Análise dos fatores críticos de sucesso nas exportações pela ótica dos técnicos do programa PEIEX atuantes na região nordeste do estado do Rio Grande do Sul

Abstract

The present work sought to analyze the perception of consultants from the Association of Small Businesses of the Northeast Region of RS (MICROEMPA), working in the PEIEX program, in relation to critical success factors (CSF) in exports by companies in the region. This study followed an exploratory qualitative approach, being operationalized through semi-structured interviews, recorded, transcribed and subjected to content analysis procedures. The results indicated that knowledge and experience accumulated in the international market, long-term commitment to exporting, export strategy, management capacity, qualification of managers and employees, product quality and government policies and support programs for exporting can be considered the main critical success factors in the exporting process. The study has a practical contribution in that it identified CSF in exports, allowing companies to establish priorities and action plans that enable them to improve their export performance based on knowledge of these factors. From a theoretical point of view, the work addresses a field of research that is still little explored in international literature and for which no research has yet been found in the southern region of Brazil. [resumo fornecido pelo autor]