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University of Essex

Seminars for 2017/18


20 January 2015: ENTREPRENEURIAL ORIENTATION, EXPORT CHANNEL SELECTION, (Management Science & Entrepreneurship Group)

Professor Keith Brouthers from Kings College London

At 11:30 in Gateway Building GB.3.46.

picture of keith
Abstract: Although research indicates that the export channel a firm uses can significantly impact export performance, it is unclear how firms should select this channel. Models of export channel choice tend to concentrate on transaction costs, ignoring the value generation potential of entrepreneurial capabilities. In this paper we develop and test the theoretical notion that in addition to transaction costs, differences in entrepreneurial capabilities influence export channel choice and as a consequence export performance. In addition, since the RBV maintains that value generating capabilities are context dependent, we deepen the analysis by exploring the moderating influence of export market institutional distance. Using data from a sample of European SMEs we find that export channel choice is contingent on both entrepreneurial capabilities and institutional distance in addition to transaction cost factors. Results also indicate that SMEs using export channels that take these three sets of factors into account have higher export performance compared to other firms.

About the Speaker:

Keith D. Brouthers is Professor of Business Strategy at King’s College London and Visiting Professor at the University of Groningen, the Netherlands. Professor Brouthers specializes in international strategic management. His current research interests include studies of entry and establishment mode choice, export channel selection, and competitor identification. Professor Brouthers’ research has been published in leading academic journals including Strategic Management Journal, Journal of Management, Journal of International Business Studies, Journal of Management Studies, Management International Review, International Business Review, and Entrepreneurship Theory and Practice.

Ticket information:
Free to attend however booking is required 3 days before the event. Please email zhangs@essex.ac.uk to reserve a place.

This event is open to the general public.

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