Which Managerial Determinant Is Better For An Export Performance of Firms? A Meta-Analysis

Abstract

Export is usually the first step toward internationalization. However, it is regarded as a difficult, complex and dynamic
process in an environment, sometimes, very competitive and turbulent. This competition requires that firms support a high
level of performance in order to ensure their growth and survival. Management is often considered as the major force behind
the beginning of development, sustenance and prosperity in exporting. Attitudes, perceptions and managerial characteristics
seem to play a significant influence on export performance of firms. Nevertheless, the literature is mainly characterized by a
lack of consensus and findings are conflicting. In this study, we classify the managerial determinants into skill-based and
attitudinal characteristics and try to link these concepts with export performance. Finally, we suggest a grid of the managerial
determinants having a significant impact on export performance. A critical examination of the existing works is required to
better understand the managerial determinants of the export performance and to suggest, through a simplification and
clarification of the different approaches and precepts, a new conceptual framework for future researches.