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Searching for buyers in international markets

Abstract : This thesis studies how firms meet and match with their potential buyers in international markets. Buyers accumulation abroad is a crucial component of exporters growth: sales to new buyers explain almost 50% of firms' export growth rate heterogeneity in the medium run. Yet, in international markets, heightened geographical and cultural distances exacerbate search and information frictions making it harder for firms to match with potential buyers. This thesis quantifies the role of search, financial, and network barriers faced by firms while willing to match with buyers abroad.To investigate this question this thesis relies on a unique data set covering the universe of intra-EU trade relationships of French firms in which buyers of French firms are identified. More precisely, for each transaction, the exporting firm, the product and value of the flow as well as the buyer through its European VAT number are recorded.The first chapter explores how search frictions in international good markets distort competition between firms of heterogeneous productivity. The second chapter studies the role of liquidity constraints in preventing firms from expanding their customer base. The last chapter paper investigates the role of managers' networks for the acquisition of buyers in international markets.
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Clémence Lenoir. Searching for buyers in international markets. Economics and Finance. Université Paris Saclay (COmUE), 2019. English. ⟨NNT : 2019SACLG009⟩. ⟨tel-02458417⟩



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