organizational Research Methods, 1(4), 374–406.
European Commission. (2005). The new SME definition: user guide and model declaration. European Commission: Enterprise and Industry Publications.
Faroque, A. R., & Takahashi, Y. (2015). Export marketing assistance and early internationalizing firm performance: does export commitment matter? Asia Pacific Journal of Marketing and Logistics, 27(3), 421–443.
Fischer, E., & Reuber, A. R. (2003). Targeting export support to SMEs: owners’ international experience as a segmentation basis. Small Business Economics, 20(1), 69–82.
Francis, J., & Collins-Dodd, C. (2004). Impact of export promotion programs on firm competencies, strategies and performance: the case of Canadian high-technology SMEs. International Marketing Review, 21(4/5), 474–495.
Freixanet, J. (2010). La Evaluación del Impacto de los Programas de Promoción de la Internacionalización. Una Aplicación al Caso de las Empresas de Cataluña. Tribuna de Economía ICE, 854(May–June), 105–121.
Freixanet, J. (2012). Export promotion programs: their impact on companies’ internationalization performance and competitiveness. International Business Review, 21(6), 1065–1086.
Gençtürk, E., & Kotabe, M. (2001). The effect of export assistance program usage on export performance: a contingency explanation. Journal of International Marketing, 9(2), 51–72.
Gillespie, K., & Riddle, L. (2004). Export promotion organization emergence and development: a call to research. International Marketing Review, 21(4/5), 462–473.
Greeve, H. R. (1998). Performance, aspirations, and risky organizational change. Administrative Science Quarterly, 43(1), 58–86.
Haddoud, M. Y., Jones, P., & Newbery, R. (2017). Export promotion programmes and SMEs’ performance. Journal of Small Business and Enterprise Development, 24(1), 68–87.
Hair, J. F., Ringle, C. M., & Sarstedt, M. (2013). Partial least squares structural equation modeling: rigorous applications, better results and higher acceptance. Long Range Planning, 46(1/2), 1–12.
Hair, J. F., Black, W. C., Babin, B. J., & Anderson, R. E. (2014). Multivariate data analysis. Essex: Pearson Education.
Hair, J. F., Sarstedt, M., Matthews, L., & Ringle, C. M. (2016). Identifying and treating unobserved heterogeneity with FIMIX-PLS: part I - method. European Business Review, 28(1), 63–78.
Hair, J. F., Sarstedt, M., Ringle, C. M., & Gudergan, S. P. (2017). Advanced issues in partial least squares structural equation modeling. California: SAGE Publications.
Harzing, A.-W. (1997). Response rates in the international mail surveys: results of a 22-country study. International Business Review, 6(6), 641–665.
Harzing, A.-W., Reiche, S., & Pudelko, M. (2013). Challenges in international survey research: a review with illustrations and suggested solutions for best practice. European Journal of International Management, 7(1), 112–134.
Helfat, C. (1994). Firm-specificity in corporate applied R&D. Organization Science, 5(2), 173–184.
Henseler, J., Ringle, C. M., & Sarstedt, M. (2016). Testing measurement invariance of composites using partial least squares. International Marketing Review, 33(3), 405–431.
Hessels, J., & van Stel, A. (2011). Entrepreneurship, export orientation, and economic growth. Small Business Economics, 37(2), 255–268.
Hult G., Ketchen DJ Jr , & Slater S.F. (2005), Market orientation and performance: An integration of disparate approaches. Strategic Management Journal, 26(12), 1173–1181.
Hult, G., Ketchen, D., Griffith, D., Chabowski, B. R., Hamman, M. K., Dykes, B. J., & Cavusgil, S. T. (2008). An assessment of the measurement of performance in international business research. Journal of International Business Studies, 39(6), 1064–1080.
Hultman, M., Katsikeas, C. S., & Robson, M. J. (2011). Export promotion strategy and performance: the role of international experience. Journal of International Marketing, 19(4), 17–39.
ITC. (2014). From export promotion to internationalization: the role of trade promotion organizations in the evolving global economy. Dubai: TPO Network World Conference & Awards Accessed 20 Jan 2016.
