Abstract:

In times of globalization, companies are in international competition. Efficient and forward-looking strategies based on sufficient information and comprehensive knowledge are needed. This study addresses the question of how knowledge can be used for exporting companies and how new exporters can be gained through knowledge transfer. The focus of the study is on exporters who already have some success in foreign trade, as well as potential exporters and people who have to deal with exports in their profession.
In order to analyze the requirements for knowledge management with regard to foreign trade, exporters, non-exporters and institutions were investigated. An online survey, expert interviews and a focus group were used as methods.
The most important knowledge management factors relevant to exports can be summarized as follows: information deficits concerning conditions in the target markets, company-specific matters (finance, risks of exporting) and the personalities of the entrepreneurs and their staff (intercultural and language skills). Even in times of globalization and digitization, people are at the centre of business processes. Successful business relations require a reliable business partner. They are the ones that make export possible or help to expand it further.