Personal Values and Their Influence on Export Performance: A Case Study of SMEs (#1936)

Authors

Arce, Susan

Martinez-Villavicencio, Jose

Rojas-Segura, Javier

Abstract

This study explores the influence of personal values on export success, focusing on SMEs. Under a qualitative methodology of analysis of five cases of SME companies, it is possible to analyze, through the perception of those in charge of exports, the relationship between managers' personality and their export performance. It was identified that in the studied companies, there is a positive association between the increase in exports and the expansion or maintenance of the destination markets, within personal values, ambition is selected as one of the most important, and it is also identified that for the success of the internationalization processes the most influential values are responsibility, honesty, and good manners.