Emerging markets (EMs) are rapidly reconfiguring their role in the world economic scenario. From being preferable target markets for offshoring strategies carried out by Western-based manufacturing firms, they are now turning into sales markets, due to the extraordinary growth they have experienced so far, and their potential for further development in the future. This paper aims to explore whether and how the possess of specific resources and capabilities and the capabilities owned by local distribution partners can help Western manufacturing firms in achieving better export performances in the context of EMs. To do so, we carried out an empirical analysis on a sample of 340 firms belonging to the fashion, furniture and engineering industries. Our analysis shows that international experience, managerial capabilities and marketing capabilities are positively associated with superior export performances in EMs. Moreover, empirical results indicate that while direct control over the distribution channel is not associated with better results, local partners’ resources and capabilities are relevant drivers to bring firms to higher export performances in EMs.
