Companies need efficient knowledge management in order to be successful. This study\naddresses the question of what entrepreneurs need and how knowledge can be used for\nexporting companies. A further objective is to analyze how new exporters can be gained\nthrough knowledge transfer. The focus of the study is on entrepreneurs who already have some\nsuccess in foreign trade, as well as potential exporters and people who have to deal with\nexports in their profession.In order to analyze the requirements for knowledge management\nwith regard to foreign trade, exporters, non-exporters and institutions were investigated. An\nonline survey, a focus group and expert interviews were used as methods.Even in times of\nglobalization and digitization, people are at the centre of business processes. Successful\nbusiness relations require a reliable business partner. They are the ones that make export\npossible or help to expand it further. The most important knowledge management factors\nrelevant to exports can be summarized as follows: information deficits concerning conditions in\nthe target markets, company-specific matters (finance, risks of exporting) and the personalities\nof the entrepreneurs and their staff (intercultural and language skills).
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