Abstract

Quick changes in international economy have made it by far more difficult and more complicated to plan to work in foreign markets than it was in the past. Actually, with regard to the high intensity of competition in the area of world trade, it is unavoidably inevitable to accept the role of thoughts, skills and abilities of managers of commercial units to enter world markets. With respect to the importance of the issue, we are dealing with lack of applicable studies investigating the effective characteristics of management on the performance of firm in the area of international trade in the developing countries in general and in Iran in particular. Thus, the present essay intends both to recognize the managerial characteristics effective on the development of non-petroleum exports in Iranian firms exporting such products, and to analyze the hypotheses related to the issue.

Key words: Export, market investigations, human resources, export firms.