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PurposeThe impact of export promotion programs (EPPs) on firm export performance (FEP) has received little attention in the export literature. This paper attempts to investigate the direct and indirect impact of EPPs on FEP in a comprehensive model. The indirect effects of EPPs on FEP have been conceptualized through a set of firm‐ and management‐related antecedents for empirical testing.Design/methodology/approachPrimary data were collected through mail survey from a sample of 203 exporting firms in three export‐oriented industries in a developing country. Data were analyzed using structural equation modeling (SEM) techniques to test the hypothesized relationships.FindingsResults suggest that in addition to its direct impact on the FEP, the usage of EPPs has direct impact on firm's export knowledge, and managers' perception that in turn influence commitment to export, export strategy and FEP.Research limitations/implicationsFindings provide empirical support to theorize indirect effect of the usage of EPPs on FEP. Findings also provide guidelines for managers how to benefit from EPPs to gain export knowledge toward increasing commitment for successful exporting. Policy makers can also benefit from the study finding in designing policy programs. Readers should use caution in generalizing the findings unless verified in other developed and developing country contexts.Originality valueThe theoretical framework developed for the study is original and drawn on the extant literature. The empirical testing of the theoretical model in a developing country context is a significant contribution to fill the much needed gap in the literature toward generalizing similar findings.

Purpose– This study seeks to provide insights concerning the predictors of industrial importers' commitment to their foreign suppliers in a relationship paradigm involving an emerging market.Design/methodology/approach– Integrating a review of the relevant importer-exporter and distributor-supplier relationship literature, a model of importer commitment was developed. Based on survey data obtained from industrial importers for an emerging market, CFA and SEM were employed to test the proposed theoretical model.Findings– The findings significantly support the theoretical framework and most of the hypothesized path relationships in the model. Predictors such as importers' knowledge significantly and positively influenced commitment through the intermediation of trust, supplier opportunism had a significant and negative effect on importer commitment, again through the intermediation of trust, and transaction-specific investment had a direct effect on industrial importers' commitment. Supplier's opportunistic inclinations did not have a significant direct effect on the commitment of the importers.Research limitations/implications– This research only considers the views of industrial importers that limits generalization. The sample size, constrained by the total number of industrial importers in the country examined, was also somewhat of a limiting factor concerning SEM modeling.Practical implications– This study suggests the factors that export managers need to consider in maintaining long-term relationship with their foreign buyers, while contributing to building the relationship through knowledge sharing and curbing opportunistic inclinations.Originality/value– This paper examines the antecedents of trust and commitment in industrial importer and foreign supplier relationships in the context of an emerging market. Based on the earlier literature on B2B exchanges, the role of importers' knowledge in driving commitment through the intermediation of trust offers new insights. This is particularly important because the importers are experiencing unprecedented growth opportunities. Considering their need to make decisions quickly and gain advantages from suppliers, will they remain committed to a particular supplier? Or will their commitment be strengthened by gaining knowledge of the supplier? The tested model offers unique insights.

PurposeThe purpose of this paper is to examine the effects of government assistance programmes on internationalization of SMEs from an Asian developing nation.Design/methodology/approachPrimary data from a sample of 203 SMEs in three export‐oriented industries in Bangladesh were analyzed using structural equations model to examine both direct and indirect causal effects of government assistance on their internationalization.FindingsResults suggest that the usage of market development‐related government assistance significantly influence internationalization directly as well as indirectly via other determinants, whereas finance‐ and guarantee‐related assistance has only indirect effect.Practical implicationsGovernment export assistance programmes play an important role in the SMEs' internationalization process by contributing to a number of firm‐ and management‐related factors that determine international marketing performance of a firm. The study provides a guideline for SME managers as to how they can benefit from both categories of export assistance programmes in improving their positive attitudes towards the export market environment, building their knowledge and enhancing commitment to exporting for better success in their international operations.Originality/valueThe importance of export assistance programmes is well recognized in the literature but its causal effect on internationalization of small and medium‐sized enterprises (SMEs) is low. The paper tries to fill this gap by reporting the results of an empirical study examining effects of government assistance programmes on internationalization of SMEs from an Asian developing nation, where there is a gross dearth of research.