Management influence on the export performance of firms: A review of the empirical literature 1989 – 2009

Abstract

Growing of international trade and sales activity in the global market has caused increasing attention to the determinants of the export performance of firms. However, despite numerous published works on determinants of a firm’s export performance, the literatures are characterized by the lack of consensus among researchers as to what constitutes managerial factors. As a result, the reviews of articles published between 1989 and 2009 attempted to assess the management determinants of export performance. Based upon comprehensive and systematic literature study, a synthesized model applied for understanding management influence on export to enhance the firm export performance will be eventually designed. In this study, the managerial determinants are classified into skill-based and attitudinal characteristics. Later, the results of previous studies about the relationships between internal determinants and firm export performance are mentioned, and a proposed conceptual framework is developed for the researchers who are interested in investigating about this issue further. Key words: Firm export performance, management characteristics, attitudinal characteristics, skill based characteristics.