Abstract
This thesis explores the financial dimension of export performance, for which we noticed insufficient theoretical developments. Our research consists in two studies. The first one is exploratory and presents a syncretic theoretical model of SMEs export performance determinants (both financial and non financial) in general and in the wine industry. In this study, we also test this model on the export performance (export sales and export intensity) of a sample of French wine companies.Then, by adapting financial theories to exporting, we build a model relating export performance to several financial determinants (financial needs, financial structure and financial constraint) first globally and then according to the export development of SMEs. Export performance is assessed not only through export intensity but also through an innovative financial performance measure.This model has been tested on a sample of 311 exporting SMEs. Analyses confirm the presence of specific financial needs. The financial structure as well as financial constraints evolve according to the level of export performance while a general financial fragility is observed whatever the level of export performance is.