International relations, organisational resources and capabilities and export experience as determinants of the export performance of SMEs in developing countries, Peru

Abstract

Purpose – This research aims to analyse the joint impact of the prior year’s export performance (PXP) and relational flexibility (RF) on both organisational resources and capabilities (OR-OC) and their effects on the current export performance (EP) of small and medium enterprises (SMEs). Design/methodology/approach – The partial least squares structural equation modelling technique is used to test the relationships from a randomly selected sample of 95 exporting SMEs in an emerging country like Peru. Findings – The authors demonstrated that exporting SMEs in emerging countries can develop OR-OC by cultivating their relationships with strategic partners and gradual improvement through the experience acquired on the international market. However, the results of the research differ from previous studies, since it is shown that OR-OC does not impact EP, indicating that SMEs are not capitalising on these intangible assets to improve their internationalisation processes. Although most of the research has been conducted in established nations and by multinational corporations, it is still uncertain whether OR-OC affects SMEs’ EP in emerging nations. Research limitations/implications – The research limitation is its cross-sectional approach. However, further research could adopt a longitudinal approach. Practical implications – Strategic export management in developing countries based on the knowledge that relationships and experience are sources of competitive advantage. Therefore, the government or those responsible for export promotion must direct their policies to strengthen the organisational and managerial capabilities of SMEs to compete and evolve positively in international markets. Originality/value – The joint impact of the variables studied in this document has not been studied for the export of SMEs from emerging countries.