Abstract

Research on exporting frecuently analyses the role of managerial characteristics as influences on the choice and degree of internationalisation in small firms. Nevertheless, the empirical findings are, sometimes, conflicting, except for attributes of a subjective nature. This study, based on managerial theory and on the literature from export development analyses the relationship between several attributes of decision-makers training characteristics, such as their international experience, level of education and language skills; and personality traits, such as risk taking or aggressiveness- and their export attitude, and of the latter with the firms export performance. Using causal analysis of structural equations, we examine empirically the relationships proposed. The results reveal that some personality traits of decision-makers affect the firms export intensity and the export intensity growth indirectly, through the export attitude.