Public support for international business : an empirical study on the determinants of trade mission effectiveness

摘要: The present study examines empirically the determinants of oversea trade mission (TM) effectiveness. As a commercial diplomacy (CD) service TMs lend public support to domestic firms on matter entering foreign markets. A review pertinent empirical literature, investigating influences benefits and use for international private business activities, uncovered that this type has mainly been investigated before background export promotion, which focuses primarily how organizing agencies can enhance firms. perspective taken in is CD views outcomes be dependent process co-creation between provider client stressing importance clients sufficiently prepared. Further, besides firm level TM effectiveness, paucity prior research about individual led adoption multilevel approach determine Effective TMs, as used outcome measure, was operationalized identification opportunities through identifying exchange partners targeted Within these viewed pre-sales activities leading financial long-run. Moreover, selected measure not only based CD, networking but it fits well with (international) entrepreneurship research, focused exploitation opportunities. Suggestions made studies entrepreneurial participants missions might more effective their incorporated by choosing orientation (EO) dimensions cognitive style representatives level. were defined terms opportunity via direct indirect partners. are knowledge general (GEK) EO. On human capital form education (EDUC), work experience (PRIORWORK), organizations worked (ORGWORKEDFOR), industry (INDEXP), entrepreneur-specific (EHC) selected. representative’s experiential markets, respective assessed (BK) institutional environment (IK), within markets (TMCWORKEXP) TMs. information processing preferences representatives, being indicative preparedness engage effectiveness knowing (KS), planning (PS) creating (CS). The measures, i.e. identified partners, divided into other businesses clients, contacts figures institutions. Of two, provided necessary basis applying analysis. performed regression analysis revealed increased EO related. added explained an individual’s PS, PRIORWORK ORGWORKEDFOR decreased results further indicate individuals making despite suggested superiority engaging outcomes. Also, adding enhanced prediction great extend proving future services demanding high participation clients. At end implications practice, increasing suggestions discussed.