Examining determinants of export performance in small open economies

Maintaining the standard of living in small open economies requires engaging in international exchange. We report the results of a study that was conducted in Austria and refer to certain of the dramatic changes taking place in Europe. The objective is to examine decision-makers’ experiences in managing companies in a small open economy on several factors impacting export performance. Analyzing the effects of multiple determinants on different export performance measures, our findings reveal that in addition to firm size, the most promising predictors of export performance are management’s motives to internationalize and the use of a differentiation strategy. These findings are important because the latter two dimensions are management decision variables. The results of the study are relevant for managers operating in small open economies whose companies must consider both domestic and international developments.