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Export Promotion Programmes and SMEs’ Performance: Exploring the Network Promotion Role

Lookup NU author(s): Dr Robert Newbery



This is the authors' accepted manuscript of an article that has been published in its final definitive form by Emerald Group Publishing Ltd, 2017.

For re-use rights please refer to the publisher's terms and conditions.


Purpose – The purpose of this study is to investigate the network promotion role of export promotion programmes in driving SMEs’ export performance.Design/methodology/approach – Drawing on a dual institutional and network based approaches to internationalisation, the study tests an integrative model that explores the mediating role of SMEs’ relationships quality in the link between Government Export Promotion Programmes (both informational and experiential forms) and export performance. The model was tested using a sample of 160 UK small and medium exporter firms. The data were analysed through a structural equation modelling technique.Findings – The study finds that whilst both informational and experiential export promotion programmes improved all forms of SMEs’ relationships, only experiential forms had an indirect effect on export performance. Further, only relationships quality with foreign buyers had a positive impact on export performance.Research limitations/implications –The results of this research provide directions for export promotion organisations in targeting their network support provision and for SMEs in utilising such a support. The study calls for similar research in different contexts to validate the proposed model.Originality/value – This study brings novel findings to the extant literature by conceptualising and validating the importance of the “network promotion” element of export promotion programmes.

Publication metadata

Author(s): Haddoud M, Jones P, Newbery R

Publication type: Article

Publication status: Published

Journal: Journal of Small Business and Enterprise Development

Year: 2017

Volume: 24

Issue: 1

Pages: 68-87

Print publication date: 01/01/2017

Acceptance date: 20/10/2016

Date deposited: 28/02/2017

ISSN (print): 1462-6004

ISSN (electronic): 1758-7840

Publisher: Emerald Group Publishing Ltd


DOI: 10.1108/JSBED-07-2016-0116


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