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Export Intermediary Firms: A Note on Export Development Research

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Abstract

Building on Leonidou and Katsikeas' (1996) recent review of the export development literature, we identify an important missing link in existing research: the role of export intermediaries as an organizational form connecting domestic manufacturers and foreign buyers. In response, a new research agenda drawing on the transaction cost and resource-based perspectives is advanced. This agenda focuses on why export intermediaries are selected by manufacturers in their channel choice decisions, and why some intermediaries outperform others. The paper closes with discussions of research, practice, and public policy implications.

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Authors and Affiliations

  1. Ohio State University and Chinese University of Hong Kong,

    Mike W. Peng

  2. University of North Carolina at Chapel Hill,

    Anne Y. Ilinitch

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  1. Mike W. Peng
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  2. Anne Y. Ilinitch
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*Mike W. Peng (Ph.D., University of Washington) is an assistant professor of management at the Ohio State University, Columbus, OH 43210 and a visiting assistant professor at the Chinese University of Hong Kong. His research has appeared in the Academy of Management Review, Organization Studies, Journal of Management Inquiry, and Advances in International Comparative Management, among others. He is the author of Behind the Success and Failure of U.S. Export Intermediaries: Transactions, Agents, and Resources (Quorum, 1998) and Business Strategies in Tmnsitional Economies (Sage, 1999 in press).

**Anne Y. Ilinitch (Ph.D., University of North Carolina) is an assistant professor of management at the University of North Carolina, Chapel Hill, NC 27599. Her work has appeared in the Academy of Management Journal, Strategic Management Journal, Organization Science, and Long Range Planning. Her book, Managing in Times of Disorder: Hypercompetitive Organizational Responses, with Richard D'Aveni and Arie Lewin, was published by Sage in 1997.

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Peng, M., Ilinitch, A. Export Intermediary Firms: A Note on Export Development Research. J Int Bus Stud 29, 609–620 (1998). https://doi.org/10.1057/palgrave.jibs.8490010

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  • DOI: https://doi.org/10.1057/palgrave.jibs.8490010

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