Title: Role of cooperation in the relationship between business internationalisation and international success

Authors: Haydeé Calderón; Teresa Fayos; Berta Tubillejas

Addresses: Facultad de Economía, Universidad de Valencia, Avd. Tarongers s/n, 46022 Valencia, Spain. ' Facultad de Economía, Universidad de Valencia, Avd. Tarongers s/n, 46022 Valencia, Spain. ' Facultad de Economía, Universidad de Valencia, Avd. Tarongers s/n, 46022 Valencia, Spain

Abstract: Firms' export success has been a recurrent research topic in the last two decades. The explanatory variables and the models linking them have changed over time, adapting to the reality of the world. This paper is based on the idea that the process of internationalisation has a direct influence on a firm's export success. It also considers that the variable cooperation with agencies involved in the marketing process has a direct impact on firm export performance and that this determinant factor has not been analysed previously. We develop a model that, as well as taking into account traditional explanatory variables, considers the process of internationalisation and cooperation as a basis for firm's export success. We then apply the model to a large sample of Spanish exporters.

Keywords: export success; internationalisation; cooperation; exporting firms; exports; Spain; marketing; export performance.

DOI: 10.1504/EJIM.2012.049641

European Journal of International Management, 2012 Vol.6 No.5, pp.542 - 565

Published online: 22 Nov 2014 *

Full-text access for editors Access for subscribers Purchase this article Comment on this article