Motivations and institutional perspectives on Authorised Economic Operator certification

Purpose Companies certified under the Authorised Economic Operator Program (AEO) typically receive priority in customs control and access to additional trade facilitation when crossing borders. However, the cost-effectiveness of obtaining certification, such as AEO, remains unclear. Many companies do not participate because the benefits are neither clearly measured nor well defined. This research aims to examine the primary motivations driving companies to join the programme and evaluates operators’ perceptions of its effects. The research instrument was developed based on literature concerning ISO standards. Design/methodology/approach The methodology combined quantitative and qualitative methods, structured in four stages: (i) a survey of certified companies to identify internal and external motivations; (ii) interviews with experts during the AEO World Customs Organisation Conference; (iii) a seminar with representatives from the private sector, consultants and the Brazilian Customs administration; and (iv) a focus group involving the customs authority, consultants and representatives of certified companies. Findings The results indicate that motivations are linked to recognition as a secure operator, image enhancement, risk reduction and strengthening the culture of compliance. However, the perceptions reveal that not all expectations are met, especially regarding competitiveness, cost reduction and market share. Practical implications For companies, this study enhances understanding of the factors influencing AEO membership and may assist in evaluating the attractiveness of potential new members. For governments, the findings offer a strong justification for strengthening the programme. This research may affect society by providing a rationale for participation in the AEO programme. Originality/value The analysis, grounded in organisational isomorphism, shows that coercive, mimetic and normative institutional pressures shape motivations and perceptions. However, this study offers a new perspective on the interconnected concepts of the iron cage and institutional theory by providing a positive reinterpretation of the theoretical framework. AEO certification promotes organisational similarity, enhances supply chain predictability and demonstrates improvements in process efficiency.