Networks as a moderating factor of the effect of institutional distance on export performance.

Purpose: The purpose of this paper is to investigate the moderating effect of business networks on the export performance of firms. Design/methodology/approach: Following recent studies conducted from a network perspective, this moderating effect is studied for different types of business networks. To do this, a two-step Heckman-probit model is implemented for a sample of more than 2,000 manufacturing companies with information from the years 2006 to 2012. This study analyses the effect of nine variables of institutional distance between Spain and four geographical areas for collaborating and non-collaborating firms. Findings: The main contribution of this paper is suggesting that vertical networks reduce the negative effects of institutional distance faced by the company in the early stages of its export process. Practical implications: According to the results of this paper, managers should make a greater effort to expand their networks when they want to start exporting to further markets, as some networks reduces the negative effect of distance on export propensity. Moreover, the results also suggest that participating within a network may not be sufficient to increase the propensity to export of a firm, being important the kind of network in which companies participate. Originality/value: The originality of this paper lies in providing empirical evidence that distinct kind of networks have different effect on the internationalisation process of companies, and that they affect not only directly as previous studies showed but also indirectly moderating the negative effect of the differences between markets. [ABSTRACT FROM AUTHOR]