The influence of managers’ marketing capabilities and international experience on SMEs’ export performance: the mediating effects of export commitment
Keywords:Export Performance, International Experience, Marketing Capabilities, Internationalisation, Commitment, Small and Medium sized Enterprises (SMEs)
Small and Medium-sized Enterprises (SMEs) increasingly need to develop their business by entering international markets. SME managers’ international experience as a basis for decision-making, their commitment to exports, striving to obtain information from new markets and the optimal use of resources can help raise these companies’ productivity in international activities and improve their export performance. The purpose of this study was to look at the direct and indirect effects of SME managers' marketing capabilities and international experience on SMEs' export performance, as well as the mediating roles of managers' export commitment. The interested population of this study included senior, marketing, and sales managers of 39 SMEs in Iran, of which 244 people participated in this study. The data collection tool was a questionnaire whose validity was confirmed by experts and its reliability was confirmed by calculating Cronbach's alpha. Data analysis was performed by SPSS-22 software and research hypothesis were tested by Structural Equation Modelling (SEM) technique using AMOS software. According to the findings, managers' marketing capabilities have a significant and positive impact on their export commitment and performance, and managers' international experience has a strong and positive effect on their export commitment and performance. Meanwhile, in the indirect relation between managers' marketing capabilities and international experience and export performance, managers' commitment plays a mediating role.
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