How network managers influence the export intensity: evidence from Italy

Purpose The purpose of this paper is to analyze, through an empirical study, the Italian network agreements in order to evaluate how the activities and attitudes of the network managers impact on export intensity. Design/methodology/approach Using the data of a questionnaire survey from 182 Italian firms that have joined the network in 2012; regression analysis was applied to test the hypotheses related to the network managers. Findings The results indicate that planning activity performed by the network manager is the most significant variable that positively influences the export intensity. Also the international experience and social and relational activities performed by the network managers influence the level of exports. Network managers’ perceived advantages and barriers have a different impact on the dependent variable. Practical implications The analysis of the role played by network managers helps to increase the awareness that the success of the network depends on the quality of the network managers’ activities and their attitudes and characteristics. The results suggest that in every network should be present the figure of the network manager. Originality/value This research is one of the first studies to analyze the Italian network agreements and role of network managers. Second, from a theoretical standpoint, the authors add to the existing literature a specific analysis that relates primarily to small firms, showing that, in this context the results are not always consistent with prior studies.