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Determinants of the Export Performance of Tunisian SMEs: Analysis Trough the MICMAC Method

Exporting companies survive in an increasingly volatile and unpredictable environment, characterized by technological development and acute competition linked to the globalization of economic activities. Exporting has a positive impact on the trade balance of countries, especially in times of crisis, on the level of employment and on the improvement of the standard of living in general. The challenges faced by exporting companies and the actions they need to take in order to be more successful must be systematically addressed. The authors of this article have highlighted the key factors that can help companies to be more competitive and successful in exporting, based on theoretical approaches carried out in this field. The MICMAC method was used to identify the determining factors that can influence the performance of companies in exporting. The variables used in this research were identified based on the review of existing literature. 21 variables were collected and classified into 7themes. The results of the structural analysis were prioritized by performing a sensitivity analysis to prioritize the key factors. It was found that three factors condition the export performance of firms: strategic factors, management profile, commitment and international experience were found to be related to the export performance of the firm. The results of this research were used to develop recommendations for business leaders, practitioners and policy makers. The authors hope that this advice would help Tunisian firms' export performance in the future.