Rationality Patterns in Export Promotion Organizations

Journal article

Export promotion organizations (EPOs) play an essential role in supporting global trade. Amid escalating global trade tensions, rising tariffs, and increased multipolarity, specialized teams within EPOs assume decision‐making functions guided by distinct rationalities. The aim of this research was to identify the different rationalities within EPOs and determine the factors contributing to their variations. Using a mixed method approach, we assessed the rationalities of these teams and show demonstrable differences. Key influencing factors are primarily rooted in the organizational context: institutional guidelines, perceived trends and challenges, and organizational goals. Our analysis reveals three different clusters reflecting differences between corporate‐oriented, government‐oriented, and independent rationality. Understanding these distinct rationalities provides valuable insights for policymakers and practitioners seeking to enhance organizational effectiveness in navigating contemporary global trade challenges.

Authors: Tanno, A; Schedler, K; Klasen, A; Casasola, S; Hauser, V

• Publication status: Published
• Peer review status: Peer reviewed
• Publisher: Wiley
• Journal: Global Policy
• Publication date: 2026-02-02
• Acceptance date: 2026-01-06
• DOI: 10.1111/1758-5899.70129
• EISSN: 1758-5899
• ISSN: 1758-5880
• Language: English
• Keywords: rationalities; export promotion; institutionalism; context