Determinants of export performance across service types: a conceptual model

Abstract

Purpose To highlight the relative importance of service‐specific export performance drivers that help successful exporting. Design/methodology/approach A gap between the antecedents of manufacturing and service firms was identified via an extensive review on the export performance as well as services literature. Taking the resource‐based view and the contingency approach, a series of research propositions relating to the determinants of export performance among service firms are developed. Findings This paper suggests that traditional export performance models, developed for and tested with manufacturing firms, cannot be assumed to apply equally well in service settings. Further, service specific export theory needs to adopt a contingency approach which in turn provides insightful and value‐added research for academics and practitioners in the services exporting sector. Originality value The paper provides recognition of the relative importance of the different export performance and value drivers; value propositions can be more effectively designed in order to gain competitive advantage.