Benchmarking Firm-level Resources, Capabilities, and Postures Driving Export Performance of SMEs

Robert  Celec; Dietfried Globocnik

Robert Celec
Dietfried Globocnik

Keywords: Export performance, resource-based view, dynamic capabilities, entrepreneurial orientation, SME, benchmark

Abstract

This paper aimed to identify success factors of export performance for small and medium-sized enterprises (SMEs). Drawing on the resource-based view, the dynamic capability view, and international entrepreneurship theory, we extracted relevant assets, capabilities, and postures at the firm level. An extended benchmarking method was applied to empirically test the proposed success factors with a cross-sectional sample of 99 Slovenian SMEs. The results highlight the crucial role of management competence, financial and human resources, market orientation, negotiation flexibility, and a proactive and risk-taking posture to achieve superior export performance.

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Author Biographies

Robert Celec

RIS Dvorec Rakičan, Murska Sobota, Slovenia
E-mail: robert.celec@gmail.com

Robert Celec is a researcher and manager of the organization RIS Dvorec Rakičan. He successfully defended his doctoral thesis in the field of SME internationalization at the University of Maribor, Slovenia. He also works as an advisor for enterprises in the field of internationalization, new product and brand development, and project evaluation. His research interests cover innovation management and export marketing, and results have been presented at international conferences.

Dietfried Globocnik

Department of Innovation Management and Entrepreneurship, Alpen-Adria Universitaet Klagenfurt, Austria
E-mail: dietfried.globocnik@aau.at

Dietfried Globocnik is senior scientist at the Alpen-Adria University and the University of Graz. He holds a diploma in business administration and a doctorate in social and economic sciences from the University of Graz. His research interest entails innovation marketing, corporate entrepreneurship, and organizing innovation activities in MNEs. His academic work is published in books and journals such as Journal of Product Innovation Management and European Journal of International Management.

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