Resource dependency and institutional theory perspectives on direct and indirect export choices

By J. Hessels, Siri Terjesen. 2010

306 citations recorded by the source corpus.

This article develops and tests resource dependency and institutional theory arguments to explain two choices facing SME owner/managers: (1) the decision whether to export or not and (2) if the firm exports, the choice between a direct (to customers abroad) and an indirect (using another firm as intermediary) export mode. Binomial logistic regressions on our sample of 871 Dutch SMEs suggest that institutional theory perspectives (owner/managers’ perception of the increased international presence of their domestic competitors, customers' and suppliers' and perceptions of increased use of foreign suppliers) explain the decision to export, while resource dependency theory arguments (owner/managers’ perception of the favorability of access to knowledge and technology, of production costs and of access to capital in the home market) guide the choice between direct and indirect export modes.

Subfields: Economics and Econometrics, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/33514f176fe2f17f9ce1eeeebfb8fdbff2a28a7b

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Citations in the corpus

SMEs and international entrepreneurship: An institutional network perspective (2015, background): “On the other hand, MNEs have greater financial and human resources when compared to SMEs (Hessels & Terjesen, 2010), and they are considerably more proficient in the use of network relationships with both public and private entities.”
Small business responses to a major economic downturn: Empirical perspectives from New Zealand and the United Kingdom (2012, background): “The implication is that where two economies have similarly derived social and legal systems, it may be argued that these will influence small business behaviour and strategic decisionmaking similarly (Hessels and Terjessen, 2010).”
The Sustainable Approach to Corporate Social Responsibility: A Global Analysis and Future Trends (2019, background): “This theory is solid with the institutional theory [79,80] since organizations are persistent in adapting to continuous demands [81] and must interact to meet a broad scale of interests [82].”
SME international business models: the role of context and experience (2017, unknown): “It emerged from the interviews that the main transactional channels to foreign markets used by SMEs were the internet, direct exporting, exporting via agents/distributors and licensing, in line with previous findings (Hessels & Terjesen, 2010; Sinkovics, Sinkovics, & Jean, 2013).”