Resumo

SIERRA GONZALEZ, Jaime Humberto. Assessing exporting culture in Colombian SMEs: a look at the Export Promotion Program (EPP). Cuad. Adm. [online]. 2009, vol.22, n.39, pp.99-134. ISSN 0120-3592.

This paper makes an assessment of the Colombian Export Promotion Program (EPP). The process and the results of such a program are considered in the light of the literature on international strategy and exporting culture in developed and developing countries. Literature findings on EPAs and EPPs around the world are complemented by information from two surveys, one applied to a set of 56 firms that took part in the EPP (2002-2004) and the other addressed at a group of consultants hired by program operators to support firms. The information obtained permits the characterization of program participants (firms, entrepreneurs/managers, operators, consultants) and a deep appraisal of the processes and methodologies implemented by the program, as well as the acknowledgement of the participants' perceptions on the expectations and the outcomes reached. Finally, some reflections are made on the accomplishments and shortfalls of the program, a number of firm and program-level proposals for improvement are advanced, and some future research avenues are suggested in order to deepen the discussion on exporting/internationalization culture and its importance for developing and developed economies.

Palavras-chave : Exporting culture; international strategy; systemic competitiveness; organizational capabilities.

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