Based on integrating learning, resource-based and social network theories, the purpose of this paper is to shed fresh light on the association between export experience and export performance by seeking to better understand the links between them, and assessing the boundary conditions, moderators, mediators, and non-linear relationships in greater depth.
This paper mobilizes a quantitative research design using a survey of Brazil-based exporters. The authors test the hypotheses proposed in this study by employing moderated mediation regression models.
The authors find support for a J-shape relationship between export experience and export market performance. In particular, the authors find that innovation and international marketing resources mediate the effect of export experience on export market performance, and the authors unveil that this mediation effect is contingent on the strength of international business network ties.
This study advances the export marketing literature by explaining how export experience drives export success in two ways: first, by clarifying the ambiguity in extant theoretical explanations and previous empirical findings regarding the shape of the relationship between export experience and export performance. Second, this study reconciles the disagreement as to whether superior export performance results from exporters’ existing resources or from their learning by exporting. Thus, the paper is valuable for scholars and export managers or policymakers alike by providing recommendations on how less experienced firms can overcome the initial period of weak export performance.
The authors are grateful for insightful comments and suggestions received from John Cadogan and from the anonymous reviewers on this manuscript. In addition, this research would not have been possible without a research grant provided by CNPq (National Council of Technological and Scientific Development, Brazil), Edital Universal No. 478808/2006-2.
Ogasavara, M., Boehe, D. and Barin Cruz, L. (2016), "Experience, resources and export market performance", International Marketing Review, Vol. 33 No. 6, pp. 867-893. https://doi.org/10.1108/IMR-10-2013-0247Download as .RIS
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