Exploring critical internal enablers to SMEs export performance: evidence from Qatar

Abstract

This study seeks to provide a contextualized and nuanced understanding of what constitutes internal enablers among small and medium-sized enterprises (SMEs) in support of their export activities in international markets. We unpacked a unique set of critical enablers that can be cultivated as the internal impetus for enhancing the export performance of SMEs in a less-researched emerging market, Qatar. The study employs a qualitative approach for collecting, analyzing, and interpreting data, which were collected through in-depth interviews with 20 SMEs managers from 11 manufacturing sub-sectors. A thematic analysis of our data reveals five key internal enablers needed for better export performance. These comprise employees with networking skills, effective supply chain management, product diversification, digitalization, and market intelligence capabilities. This research offers empirical insights into what enables non-hydrocarbon manufacturing SMEs to enhance their export performance.