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How Logistics Performance Shapes Export Intermediary Selection: A CRITIC-BWM Analysis Across Alternative Logistics Environments
Fatih Cura1, Sercan Demir2, Mehmet Akif Gündüz3
1: Jönköping International Business School, Jönköping University, Jönköping, Sweden; 2: Newcastle Business School, Northumbria University, Newcastle, UK; 3: Necmettin Erbakan University, Konya, Türkiye
Exporters can access foreign markets through various channel arrangements, including direct exporting, Export Management Companies (EMCs), Export Trading Companies (ETCs), piggybacking arrangements, and foreign distributors. While existing research has largely focused on control, resource commitment, and market uncertainty as determinants of export channel choice, the role of logistics conditions remains underexplored. This study examines how logistics performance influences the suitability of alternative export intermediaries across different international market environments. A multi-criteria decision-making framework is developed to evaluate five export channel alternatives using nine criteria: market access capability, local market intelligence, degree of control, resource commitment, risk exposure, logistics coordination capability, customs and regulatory support, adaptability to low-performance logistics environments, and supply chain resilience. The World Bank Logistics Performance Index (LPI) is used to classify target markets into high-, medium-, and low-performance logistics environments. Expert judgments are collected to assess the relative importance of the evaluation criteria and the suitability of export channel alternatives under each scenario. The CRITIC-BWM method is employed to determine criterion weights and rank the alternatives. The study contributes by introducing logistics performance as a determinant of export intermediary selection and by integrating export channel and logistics management perspectives. The findings provide a decision framework that helps exporters align intermediary choices with the logistics realities of target markets. Furthermore, the study offers insights into how changing logistics environments influence the effectiveness of alternative export channels and supports more resilient international market entry strategies.
