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The purpose of this paper is to provide a framework for understanding the relationships between resource commitment, management experience, firm size, internationalization, internal export barriers and export performance in firms. Specifically, this paper empirically investigates the impact of resource commitment, management experience, firm size, and internationalization on export performance, using internal export barriers as an intervening variable. These antecedents of export performance are selected because they are constraints that managers have an opportunity to influence. This study is therefore relevant to the managerial process.

A survey design using firms from Ghana was chosen. This was expected to be an appropriate population from which data could be gathered to investigate the authors' hypotheses. In order to test these hypotheses, questionnaires were designed to collect data from small and medium export firms in an emerging market. Data on resource commitment, management experience, firm size, internationalization, internal export barriers and export performance were collected. The data was then analysed by applying path analysis using LISREL 8 in testing the hypotheses.

Results from the study shows that in this market, firm size is related positively to internal export barriers, firm size and internal export barriers are related positively to export performance, and that internationalization is related negatively to export performance. The observation suggests that a large firm size and a good internationalization strategy are the most effective strategic options for enhancing firm export performance in this market. Another observation from the study was that firms in emerging markets lack the needed resource commitment to export.

Results of this study add to prior literature by identifying variables which contribute to the improvement of both internal export barriers and export performance in an emerging market (sub-Saharan Africa). The study provides advice to managers who are trying to improve the export performance of a firm in an emerging market and to policy makers about how an emerging market can improve its export industry.

This research work serves as an important guide for future researchers who intend to study export problems in other emerging economies. Policy makers in emerging economies may refer to this work to identify export problems that firms face in order to provide timely and effective assistance to small and medium scale enterprises engaged in export ventures. The paper believes the benefit of internationalization is realized as managers' leverage the learning opportunities accumulated over the years through exposure to the international market. Managers need to develop considerable capabilities and competencies to identify the specific barriers they must overcome in order to formulate appropriate export strategies.

The main purpose of this paper is to explore how small and medium‐sized firms (SMEs) are meeting market needs in their export marketing strategy (EMS).

A combination of research methods were adopted including expert interviews and a survey among 212 SME exporting firms in the manufacturing industry.

The study offers insight into how exporting firms need to consider different market aspects in their EMS. It confirms the importance of product quality and the significance of flexibility in relation to local export markets. The study highlights a need for service to the market, in addition to a need for fulfilling service requirements when the firm is established in the local market.

The research is limited to SMEs in the manufacturing industry.

The paper contributes to the interface between marketing and entrepreneurship in an international context. The managerial implications emphasize the importance of flexibility in the international market entry.

The purpose of this research is to specifically explore the role of management characteristics in the international development of SMEs.

Since the intention of this study was to build theory from an unexplored area of research, a multiple case approach was deemed most appropriate. In doing so, this paper responds to recent calls in the literature for in‐depth case research (e.g. Westhead et al., 2002; Doherty, 2003).

This paper highlights the importance of objective and subjective characteristics as factors which impact not only the initial decision to expand and the support of overseas operations, but the subsequent path and pace of international development.

While this paper confirms the pivotal role of the owner manager in the international decision‐making of retail SMEs, it is recommended that future research examines the role of management characteristics in SMEs based in other industries.

The findings from this empirical study have important implications for both managers of SMEs and private and public sector organisations, and these recommendations are discussed in the conclusions of this paper.

While the effect of management decisions upon the internationalisation of SMEs is at a relatively developed stage in the literature, one of the less studied aspects is the role of decision‐maker characteristics. Given the manufacturing focus of research contributions in the field, this paper yields new insights into SME foreign development and the role of management in the context of the retail sector and the broader service industry.

This paper discusses the export behaviour of firms from Nigeria against the backdrop of the aggregate findings from previous empirical studies, which originate mainly from the economically advanced countries. Based on the analysis of survey data from 78 Nigerian‐based manufacturing firms (34 exporters and 44 non‐exporters), a number of internal factors were identified as influential drivers of positive export performance. Among these are decision makers’ previous experience, international contacts and orientation, and firm‐specific competencies relating to planning orientation, adoption of innovative technologies, foreign market information search, and managing channel relationships. The remarkable consistency between these findings and previous evidence from studies undertaken in more developed economies is discussed. Also highlighted is the need to improve the overall effectiveness with which appropriate competence‐enhancing support is targeted at firms, mainly SMEs, in less performing developing regions.