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.
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