The Impact of Export Promotion Programs on Export Performance for Small-Medium Size Enterprises
Gonzalez Segura, Mario
Citations
Abstract
This study investigates the impact of Export Promotion Programs (EPPs), specifically consulting, training, and financial assistance, on the export performance of small and medium-sized enterprises (SMEs). Grounded in the Resource-Based View (RBV), the research conceptualizes EPPs as externally sourced but potentially strategic resources that can enhance firm capabilities when embedded effectively. This study measures export performance utilizing three indicators: export revenue, export intensity, and the number of exported countries. Drawing on primary data collected from a U.S. Export Assistance Center (USEAC) and analyzed using bivariate, multivariate, and hierarchical regression techniques, the study finds that consulting and training support significantly and consistently enhance all three export performance metrics. In contrast, financial support exhibited a more limited effect, significantly influencing only market diversification. These findings suggest that while financial capital may address short-term needs, it does not automatically generate sustained performance improvements unless coupled with strategic guidance and capacity-building interventions. The study contributes to the literature by disaggregating EPP types, empirically testing their specific impacts, extending RBV theory into the public policy context, highlighting the limitations of financial aid, and responding to a call for more applied, nuanced evaluation frameworks. It also offers practical insights for policymakers, USEACs, and practitioners by recommending a more integrated and performance-specific approach to SME export support.