Johanson, J., & Vahlne, J. (1977). The internationalization process of the firm: a model of knowledge development and increasing foreign market commitments. Journal of International Business Studies, 8(1), 23–32.
Jöreskog, K., & Wold, H. (1982). Systems under indirect observation: causality, structure, prediction (Vol. 139). New York: North-Holland Publ. Amsterdam.
Kaleka, A. (2002). Resources and capabilities driving competitive advantage in export markets: guidelines for industrial exporters. Industrial Marketing Management, 31(3), 273–283.
Katsikeas, C. S., Piercy, N. F., & Ioannidis, C. (1996). Determinants of export performance in an European context. European Journal of Marketing, 30(6), 6–35.
Kotabe, M., & Czinkota, M. (1992). State government promotion of manufacturing exports: a gap analysis. Journal of International Business Studies, 23(4), 637–658.
Lages, L. F., & Montgomery, 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. European Journal of Marketing, 39(7–8), 755–784.
Lages, L. F., Jap, S., & Griffith, D. (2008). The role of past performance in export ventures: a short-term reactive approach. Journal of International Business Studies, 39(2), 304–325.
Lant, T. K. (1992). Aspiration level adaptation: an empirical exploration. Management Science, 38(5), 623–644.
Lant, T. K., & Mezias, S. J. (1992). An organizational learning model of convergence and reorientation. Organization Science, 3(1), 47–71.
Lant, T. K., Milliken, F. J., & Batra, B. (1992). The role of managerial learning and interpretation in strategic persistence and reorientation: an empirical exploration. Strategic Management Journal, 15(6), 503–517.
Lederman, D., Olarreaga, M., & Payton, L. (2010). Export promotion agencies: do they work? Journal of Development Economics, 91(2), 257–265.
Leonidou, L., Katsikeas, C., & Piercy, N. (1998). Identifying managerial influences on exporting: past research and future directions. Journal of International Marketing, 6(2), 74–102.
Leonidou, L., Katsikeas, C., & Samiee, S. (2002). Marketing strategy determinants of export performance: a meta-analysis. Journal of Business Research, 55(1), 51–67.
Leonidou, L., Katsikeas, C., & Coudounaris, D. (2010). Five decades of business research into exporting: a bibliographic analysis. Journal of International Management, 16(1), 78–91.
Leonidou, L., Palihawadana, D., & Theodosiou, M. (2011). National export-promotion programs as drivers of organizational resources and capabilities: effects on strategy, competitive advantage, and performance. Journal of International Marketing, 19(2), 1–29.
Levinthal, D., & March, J. (1993). The myopia of learning. Strategic Management Journal, 14(S2), 95–112.
Levitt, B., & March, J. G. (1988). Organizational learning. American Review of Sociology, 14, 319–340.
Li, J., Vertinsky, I., & Zhang, H. (2013). The quality of domestic legal institutions and export performance. Management International Review, 53(3), 361–390.
Lim, J.-S., Sharkey, T. W., & Kim, K. I. (1996). Competitive environmental scanning and export involvement: an initial inquiry. International Marketing Review, 13(1), 65–80.
Losada-Pérez, F., Ruzo-Sanmartín, E., Barreiro-Fernández, J. M., & Navarro-García, A. (2007). Influencia de la estrategia de expansión internacional y de las características empresariales sobre el resultado exportador de la empresa. Revista ICE-Información Comercial Española, 837(July–August), 255–272.
Lu, J. W., & Beamish, P. W. (2001). The internationalization and performance of SMEs. Strategic Management Journal, 22(6/7), 565–586.
Luo, Y., & Peng, M. (1999). Learning to compete in a transition economy: experience, environment, and performance. Journal of International Business Studies, 30(2), 269–295.
Madsen, T. K. (1987). Empirical export performance studies: a review of conceptualizations and findings. In S. T. Cavusgil (Ed.), Advances in international marketing (Vol. 2, pp. 177–198). Greenwich: JAI Press.
Madsen, T. K. (1989). Successful export marketing management: some empirical evidence. International Marketing Review, 6(4), 41–57.
