Managing Export Complexity: The Role of Service Outsourcing

Abstract

As manufacturing firms expand globally, business services such as advertising and legal support become essential for entering new markets. Exploiting exogenous demand shocks, we document that French manufacturers increasingly outsource market-access services as they enter more destinations. We develop a theory of market-access costs in which firms weigh the managerial strain of internal provision against adaptation costs of outsourcing—a mechanism that receives empirical sup-port. Further explorations reveal that outsourcing market-access services helps explain variation in access costs related to gravity and extended gravity, affects both sunk and fixed export costs, and substantially amplifies the variety gains from trade liberalization.