KEY EXPORT PERFORMANCE FACTORS OF SMALL AND MEDIUM BRAZILIAN COMPANIES / FATORES DETERMINANTES PARA DESEMPENHO EXPORTADOR DE MICRO, PEQUENAS E MÉDIAS EMPRESAS BRASILEIRAS

AUTOR(ES)
DATA DE PUBLICAÇÃO

2003

RESUMO

The Brazilian export growth is one of the most macroeconomics challenges of the government. In terms of companies, to do business abroad is essential to increase competitiveness, gain economic scale and reduce national domestic dependence. Analysis of Brazilian export companies show that the opportunities to raise the number of Brazilian export companies and the value export per company is among small and medium companies. However, there are few Brazilian companies of this size that export and that are well established in international marketing. Therefore, it is relevant to analyze a sample of this few companies in order to identify the factors that determined their success in international marketing. For that reason, this dissertation includes a survey with 102 Brazilian small and medium export companies. These companies were segmented in two groups according to their export performance. The data analyze points out four factors that predominated in the group of better export performance. The first one is the experience (time) in international marketing, the second one is the existence of a department in the company focus on international trade; the third one is the utilization of export finance programs and, finally, the fourth is the perception of product quality as a competitive advantage.

ASSUNTO(S)

small export companies medium export companies exports export performance pequenas empresas exportadoras exportacoes desempenho exportador medias empresas exportadoras

ACESSO AO ARTIGO

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