The Key Role of Managers’ Values in Exporting: Influence on Customer Responsiveness and Export Performance

By Carlos M. P. Sousa, E. Ruzo, F. Losada. 2010

152 citations recorded by the source corpus.

Values are an essential element explaining a person's attitudes and behavior. Therefore, it is surprising that despite the number of studies that have examined the organizational and managerial factors affecting export performance, little research has investigated the possible impact of a manager's individual values on strategic choice and the export performance of the firm. To address this gap in the literature, the authors examine the impact of managers’ values on the firm's customer responsiveness and export performance. In addition, they examine the mediating role of customer responsiveness in the values–export performance linkage. The authors explore the empirical usefulness of the psychic distance construct by examining its direct link with export performance and the extent to which it moderates the relationship between individual values and export performance. Overall, the results suggest that managers’ values significantly influence strategic decisions and the export performance of the firm, highlighting the need for more research attention in this area.

Subfields: Social Psychology, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/ab64a64ddf7722012caab0a73a7a62cc6d7390be

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In Social Psychology

1. Xinming He
2. Jieke Chen
3. V. Taras
4. Carlos M. P. Sousa
5. Constantine S. Katsikeas
6. Magnus Hultman
7. Peter R. Magnusson

In Strategy and Management

1. Carlos M. P. Sousa
2. Matthew J. Robson
3. Xinming He
4. Jieke Chen
5. Magnus Hultman
6. Constantine S. Katsikeas
7. Peter R. Magnusson
8. V. Taras

Citations in the corpus

• A Process-Based Explanation of the Psychic Distance Paradox: Evidence from Global Virtual Teams (2014, background): “…study of Canadian retailers found a surprising lack of success in the US market, a phenomenon O’Grady and Lane dubbed the that firms may obtain better performance in distant markets (e.g., Evans and Mavondo 2002; Evans et al. 2008; Hang and Godley 2009; Morosini et al. 1998; Sousa et al. 2010).”
• The determinants of export performance: a review of the literature 2006-2014 (2016, methodology): “In this connection, empirical studies illustrated psychic distance to be positively associated with marketing mix strategy adaptation but not significantly linked to export performance (Sousa and Lengler, 2009, Sousa et al., 2010).”
• Export Promotion Strategy and Performance: The Role of International Experience (2011, background): “Exporting organizations need to decide when to initiate exporting and to which markets, as well as the direction of travel of their export involvement (Leonidou, Katsikeas, and Piercy 1998; Sousa, Ruzo, and Losada 2010).”