How exporters’ and intermediaries’ resources influence export performance

PurposeThe purpose of the paper is to investigate the influence of firm resources and export intermediary resources on export performance using the resource-based view (RBV).MethodologyData was collected from 320 small and medium sized exporters from Thailand and the unit of analysis was an export venture. Cluster analysis and discriminant analysis were used to test whether the availability of firm resources and intermediary resources vary between different SME clusters.FindingResults show that the high performing cluster used their intermediary resources and their own internal marketing capabilities to a greater extent than lower performing clusters.Practical implicationsThe findings are particularly important for resource-constrained SMEs, as they need to focus on developing marketing capabilities and choosing intermediaries with a high level of experience and knowledge for their particular export market.Originality/valueThis research confirms the applicability of RBV in export literature extending current RBV theory. The findings in the paper indicate that the availability of firm resources as well as intermediary resources are important in determining export performance in an export-driven Thai economy.Research highlights
► Firm and intermediary resources influence export performance.
► High performing firms use more intermediary resources and own marketing capabilities.
► Choosing the intermediary with high level of knowledge and experience is crucial.
► Firms have stronger relationships and cooperation with distributors than agents.

Research highlights
► Firm and intermediary resources influence export performance.
► High performing firms use more intermediary resources and own marketing capabilities.
► Choosing the intermediary with high level of knowledge and experience is crucial.
► Firms have stronger relationships and cooperation with distributors than agents.