Motivational and Strategical Determinants of the Exporting Behavior of a Minas Gerais State Company in the Food Sector

Abstract

This study aimed to analyze aspects that influence the exporter behavior of the Brazilian company of food sector located in the Minas Gerais State, concerning the theory about the motivational and strategic aspects of internationalization of the firm. It is admitted that such aspects are connected and reveal the way of the international activities are being developed in different foreign markets. The paper can be characterized as a case study that used the semi-structured interview as the main technique to data collection. The sampling of the research was composed by directors of the Brazilian exporting company and the trading company in charge of exporting activities of the company researched. The results showed that in spite of the exporting company revealing beliefs with the possibility to obtain profit with the international business, that aspect does not seem lined up to very important organizational factors to the exporting performance, for example, international experience, resources commitment and international marketing strategies.