Export Intermediaries and Their Competency to Reduce Transaction Costs: Examining the Moderating Role of Learning Orientation (original) (raw)

Manuscript type: Research paper Research aims: The purpose of this study is to ascertain the effects of valuable resources on two factors: the competency to reduce clients' transaction costs and the performance of export intermediaries. The impact of intermediaries' competency to reduce clients' transaction costs on performance is also investigated while the moderating effect of intermediaries' learning orientation on resources, competency to reduce clients' transaction costs, and performance is further examined. Design/ Methodology/ Approach: A postal survey of 400 export intermediary firms was conducted. Samples were accessed from the official database of the Department of Export Promotion, the Ministry of Commerce, Thailand. Ordinary least square (OLS) regression analysis was employed to test the hypotheses of the study. Research findings: Based on the three theoretical framework of transaction cost theory, agency cost theory and resource-based theory, results show that resources positively affect both intermediaries' competency to reduce clients' transaction costs and performance. It is also noted that intermediaries' competency to reduce clients' transaction costs positively impact on performance. In addition, no moderating effect of learning orientation is found. Theoretical contributions/ Originality: This study is an original attempt to examine the moderating effect of learning orientation on three factors: the relationship among resources, the competency to reduce clients' transaction costs, and performance. Practitioner/ Policy implications: The results show export intermediaries' resources and competencies improve their performance. This will indirectly facilitate export promotion efforts. Research limitations/ Implications: This study surveyed the export intermediary firms in Thailand. Future research may be conducted on a larger scale by focusing on other ASEAN countries as well as survey the performance of firms using export intermediaries.