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 onanyonemanagerial 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*in ternational orientation*foreign knowledge*Age). In line with the emerging resource orchestration view, such findings hold signifi cant implications for both theory and practice.