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Paper info: TRADE ASSOCIATIONS, NETWORKS AND EXPORT PERFORMANCE

Title


TRADE ASSOCIATIONS, NETWORKS AND EXPORT PERFORMANCE

Authors


JOSE BRACHE and CHRISTIAN FELZENSZTEIN

Place of Publication


The paper was published at the 32nd IMP-conference in Poznan, Poland in 2016.

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Abstract


By drawing on the literature of networks and cooperation, this research addresses the effects of the firmīs level of engagement with trade associations located at the companyīs export market on export performance. In addition, it gauges the moderating effects that such level of engagement exerts on the firmīs perceived environmental uncertainty on customer needs. The authors analyze firm-level data from a South American emerging economy and report that a stronger engagement with trade associations located at the companyīs export market has a positive effect on export performance. Environmental uncertainty on customer needs is confirmed as an export performance barrier, but unexpectedly, this obstacle only diminishes in a negligible factor as the level of engagement with trade associations located at the firmīs export market increases. This research contributes to the literature by investigating the direct and moderating effects of institutional overseas networks on the firmīs export performance, and by scrutinizing on the distinctions among the cooperation determinants of local networks and networks situated at the firmīs export market. Implications for policy makers and practitioners are discussed.