Opções estratégicas para internacionalização de pequenas e médias empresas brasileiras do segmento de fruticultura

Abstract

The objectives of this dissertation are analyzing the strategic options for the internationalization of the Brazilian small and medium sized firms within the fruit growing industry, granted by the development and internationalization programs; identifying their internationalizing difficulties and the mechanisms available for supporting the exports, as well as the models of business cooperation adopted by the sector. It follows a descriptive approach while making use of a stratified random sampling. The data was collected by applying a structured questionnaire containing standardized questions. The information was obtained through the surveying method. In considering the data collected among the sixty five answering firms, it was evident that the majority of the firms sell a big part of their production to the foreign market, use the exports (direct and indirect) as an internationalization strategy, and find themselves at a stage in which the export operations become part of their strategic actions and determine a professional behavior for conducting their international business. It became clear that the financial and the marketing factors are relevant to motivating the exporting process. It was evident that the firms are prepared to meet the requirements of the most demanding markets. The environmental factors (the foreign exchange low value and the logistics problems) can be considered the main difficulties form exporting. Given the results, it was noticed that the firms make use of associative models (cooperatives and associations) and adopt intra and inter-firm cooperation as a competitive alternative for internationalization. The research showed that the firms are well acquainted with the mechanisms for supporting and stimulating exports. It is concluded that the firms need to be stimulated and capable of adopting strategies that make them competitive enough to play the international trade.