Managerial attributes and collaborative behaviours as determinants of export propensity: Evidence from turkish smes

Ali Kemal Celik, Mohamed Yacine Haddoud, Adah Kole Emmanuel Onjewu, Paul Jones

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review

3 Citations (Scopus)


The export entry behaviour of small and medium-sized enterprises (SMEs) is a complex behaviour that requires specific tools for a holistic investigation. Thus far, there are inconclusive findings in the literature on key predictors of export behaviour, which may be explained by methodological limitations. In this chapter, using a novel fuzzy-set qualitative comparative analysis for its ability to capture complex causality, the authors study the impact of managerial attributes and collaborative behaviours on SMEs’ export propensity. The analysis is based on a sample of 80 SMEs operating in the emerging country context of Turkey. Participants were selected using a non-probability sampling approach. For export propensity, it is found that no single driver is sufficient to facilitate SMEs’ export entry. Rather, a combination of managerial attributes including export knowledge, international orientation, entrepreneurial orientation and export perception is more likely to lead to export entry. Alternatively, the lack of some of these attributes could be offset by the presence of collaborative activities. Specifically, the shortage of export knowledge, international orientation and entrepreneurial orientation at any rate could be mitigated by collaborative activities. These findings hold important implications for SMEs and export promotion organisations in similar emerging contexts.

Original languageEnglish
Title of host publicationContemporary Issues in Entrepreneurship Research
PublisherEmerald Group Publishing Ltd.
Number of pages17
ISBN (Electronic)978-1-78769-563-4
ISBN (Print)978-1-78769-564-1
Publication statusPublished - 18 Nov 2019

Publication series

NameContemporary Issues in Entrepreneurship Research
ISSN (Print)2040-7246
ISSN (Electronic)2040-7254


  • Export propensity
  • Fuzzy-set qualitative comparative analysis
  • Managerial attributes
  • Networks
  • Resources
  • SMEs
  • Turkey export behaviour

ASJC Scopus subject areas

  • Business and International Management
  • Strategy and Management
  • Management of Technology and Innovation


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