The objective of this research article is to present an empirical analysis of the relation between the company managers’ perception of the psychic distance to international markets and export performance, including a discussion of some of the structural characteristics of companies. A study was carried out in La Araucanía region in Chile with a sample consisting of 88 exporting companies, most of which are small- and medium-sized enterprises (SMEs) in the agricultural and forestry sectors. The data was analyzed using Fisher's exact test and analysis of variance. The results show that there is a positive relation between psychic distance and export performance, as well as company size.

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In the context of markets with uncertainty, we use the stakeholder theory to explain the role and importance of destination country in the export arena. We analysed six cross-sectional Chilean case studies on exported agri-food products in three categories (fresh, frozen, and processed). Using quantitative and qualitative data, destination countries and export performance were analysed, comparing 2020 (during the COVID-19 crisis) with the previous year. Our results show that exported agri-food products maintained their main destination countries, and maintained or increased the number of destination countries. The analysis of export performance shows that export performance varies depending on both the kind of product and the category to which it belongs. The role of trade agreements confirmed the destination country as a primary stakeholder. This study thus contributes to the stakeholder theory and literature on export performance, considering the destination country as a primary stakeholder in exporting firms.

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