THE DETERMINANTS OF EXPORT SUCCES: STRATEGIC ORIENTATION, ATTITUDE AND MANAGERIAL CAPABILITIES

Authors

  • José Ednilson de Oliveira Cabral Universidade de Fortaleza - Unifor
  • Luiz Alberto da Silva Júnior Universidade de Fortaleza

Abstract

This study has the objective to assess the relationship of the strategic marketing and attitudes and managerial perceptions dimensions with export performance in small and medium firms of the Ceará state, categorized in two groups: frequent exporters and sporadic exporters. It was based on the theoretical framework derived from the theories of firms’ internationalization and studies on export performance of small and medium firms, obtained through the literature review of researches approaching success factors in export by firms of several countries. To achieve the objective, it was carried out field research involving 35 small and medium firms in Ceará state, using structured questionnaire. The method of linear discriminant analysis was the technique used to identify the significant statistical differences between the two groups of firms. It was verified that the studied dimensions presented relationship statistically significant with frequent exporters firms, confirming the formulated hypotheses. It is concluded that these constructs constitutes success factors for the activity exporter of the researched firms.

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Author Biographies

José Ednilson de Oliveira Cabral, Universidade de Fortaleza - Unifor

PhD em Economia da Tecnologia pela University of Reading, Inglaterra, e mestre em Administração de Empresas pela Escola de Administração de Empresas de São Paulo, da Fundação Getulio Vargas, SP. Pesquisador e professor titular da Embrapa Agroindústria Tropical e da Universidade de Fortaleza (Unifor).

Luiz Alberto da Silva Júnior, Universidade de Fortaleza

Mestre em Negócios Internacionais pela Universidade de Fortaleza (Unifor). Professor e técnico do Banco do Nordeste do Brasil.

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Published

2008-07-30

Issue

Vol. 7 No. 4 (2006)

Section

Presentation

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