000156680 001__ 156680
000156680 005__ 20251017144650.0
000156680 0247_ $$2doi$$a10.1108/IJWBR-09-2024-0060
000156680 0248_ $$2sideral$$a143954
000156680 037__ $$aART-2025-143954
000156680 041__ $$aeng
000156680 100__ $$0(orcid)0000-0003-2911-8937$$aSerrano Lázaro, Raúl$$uUniversidad de Zaragoza
000156680 245__ $$aNetwork connections, distance and exports: applying the Delta model to the internationalisation of companies
000156680 260__ $$c2025
000156680 5060_ $$aAccess copy available to the general public$$fUnrestricted
000156680 5203_ $$aPurpose
This study aims to analyse the effect of strong network linkages with clients, suppliers, official bodies and complementary firms, on export performance, and whether these connections exercise a moderating effect on the distance between markets.
Design/methodology/approach
Using a Heckman model, this study analyses the factors influencing the probability and intensity to export of a representative sample of Spanish companies and 49 export markets, and the moderating effects of network linkages on the distance between the origin and destination markets.
Findings
This paper presents novel empirical evidence, showing that system linkages are a key factor for increasing the probability of entering new markets, and chain linkages reduce the negative effects of geographical distance.
Research limitations/implications
This study extends the analysis to other variables proposed by the Delta model that can influence export propensity and intensity. Also, the sample is fundamentally composed of small companies, so the results may not be applicable to large winemaking companies.
Practical implications
System linkages increase the firm’s probability of entering new markets. Chain linkages mitigate the negative effects of geographical distance. Managers should establish strong network linkages with institutions and complementary companies to facilitate the entry into distant markets, and with customers and suppliers to reduce the negative effect of these distances. Public institutions should favour the market prospection stage to stimulate international trade.
Originality/value
The main contribution is to analyse the role of different network linkages, their intensity and their role in the internationalisation of companies.
000156680 536__ $$9info:eu-repo/grantAgreement/ES/DGA/S52-23R$$9info:eu-repo/grantAgreement/ES/DGA/S55-20R$$9info:eu-repo/grantAgreement/ES/MCINN/PGC2018-095529-B-I00$$9info:eu-repo/grantAgreement/EUR/SUDOE/INTERREG/VInCI-SOE3-P2-F0917
000156680 540__ $$9info:eu-repo/semantics/openAccess$$aby-nc$$uhttps://creativecommons.org/licenses/by-nc/4.0/deed.es
000156680 655_4 $$ainfo:eu-repo/semantics/article$$vinfo:eu-repo/semantics/acceptedVersion
000156680 700__ $$0(orcid)0000-0003-0218-9057$$aAbella-Garcés, Silvia$$uUniversidad de Zaragoza
000156680 700__ $$aFerrer, Juan Ramón
000156680 700__ $$0(orcid)0000-0003-2256-8898$$aPinilla, Vicente$$uUniversidad de Zaragoza
000156680 7102_ $$14012$$2650$$aUniversidad de Zaragoza$$bDpto. Direcc.Organiza.Empresas$$cÁrea Organización de Empresas
000156680 7102_ $$14014$$2480$$aUniversidad de Zaragoza$$bDpto. Economía Aplicada$$cÁrea Hª e Instituc.Económ.
000156680 773__ $$g(2025), [23 pp.]$$pInt. j. wine bus. res$$tInternational Journal of Wine Business Research$$x1751-1062
000156680 8564_ $$s1169515$$uhttps://zaguan.unizar.es/record/156680/files/texto_completo.pdf$$yPostprint
000156680 8564_ $$s606083$$uhttps://zaguan.unizar.es/record/156680/files/texto_completo.jpg?subformat=icon$$xicon$$yPostprint
000156680 909CO $$ooai:zaguan.unizar.es:156680$$particulos$$pdriver
000156680 951__ $$a2025-10-17-14:36:08
000156680 980__ $$aARTICLE