The Importance of a Proactive Culture of Exporting SMEs: Effect on Export Performance and Regional Development

Antonio Navarro-García (), Ramón Barrera-Barrera () and Arturo Calvo-Mora Schmidt ()
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Antonio Navarro-García: Facultad de CC.Economicas y Empresariales—Universidad de Sevilla
Ramón Barrera-Barrera: Facultad de CC.Economicas y Empresariales—Universidad de Sevilla
Arturo Calvo-Mora Schmidt: Facultad de CC.Economicas y Empresariales—Universidad de Sevilla

Chapter Chapter 12 in Entrepreneurship, Regional Development and Culture, 2015, pp 191-211 from Springer

Abstract: Abstract The objective of this paper is to analyze the importance of a proactive culture of exporting small and medium enterprise-SMEs. We propose relationships between the characteristics, values, attitudes and perceptions of export managers and their influence on the strategic behavior, export performance and regional development. A multi-sector sample of 196 exporting SMEs from was analyzed using PLS. The results show the influence of certain features of managers -international experience, language proficiency and specific experience- about export activities on the configuration of proactive value systems and attitudes toward export activity. This proactive approach is essential for the company to show a strong export commitment and to reduce the perceived psychic distance. This fact is vital in order to adapt the marketing-mix strategy to the demand of foreign markets and to achieve success in international markets.

Keywords: Foreign Market; Strategic Behavior; Export Performance; Export Activity; Psychological Distance (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-319-15111-3_12

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DOI: 10.1007/978-3-319-15111-3_12

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