Acknowledgements	6
	Table of contents	7
	List of abbreviations	11
	Chapter 1: Introduction	13
	1.1 Overview	13
	1.2 Export promotion	13
	1.3 The research question	16
	1.4 A synopsis of the chapters	19
	Chapter 2: The context	21
	2.1 Overview	21
	2.2 Concepts	21
	2.3 What makes organisations efficient and effective?	27
	Summary	35
	Chapter 3: Efficient and effective organisations - Approaches in organisational economics	37
	3.1 Overview	37
	3.2 The foundations of organisational economics	37
	3.3 Property rights theory	42
	3.4 Agency theory	48
	3.5 Transaction cost theory	55
	3.6 The links between organisation and effectiveness and efficiency	63
	Chapter 4: Incentives, knowledge and adaptability	67
	4.1 Overview	67
	4.2 Incentives	67
	4.3 Generic goals of the major actors Knowledge	71
	4.5 Organisational adaptability	92
	4.6 An outline for assessing incentives, knowledge and adaptability	96
	Chapter 5: The research design	98
	5.1 Overview	98
	5.2 The research strategy	99
	5.3 The units of analysis and their context	102
	5.4 The benchmarks for the analysis	114
	5.5 Information sources	124
	5.6 Summary	126
	Chapter 6: The organisation of trade fair support in Germany	128
	6.1 Overview	128
	6.2 Trade fair selection	129
	6.3 Participant recruitment	143
	6.4 Exhibition support	153
	6.5 The adaptability of the organisation	161
	6.6 Summary judgement	167
	Chapter 7: The organisation of trade fair support in the United Kingdom	169
	7.1 Overview	169
	7.2 Trade fair selection	170
	7.3 Participant recruitment	188
	7.4 Exhibition support	197
	7.5 The adaptability of the organisation	207
	7.6 Summary judgement	213
	Chapter 8: Organisation matters	216
	8.1 Overview	216
	8.2 A review of the previous chapters	216
	8.3 'Organisation matters'	218
	8.4 Is A better than B?	222
	8.5 Summary of the research contribution	227
	Epilogue	232
	Annex	234
	List of fairs looked up in the AUMA trade fair database to establish their size and the product range they cover	234
	Interviews	235
	Bibliography	236