Abstract:

The increasing numbers of organizations involved in exporting intensifies the competition level. Therefore, to manage the competition effectively, organizations need to have the necessary competencies. The objective of the study is to find out the relationship between competencies and export performance and the moderating role of demographic characteristics.  The competencies tested are in the area of personal traits, management, production and marketing. The results showed that except for personal traits all the competencies have an influence on export performance. Demographic characteristics were also tested to identify whether they have moderating effects on the relationship between competencies and export performance. These include key decision makers’ demographics (age, education, overseas exposure, employment experience) and organizational demographics (age, size of organization and export experience). In terms of the moderating effect only age and education (key decision maker’s demographics) has an effect in the relationship between competencies and export performance. However, all the organizational demographics tested have a moderating effect.