The Key Role of Managers’ Values in Exporting: Influence on Customer Responsiveness and Export Performance

Abstract

Values are an essential element explaining a person's attitudes and behavior. Therefore, it is surprising that despite the number of studies that have examined the organizational and managerial factors affecting export performance, little research has investigated the possible impact of a manager's individual values on strategic choice and the export performance of the firm. To address this gap in the literature, the authors examine the impact of managers’ values on the firm's customer responsiveness and export performance. In addition, they examine the mediating role of customer responsiveness in the values–export performance linkage. The authors explore the empirical usefulness of the psychic distance construct by examining its direct link with export performance and the extent to which it moderates the relationship between individual values and export performance. Overall, the results suggest that managers’ values significantly influence strategic decisions and the export performance of the firm, highlighting the need for more research attention in this area.

The determinants of export performance: a review of the literature 2006-2014

“…Hence, a robust understanding of exporting is much called for by researchers, managers, and policy-makers (Leonidou et al, 2007, Sousa et al, 2010. Over the past 50 years, fruitful progress of export performance research has indicated the consistently increasing magnitude of this area.…”

Firm Characteristics on Export Performance (Case of Ethiopian Exporting Firms)

“…Empirical evidence suggested that the younger the firm the better they perform. Young firms that started off production using the latest technology are better placed compared to old ones with regards to flexibility and ability to adapt which in turn enhances firms export performance, while other scholars argued this isn't true always (Sousa et al, 2010;Shamsuddoha, 2004). Regarding the overseas experience of the firm, only 29.3 per cent of the sample started exporting 10 and more years, while the rest majority (70.7 per cent) have been doing so for less than 10 years.…”

¿influye La Personalidad De Los Directivos De Pymes en Los Resultados Exportadores?

“…Todos estos valores muestran el predominio de un sistema de valores proactivo, caracterizado por una visión colectiva de los negocios, de tolerancia y apertura al cambio, y predisposición para realizar adaptaciones y orientarse al mercado, repercutiendo positivamente en el resultado exportador (Sousa et al, 2008;Sousa et al, 2010).…”

“…Sus repercusiones Algunos estudios ha evidenciado los planteamientos expuestos (Carpenter, Geletkanycz, & Sanders, 2004;Hambrick, 2007). Sin embargo, en el ámbito exportador, como señalan Sousa et al (Sousa et al, 2010)) existe un importante desconocimiento del papel que desempeñan los valores de los responsables de exportación en las decisiones adoptadas y éxito alcanzado por la empresa exportadora en los mercados exteriores, a pesar de que algunos trabajos han mostrado la gran relevancia de su estudio (Leonidou, Katsikeas, & Piercy, 1998). En este gap investigador encuentra su fundamento el presente trabajo, describiendo a continuación la metodología desarrollada para alcanzar los objetivos propuestos.…”