Malca, O. (2016). La internacionalización de las empresas desde el enfoque gradualista de Uppsala y de la integración económica: el caso de las exportaciones de confecciones peruanas en los mercados de la Alianza del Pacífico y del Mercosur. In M. de Miranda Parrondo & J. T. P. Soto (Eds.), Las relaciones económicas entre América Latina y Asia. Hacia la construcción de una nueva inserción internacional (pp. 239–290). Santiago de Cali: Pontificia Universidad Javeriana.
March, J., & Sutton, R. (1997). Crossroads-organizational performance as dependent variable. Organization Science, 8(6), 698–706.
Melitz, M. J., & Redding, S. J. (2014). Heterogeneous firms and trade. In G. Gopinath, E. Helpman, & K. Rogoff (Eds.), Handbook of international economics (pp. 1–54). Oxford: North-Holland Elsevier.
Meyer, K., van Witteloostuijn, A., & Beugelsdijk, S. (2017). What's in a p? Reassessing best practices for conducting and reporting hypothesis-testing research. Journal of International Business Studies, 48(5), 535–551.
Morgan, N., Vorhies, D., & Schlegelmilch, B. (2006). Resource-performance relationships in industrial export ventures: the role of resource inimitability and substitutability. Industrial Marketing Management, 35(5), 621–633.
Nalcacia, G., & Yagcib, M. (2014). The effects of marketing capabilities on export performance using resource-based view: assessment on manufacturing companies. Procedia - Social and Behavioral Sciences, 148, 671–679.
Navarro, A., Acedo, F., Losada, F., & Ruzo, E. (2011). Integrated model of export activity: analysis of heterogeneity in managers’ orientations and perceptions on strategic management in foreign markets. Journal of Marketing Theory and Practice, 19(2), 187–204.
Oviatt, B. M., & McDougall, P. P. (1997). Challenges for internationalization process theory: the case of international new ventures. Management International Review, 37(2), 85–99.
Oviatt, B. M., & McDougall, P. P. (2005). Defining international entrepreneurship and modeling the speed of internationalization. Entrepreneurship Theory & Practice, 29(5), 537–553.
Paul, J., & Dikova, D. (2016). The internationalization of Asian firms: an overview and research agenda. Journal of East-West Business, 22(4), 237–241.
Paul, J., & Gupta, P. (2014). Process and intensity of internationalization of IT firms: evidence from India. International Business Review, 23(3), 594–603.
Paul, J., Parthasarathy, S., & Gupta, P. (2017). Exporting challenges of SMEs: a review and future research agenda. Journal of World Business, 52(3), 327–342.
Peña-Vinces, J. C., Casanova, L., Guillen, J., & Urbano, D. (2017). International competitiveness of small and medium-sized enterprises: Peru, a Latin-American emerging market. Emerging Markets Finance and Trade, 53(1), 150–169.
Penrose, E. (1959). The growth of the firm (1st ed.). New York: Oxford University Press.
Piercy, N., Kaleka, A., & Katsikeas, C. (1998). Sources of competitive advantage in high performing exporting companies. Journal of World Business, 33(4), 378–393.
Podsakoff, P. M., MacKenzie, S. B., Lee, J. Y., & Podsakoff, N. P. (2003). Common method biases in behavioral research: a critical review of the literature and recommended remedies. Journal of Applied Psychology, 88(5), 879–903.
Reinartz, W., Haenlein, M., & Henseler, J. (2009). An empirical comparison of the efficacy of covariance-based and variance-based SEM. International Journal of Research in Marketing, 26(4), 332–344.
Ringle, C. M., Wende, S., & Becker, J.-M. (2015). SmartPLS 3. Bönningstedt: SmartPLS.
Ruppenthal, T., & Bausch, A. (2009). Research on export performance over the past 10 years: a narrative review. European Journal of International Management, 3(3), 328–364.
Sarstedt, M., & Ringle, C. (2010). Treating unobserved heterogeneity in PLS path modeling: a comparison of FIMIX-PLS with different data analysis strategies. Journal of Applied Statistics, 37(8), 1299–1318.
Sarstedt, M., Hair, J. F., Ringle, C. M., Thiele, K. O., & Gudergan, S. P. (2016). Estimation issues with PLS and CBSEM: where the bias lies! Journal of Business Research, 69(10), 3998–4010.
Seringhaus, F. H., & Botschen, G. (1991). Cross-national comparison of export promotion services: the views of Canadian and Austrian. Journal of International Business Studies, 22(1), 115–133.
