Main Article Content
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
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
Research findings: Based on the three theoretical framework
of transaction cost theory, agency cost theory and resourcebased
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.
Keywords: Agency Theory, Export Intermediary Firm, Export
Management Firm, Learning Orientation, Resource-Based Theory,
JEL Classification: M21