Consórcio de exportação como aliança estratégica para micros e pequenas empresas

Abstract

The objective of this dissertation is to study the system of export association (consórcio de exportação) as a modality of strategical alliance in the process of internationalization of micro and small companies - MPEs, in Brazil. A revision of literature on the importance of the MPE inthe context of the Brazilian economy and its relevance for the international trade is undertaken. Also, the main official mechanisms of export promotion for this category of companies are investigated. The export association appears as an important alternative for the companies that intend to export.Through an analysis of tehe experience of three export associations, the critical factors that contribute or inhibit the activities of exportation are investigated. It is adopted as a methodology the study of multiple cases, having as reference mainly the vision of the companies joined on the three export association as modality of strategical alliance. Initially, a descriptive analysis of each export association is made. In the sequence, by means of a structuralized questionnaire, information on some aspects of the exporting activity are raised: methods of promotion of salles, management and documentary confection of the process of export, difficulties and opportunities of the external commerce and the role played for the export trust. The data of the interviews are tabulated and treated statiscally by means of descriptive analysis and of correlations. Some inferences are made. The results point to a great relevance of the export association as an alternative, propitialing an strategic alliance of companies that effectively results in profits in the export market.