Seringhaus, F. H., & Rosson, P. J. (1991). Export promotion and public organizations: state-of-the-art. In F. H. R. Seringhaus & P. J. Rosson (Eds.), Export development and promotion: the role of public organizations. Boston: Springer.
Seringhaus, F. H., & Rosson, P. J. (1998). Management and performance of international trade fair exhibitors: government stands vs independent stands. International Marketing Review, 15(5), 398–412.
Shamsuddoha, A. K., Yunus Ali, M., & Ndubisi, N. O. (2009). Impact of government export assistance on internationalization of SMEs from developing nations. Journal of Enterprise Information Management, 22(4), 408–422.
Shirokova, G. & Tsukanova, T. (2013). Internationalization of SMEs from transition economies: institutional perspectives. In H. Etemad, T. K. Madsen, E. S. Rasmussen, P. Servais, Current issues in international entrepreneurship (pp. 174–198). Cheltenham, UK.
Singer, T., & Czinkota, M. (1994). Factors associated with effective use of export assistance. Journal of International Marketing, 22(4), 53–71.
Sousa, C. M., Martínez-López, F. J., & Coelho, F. (2008). The determinants of export performance: a review of the research in the literature between 1998 and 2005. International Journal of Management Reviews, 10(4), 343–374.
Spence, M. M. (2003). Evaluating export promotion programmes: U.K. overseas trade missions and export performance. Small Business Economics, 20(1), 83–103.
Stöttinger, B., & Schlegelmilch, B. B. (1998). Explaining export development through psychic distance: enlightening or elusive? International Marketing Review, 15(5), 357–372.
Teece, D., & Pisano, G. (1994). The dynamic capabilities of firms: an introduction. Industrial and Corporate Change, 3(3), 537–556.
Van Biesebroeck, J., Yu, E., & Chen, S. (2015). The impact of trade promotion services on Canadian exporter performance. Canadian Journal of Economics/Revue canadienne d’economique, 48(4), 1481–1512.
Wang, X., Chen, A., Wang, H., & Li, S. (2017). Effect of export promotion programs on export performance: evidence from manufacturing SMEs. Journal of Business Economics and Management, 18(1), 131–145.
Weaver, K., Berkowitz, D., & Davies, L. (1998). Increasing the efficiency of national export promotion programs: the case of Norwegian exporters. Journal of Small Business Management, 36(4), 1–11.
Wernerfelt, B. (1984). A resource-based view of the firm. Strategic Management Journal, 5(2), 171–180.
Wheeler, C., Ibeh, K., & Dimitratos, P. (2008). UK export performance research: review and implications. International Small Business Journal, 26(2), 207–239.
Wilden, R., Gudergan, S., Nielsen, B., & Lings, I. (2013). Dynamic capabilities and performance: strategy, structure and environment. Long Range Planning, 46(1), 72–96.
Wilkinson, T., & Brouthers, L. (2000). An evaluation of the state sponsored promotion programs. Journal of Business Research, 47(3), 229–236.
Zou, S., & Stan, S. (1998). The determinants of export performance: a review of the empirical literature between 1987 and 1997. International Marketing Review, 15(5), 333–356.
Metadata
Title
Export promotion programmes as export performance catalysts for SMEs: insights from an emerging economy
Authors
Oscar Malca
Jesús Peña-Vinces
Francisco J Acedo
Publication date
06-06-2019
Publisher
Springer US
Published in
Small Business Economics / Issue 3/2020
Print ISSN: 0921-898X
Electronic ISSN: 1573-0913
DOI
https://doi.org/10.1007/s11187-019-00185-2

Other articles of this Issue 3/2020

Small Business Economics 3/2020 Go to the issue

OriginalPaper

Artificial intelligence and big data in entrepreneurship: a new era has begun

OriginalPaper

And yet, non-equity cooperative entries do improve international performance: uncovering the role of networks’ social capital

OriginalPaper

Pathways of SME internationalization: a bibliometric and systematic review

OriginalPaper

SMEs and entrepreneurship in the era of globalization: advances and theoretical approaches

OriginalPaper

Data science for entrepreneurship research: studying demand dynamics for entrepreneurial skills in the Netherlands

OriginalPaper

Big data methods, social media, and the psychology of entrepreneurial regions: capturing cross-county personality traits and their impact on entrepreneurship in the USA