Purpose

The purpose of this study is to unfold the role of managerial characteristics in developing the dynamic capabilities necessary to serve foreign customers and compete in export market ventures.

Design/methodology/approach

The authors test their proposed model using path analysis with data collected from export managers working in 204 small- and medium-sized Turkish exporters operating in various sectors.

Findings

The findings suggest that the positive effect of export managers’ process thinking skills on dynamic capabilities increases when the export managers’ learning and avoid orientations are low and prove orientation is high and export venture experience (duration and scope) increases. In addition, it has been found that export managers’ process thinking skills have an indirect effect on export performance through export venture dynamic capabilities.

Originality/value

This study makes three contributions. First, the authors conceptualize and operationalize dynamic capabilities in the context of exporting. The authors empirically validate export venture dynamic capabilities as a higher-level construct composed of sensing, seizing and reconfiguring elements pertinent to the firm’s export market operations. Second, based on the micro-foundations approach of competitive advantage, the authors study managers’ process thinking skills in exporting firms and how these abilities support dynamic capability development in export ventures. Finally, the authors investigate how the impact of export managers’ process thinking skills on export venture dynamic capabilities is influenced by their goal orientations and certain objective exporter characteristics pertaining to different aspects of export venture experience.

中文翻译：

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出口企业管理者的流程思维能力、动态能力和绩效

目的

本研究的目的是揭示管理特征在发展服务外国客户和参与出口市场企业竞争所需的动态能力方面的作用。

设计/方法论/途径

作者使用路径分析和从在不同行业运营的 204 家土耳其中小型出口商中工作的出口经理收集的数据来测试他们提出的模型。

发现

研究结果表明，当出口经理的学习和避免导向较低、证明导向较高以及出口风险经验（持续时间和范围）增加时，出口经理的过程思维技能对动态能力的积极影响就会增加。此外，研究发现出口经理的流程思维能力通过出口风险动态能力对出口绩效产生间接影响。

原创性/价值

这项研究做出了三个贡献。首先，作者在出口背景下概念化并实施了动态能力。作者凭经验验证了出口风险动态能力是一个更高层次的结构，由与公司出口市场运营相关的感知、抓住和重新配置要素组成。其次，基于竞争优势的微观基础方法，作者研究了出口企业管理者的流程思维能力以及这些能力如何支持出口企业的动态能力发展。最后，作者研究了出口经理的流程思维技能对出口企业动态能力的影响如何受到他们的目标导向和与出口企业经验不同方面相关的某些客观出口商特征的影响。