Resources, capabilities and export performance: multidimensional evidence of Chile

Purpose The purpose of this paper is to study the relation between to export performance measures; growth exports and export intensity with the resources, capabilities and characteristics of the firms as factors determining its success. Design/methodology/approach The study used a questionnaire, answered by 133 firms from a random sample of 480 Chilean firms. Findings The two performance measures of the study, export intensity and growth of the exports resulted equally predictive of the export success, but with a different set of variables. The export growth was strongly related with the firms that had recently started, that have executive staff with an overseas education and a long term commitment to export, did research and development, followed market developing strategies and strategic alliances. The export intensity shows a strong relation with smaller firms, more experienced and involved in foreign markets. The successful companies in the foreign markets are very opportune and flexible in satisfying the needs of their clients and innovate their products. Research limitations The biggest limitation of this research is that it was conducted only in one South American country with a limited sample size. Originality/value Smaller firms require support from the State, to finance market studies, to access international fairs and financial sources. The findings are innovative for the export management in developing countries, intensive in natural resources, especially those of small size such as the case of Chile. Propósito Estudiar la relación entre dos medidas del desempeño exportador, crecimiento de exportaciones e intensidad de exportaciones, con los recursos, capacidades y características de la firma como factores determinantes de su éxito. Diseño/metodología/enfoque Un estudio basado en un cuestionario, respondido por 133 firmas de una muestra aleatoria de 480 firmas chilenas, representativa de las firmas exportadoras, seleccionadas aleatoriamente. Hallazgos Las dos medidas de desempeño exportador del estudio, intensidad de exportaciones y crecimiento de las exportaciones resultaron igualmente predictivas del éxito exportador, pero con diferentes conjuntos de variables predictivas. Limitaciones de la investigación/implicaciones La mayor limitante de esta investigación es que fue realizada en sólo un país de Sudamérica con un tamaño de muestra algo limitado. Implicaciones prácticas El crecimiento de exportaciones estuvo fuertemente relacionado con las