Export intention in developing countries: A configuration approach to managerial success factors

ABSTRACT

What drives small and medium-sized enterprises (SMEs) to enter export markets? This study introduces a configuration approach using a fuzzy-set qualitative comparative analysis to show that, contrary to previous findings, export intention does not depend on any one managerial characteristic, but rather on the interplay of these attributes. Using a sample of 180 Algerian non-exporters, findings suggest that firms’ export intention is determined by two distinct combinations of managerial attributes, namely: (export perception*entrepreneurial orientation) and (export perception*international orientation*foreign knowledge*Age). In line with the emerging resource orchestration view, such findings hold significant implications for both theory and practice.

Acknowledgements

We thank Raymond Kent for his comments on the analysis part.

Notes

¹ The potential for export in Algeria is captured through the firms’ interest and participation to trade events organized by Algerian export promotion organizations.

² Confirmatory Factor Analysis PLS is available upon request.

³ Since the initial truth table provided only two relevant combinations, no intermediate analysis was run in this.