The impact of internal and external determinants on export performance with the medation role of organizational capabilities

One of the important and effective ways to increase exports is to improve export performance, and marketing capabilities, especially in SMEs, play an important role in their success in inter-national markets. The purpose of this research is to determine the impact of internal and external determinants of export performance and the role of organizational capabilities in SMEs. This research is applied research that has been conducted using a descriptive survey method. The statistical population of this study consists of managers of SMEs that export their manufactured goods. Given that the population size is ۴۱۸۸ people, ۳۵۲ people were determined as the sample size using the Cochran formula. The sampling method was carried out in a non-random manner. A standard questionnaire was used to collect data, the validity of which was confirmed by determining the CVR index for all items, and its reliability was confirmed by calculating Cronbach's alpha. The collected data were analyzed in two parts: descriptive statistics and inferential statistics. Structural equation modeling and AMOS software were used to test the hypotheses. The conclusion of the study indicates that the tendency towards international entrepreneurship and marketing capabilities have an impact on export performance, and competition in the domestic market has an impact on technical capabilities and marketing capabilities.One of the important and effective ways to increase exports is to improve export performance, and marketing capabilities, especially in SMEs, play an important role in their success in inter-national markets. The purpose of this research is to determine the impact of internal and external determinants of export performance and the role of organizational capabilities in SMEs. This research is applied research that has been conducted using a descriptive survey method. The statistical population of this study consists of managers of SMEs that export their manufactured goods. Given that the population size is ۴۱۸۸ people, ۳۵۲ people were determined as the sample size using the Cochran formula. The sampling method was carried out in a non-random manner. A standard questionnaire was used to collect data, the validity of which was confirmed by determining the CVR index for all items, and its reliability was confirmed by calculating Cronbach's alpha. The collected data were analyzed in two parts: descriptive statistics and inferential statistics. Structural equation modeling and AMOS software were used to test the hypotheses. The conclusion of the study indicates that the tendency towards international entrepreneurship and marketing capabilities have an impact on export performance, and competition in the domestic market has an impact on technical capabilities and marketing capabilities.

کلیدواژه ها:

export performance ، marketing capabilities ، technical capabilities ، international entrepreneurship orientation ، domestic market competition