Towards a framework for controls as determinants of export performance : A review and analysis of empirical literature 1995‐2011

Purpose – The purpose of this paper is to review and synthesize empirical literature concerning the role of control mechanisms in export relationships, and to develop a model for controls as determinants of export performance. Design/methodology/approach – To identify relevant papers, a variety of keywords is used in a computerized, bibliographic search, accompanied by manual checking of references in previous research. A combination of content analysis and integrative assessment is adopted to synthesize the findings and develop the framework. Findings – To a great extent, the results provide support to the argument that the influence of control mechanisms on export performance is contingent upon firm strategy and characteristics, the governance structure and relationship atmosphere established in the exchange relationships, and foreign market characteristics. Research limitations/implications – The analysis points to a lack of consensus concerning how to define controls. Subsequently, the review and analysis rest on the definition of control mechanisms and export performance. The descriptions, synthesis, and proposed framework indicate a connection between implemented controls, internal, external, and relational dimensions, and consequently to the need of adjusting the control mechanisms to the environment. Hence, the analysis, synthesis, and proposed framework, give advice to managers involved in exporting, as well as providing guidance for future research. Originality/value – This study is the first to analyze and integrate empirical literature concerning controls as determinants of export performance. As such, the study may inspire further research.