Behind intermediary performance in export trade: Transactions, agents, and resources

Mike W. Peng, Anne S. York

Research output: Contribution to journalArticlepeer-review

148 Scopus citations


Integrating transaction cost, agency, and resource-based theories, this study extends the work of Peng and Ilinitch (1998) by undertaking the first empirical efforts to explore the determinants of export intermediary performance. We suggest that given the transaction cost constraints and principal-agent conflicts, export intermediaries' performance depends on their possession of valuable, unique, and hard-to-imitate resources which help minimize their clients' transaction and agency costs. Survey results from 166 firms largely support our hypotheses.

Original languageEnglish (US)
Pages (from-to)327-346
Number of pages20
JournalJournal of International Business Studies
Issue number2
StatePublished - Jun 2001

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Business, Management and Accounting(all)
  • Economics and Econometrics
  • Strategy and Management
  • Management of Technology and Innovation


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