Abstract

A myriad of combinations of organizational characteristics is more likely to be successful than a limited number. To test this, we conducted an analysis comparing a variables’ single effect with the configurational effect identified using a fuzzy-set qualitative comparative analysis (fsCQA) of 75 exporting firms exhibiting at three different international trade shows (ITS) in 2018 and 2019. We observed that some dimensions of a firm’s experience, including the firm’s age and previous trade show participation were consistently sufficient for the firm’s sales-related activities, i.e. sales, feedback on new products, test new product concepts, and develop new product segments.