Insights into gaining access to export financing: Understanding export lenders’ ideal exporter profile

Gaining access to financial resources is a key condition for export success. This study employs the concept of ideal profile and examines exporter strategic orientation, past performance, and resource allocation in relation to gaining access to export lending. Results, derived from data from export lenders, indicate that the ideal exporter profile is characterized by an analyzer strategic orientation, past financial performance and financial resources. The results extend the current literature by increasing our understanding of factors influencing export lending, as well as providing guidance to export managers as to how to enhance their potential of gaining access to financial resources.