Developing capacity for managers of Vietnamese small and medium-sized enterprises in exporting agricultural products: an approach with the Kano - IPA model

Management capacity is considered a key factor affecting the success of the export business of small and medium-sized enterprises (SMEs). In this study, the integrated KANO-IPA model was used to explore managers' perceptions of the need for competency training. The analysis showed that competency groups such as the Professional competency group to overcome technical barriers to trade in exporting agricultural products; the Competency group for building relationship networks in agricultural exports; and the Learning & Thinking capacity group to improve skills/knowledge in exporting products. The study also proposed some training programs to develop these competency groups.