Identifying Managerial Influences on Exporting: Past Research and Future Directions

Research on exporting frequently stresses the role of managerial characteristics as influences on the export behavior of the firm. This article reviews the conceptual, methodological, and empirical insights gained from a systematic analysis of 46 studies conducted on this subject. Undoubtedly, this stream of research has enhanced understanding of the importance of managerial elements in affecting exporting activities. However, conceptually this research is still in its exploratory phase of development, lacking an integral theoretical framework. Certain methodological limitations are also identified, especially with respect to sampling designs, fieldwork procedures, and analytical methods. Empirically, hypothesized associations between managerial factors and export dimensions lead to diverse and sometimes conflicting findings, except for attributes of a general-subjective nature that demonstrate a consistently strong relationship with exporting—particularly in relation to the firm's propensity to export. The review reaches certain significant conclusions and suggests directions for future research in the field.