Determinants of export success in professional business services: a qualitative study

Vinh Nhat Lu, Pascale G. Quester, Christopher J. Medlin and Brett Scholz

The Service Industries Journal, 2011, vol. 32, issue 10, 1637-1652

Abstract: Despite their crucial contributions to the prosperity of national economies worldwide, there is limited knowledge on the international operations of professional service firms (PSFs). The purpose of this paper is to investigate the antecedents of export success of PSFs, taking into account both firm characteristics and market characteristics. Research findings indicated that management attitude, resource commitment, and international experience and reputation significantly enhanced their export performance. However, the firms appeared to disagree on the role of firm size in fostering their success. Additionally, the performance of professional service exporters was also determined by competition intensity and actions by the host governments. Finally, export promotion efforts, in the form of export assistance by home government and support from industry-based associations, also played a significant role.

Date: 2011
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DOI: 10.1080/02642069.2012.665893

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