Learning about demand abroad from wholesalers: a B2B analysis

William Connell (wconnellgarcia@gmail.com), Emmanuel Dhyne and Hylke Vandenbussche
Additional contact information
William Connell: University of KU Leuven

No 377, Working Paper Research from National Bank of Belgium

Abstract: This paper uses Business to Business (B2B) transaction level data. It shows that manufacturing firms that initially export via a wholesaler are much more likely to become direct exporters to the same destination in subsequent periods. Theoretically, we rationalise this finding by demonstrating how a connection to a wholesaler reduces uncertainty about the foreign demand. In the data we isolate the channel for demand learning from productivity spillovers. Non-exporting manufacturing firms, previously serving a foreign destination through an exporting wholesaler, have a much higher probability of becoming direct exporters to the same export market in subsequent periods. A connection to an exporting wholesaler results in a probability of exporting to the same destination that is six times higher than a comparable firm without any exposure to the foreign destination.

Keywords: wholesalers; indirect exports; learning (search for similar items in EconPapers)
JEL-codes: F14 L14 (search for similar items in EconPapers)
Pages: 55 pages
Date: 2019-11
New Economics Papers: this item is included in nep-int
References: Add references at CitEc
Citations:

Downloads: (external link)
https://www.nbb.be/fr/articles/learning-about-dema ... esalers-b2b-analysis (application/pdf)

Related works:
Working Paper: Learning About Demand Abroad From Wholesalers: a B2B Analysis (2019)
Working Paper: Learning about demand abroad from wholesalers: a B2B analysis (2019)
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:nbb:reswpp:201911-377

Access Statistics for this paper

More papers in Working Paper Research from National Bank of Belgium Contact information at EDIRC.
Bibliographic data for series maintained by (documentation@nbb.be).