Export Intermediary Firms: A Note on Export Development Research
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Intermediary Export
Firms:
Development
A
Note
on
Research MikeW. Peng*
OHIO STATEUNIVERSITY AND OFHONG KONG CHINESEUNIVERSITY
AnneY.Ilinitch** OFNORTHCAROLINAATCHAPELHILL UNIVERSITY
Building on Leonidou and Katsikeas' (1996) recent review of the export development literature, we identify an important missing link in existing research: the role of export intermediaries as an organizational form connecting domestic manufacturers and foreign buyers. In response, a new research agenda drawing on the transaction cost and re-
source-based perspectives is advanced. This agenda focuses on why export intermediaries are selected by manufacturers in their channel choice decisions, and why some intermediaries outperform others. The paper closes with discussions of research, practice, and public policy implications.
*Mike W. Peng (Ph.D., University of Washington) is an assistant professor of management at
the Ohio State University, Columbus, OH 43210 and a visiting assistant professor at the Chinese University of Hong Kong. His research has appeared in the Academy of Management
Review,OrganizationStudies,Journalof ManagementInquiry,and Advances in International ComparativeManagement,amongothers.He is the authorof Behind the Success and Failure of U.S. Export Intermediaries:Transactions, Agents, and Resources (Quorum, 1998) and Business Strategiesin TransitionalEconomies(Sage,1999 in press). Anne Y. Ilinitch (Ph.D., University of North Carolina) is an assistant professor of management at the University of North Carolina, Chapel Hill, NC 27599. Her work has appeared
in the Academy of Management Journal, Strategic Management Journal, Organization Science, and Long Range Planning. Her book, Managing in Times of Disorder:
Hypercompetitive Organizational Responses, with Richard D'Aveni and Arie Lewin, was published by Sage in 1997. This paper draws upon the first author's dissertation, which was voted as one of the top-four best dissertations at the Barry Richman Competition, Academy of Management (Cincinnati, 1996). We thank Charles Hill, Richard Moxon, and Howard Becker for their advice, and Paul Beamish, Tom Brewer, John Butler, Ed Coyne, Paul Godfrey, H. F. Lau, Thamis Lo, Yadong Luo, Agnes Peng, Philip Phan, Justin Tan, and three anonymous reviewers for their comments. Support from the Center for International Business Education and Research at the University of Washington is gratefully acknowledged. Portions of the paper were presented at the Academy of Management (Vancouver, 1995) and the Academy of International Business (Boston, 1994 and Seoul, 1995). JOURNAL OF INTERNATIONAL BUSINESSSTUDIES, 29, 3 (THIRD QUARTER1998): 609-620.
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EXPORT INTERMEDIARY FIRMS
development research has 1xport become "one of the most pioneering, established and mature streams of the exportliterature,"and is one of the "most frequentlycited in the internationalbusiness lit
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