Configurações de capacidades exportadoras para desempenho de vendas no mercado internacional: uma análise qualitativa comparativa

Authors

DOI:

https://doi.org/10.18568/internext.v19i3.779

Keywords:

Internationalization, Export, International Negotiation

Abstract

Objective: To analyze configurations of export capacities in internationalized companies that generate high levels of export performance, measured by the sales indicator to the international market. Method: A sample of 50 exporting industries in the state of Rio Grande do Sul, Brazil, was analyzed using the qualitative comparative analysis (QCA) method. Main Results: The results showed that companies with higher export performance, measured by sales volume, presented a combination of the following necessary and present conditions: “‘Knowledge of Obstacles,” “Level of Information,” “Internal Export Structure,” and “Costing Methodology.” In addition, there was a non-necessary but present condition (“Product Adaptation”) and a non-necessary but absent condition (“Effective Promotion”). Relevance/Originality: This study contributed the literature on export capacity by describing how the identified elements combine to increase export sales volume. The use of the QCA method, linked to the Most Similar, Different Outcome/Most Different, Similar Outcome (MSDO/MDSO) framework, is still underexplored in the fields of internationalization and international negotiations. Theoretical/Methodological Contributions: The research advanced Minervini’s (2008) assumptions through an empirical investigation, stating that export capacity is not a static prescription of essential elements. Social/Management Contributions: The findings emphasize the importance of developing export capacity in companies aiming to enter foreign trade and highlight a configuration of conditions present in organizations that successfully undergo an internationalization process. Managerial decisions that can effectively contribute to export performance are prioritized.

 

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Author Biographies

Tatiane Pellin Cislaghi, Instituto Federal de Educação, Ciência e Tecnologia do Rio Grande do Sul – Bento Gonçalves (RS), Brazil.

Tatiane P. Cislaghi is currently a Professor in Management and International Trade at Federal Institute of Education, Science and Technology of Rio Grande do Sul, Bento Gonçalves, Brazil. She holds a doctor degree in Administration from Unisinos University, Porto Alegre, Brazil. She was a visiting student in the Kassel University, Germany (2018). Her main research interests are related to governance of agri-food chains in an emerging country context, supply chain management, buyer-supplier relationship, inter-organisational relationship, inter-organisational governance, logistics. She has published in journals such as Supply Chain Management: An International Journal, British Food Journal, International Journal of Development Research, among others.

Pâmela Z. Pegoraro, Instituto Federal de Educação, Ciência e Tecnologia do Rio Grande do Sul – Bento Gonçalves (RS), Brazil.

Possui graduação em Gestão Comercial pelo Centro Universitário e Faculdades UNIFTEC (2021) e graduação em Tecnologia em Logística pelo Instituto Federal de Educação, Ciência e Tecnologia do Rio Grande do Sul – Campus Bento Gonçalves (2022). Tem experiência na área de Comércio Internacional e Logística.

Gabriela Zanandrea, Pontifícia Universidade Católica do Rio Grande do Sul – Porto Alegre (RS), Brazil.

Gabriela Zanandrea is post-doctoral researcher in Administration at Unisinos, Porto Alegre, Brazil. PhD in Administration at University of Caxias do Sul, Caxias do Sul, Brazil. She was a visiting student in the University of Aveiro, Portugal (2018). Her main research areas are knowledge management, absorptive capacity, innovation, and social innovation. She has published in journals such as Journal of Cleaner Production, among others.

Elieti Biques Fernandes, Universidade Federal do Rio Grande – Porto Alegre (RS), Brazil.

Elieti Biques Fernandes holds a Ph.D. degree in Business Administration from the Unisinos Business School. Her interuniversity exchange doctorate was done at Witten/Herdecke (UWH) University, Germany. She holds a M.S. degree in Business Administration from the Federal University of Rio Grande do Sul - UFRGS, and a specialization degree in International Policy at Pontifical Catholic University of Rio Grande do Sul – PUCRS. She is professor at Federal University of Rio Grande, Brazil. Her research interest includes interorganizational projects, governance, international logistics, and marketing (international, B2B, environmental and social).

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Published

2024-09-03

How to Cite

Cislaghi, T. P., Pegoraro, P. Z., Zanandrea, G., & Fernandes, E. B. (2024). Configurações de capacidades exportadoras para desempenho de vendas no mercado internacional: uma análise qualitativa comparativa. Internext - International Business and Management Review, 19(3). https://doi.org/10.18568/internext.v19i3.779

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Vol. 19 No. 3 (2024): September - December

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Copyright (c) 2024 Tatiane Pellin Cislaghi, Pâmela Z. Pegoraro, Gabriela Zanandrea , Elieti Biques Fernandes

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