The purpose of this paper is to construct a theoretical model that explains the process of governing subsidiaries to enhance their relational behavior in export‐import relationships within a multinational corporation. Grounded in the theoretical framework of the relational contracting...

The advent of the Internet has created the possibility for exporters to serve international markets using virtual export channels (VECs). This paper identifies the factors that influence success in using these new channels to export markets. The paper suggests that how well firms use the...

Most existing research examines export promotion organization (EPO) performance by assessing how firms benefit from their awareness, perceptions and use of EPO services. Remarkably, few studies examine how EPOs decide which services they will offer. This paper is presented as a call for further...

Export promotion programs are provided by governments to help firms, especially small and medium‐sized ones, overcome real or perceived obstacles to exporting. To date, there has been limited empirical evidence of the effectiveness of these efforts. This study clarifies the ways in which...

This paper investigates export market withdrawal as a possible manifestation of strategic flexibility in the export expansion of the firm. A focus on strategic flexibility contributes to current export marketing theory, which fails to explain the dynamic character of export expansion as observed...

This study employs learning‐based theory to shed light on performance among newly internationalizing companies. Earlier studies have suggested that learning is an important goal for firms pursuing international diversification. Unlike previous studies which have focused their attention on one...

Public and private policy responses to the introduction of genetically modified (GM) crops have differed across countries and regions, resulting in market fragmentation that is in conflict with the entry mode strategy of standardisation that has dominated the food distribution system for a...

This study develops a model that explains export sales volume by destination based on a company's export marketing strategy. A seemingly unrelated regression model (SURE) simultaneously estimates the explanatory value of the different elements of the marketing strategy, as well as company...

Purpose – To construct a theoretical framework for understanding the impact of the digitalisation of transactions on the organisation of export intermediation. Design/methodology/approach – This is a conceptual/research paper with a number of illustrative examples – primarily from SMEs....