The Influence of Export Skills on Export Performance: A Case Study of Export Companies in East Azerbaijan

Abstract

This study aims to build a theoretical framework that identifies the influence of export skills on export performance in export companies in East Azerbaijan, Iran. It also inquires into the priority of the skills. The data obtained by a questionnaire filled in by 65 producing-exporting companies in East Azerbaijan. The results of the data analysis indicated that export skills have significant influence on export performance of producing-exporting companies. Based on the results of the data analysis it can be argued that international finance and risk management skills, international trade research skills, international marketing skills, and international trade regulations skills are the most effective factors in export performance. The findings of the study and their implications are explained in detail.