<?xml version="1.0" encoding="ISO-8859-1"?><article xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance">
<front>
<journal-meta>
<journal-id>1900-3803</journal-id>
<journal-title><![CDATA[Entramado]]></journal-title>
<abbrev-journal-title><![CDATA[Entramado]]></abbrev-journal-title>
<issn>1900-3803</issn>
<publisher>
<publisher-name><![CDATA[Universidad Libre de Cali]]></publisher-name>
</publisher>
</journal-meta>
<article-meta>
<article-id>S1900-38032019000200078</article-id>
<article-id pub-id-type="doi">10.18041/1900-3803/entramado.2.5597</article-id>
<title-group>
<article-title xml:lang="es"><![CDATA[Factores que impulsan la internacionalización en las pymes industriales del Eje Cafetero colombiano: estudio de caso]]></article-title>
<article-title xml:lang="en"><![CDATA[Factors driving industrial SMEs in the Colombian Coffee Region towards internationalization]]></article-title>
<article-title xml:lang="pt"><![CDATA[Fatores que impulsionam a Internacionalização nas PMEs Industriais da Região cafeeira colombiana]]></article-title>
</title-group>
<contrib-group>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Hoyos-Villa]]></surname>
<given-names><![CDATA[Oscar Alberto]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
</contrib-group>
<aff id="Af1">
<institution><![CDATA[,Universidad Autónoma de Manizales  ]]></institution>
<addr-line><![CDATA[Manizales ]]></addr-line>
<country>Colombia</country>
</aff>
<pub-date pub-type="pub">
<day>00</day>
<month>12</month>
<year>2019</year>
</pub-date>
<pub-date pub-type="epub">
<day>00</day>
<month>12</month>
<year>2019</year>
</pub-date>
<volume>15</volume>
<numero>2</numero>
<fpage>78</fpage>
<lpage>103</lpage>
<copyright-statement/>
<copyright-year/>
<self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_arttext&amp;pid=S1900-38032019000200078&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_abstract&amp;pid=S1900-38032019000200078&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.co/scielo.php?script=sci_pdf&amp;pid=S1900-38032019000200078&amp;lng=en&amp;nrm=iso"></self-uri><abstract abstract-type="short" xml:lang="es"><p><![CDATA[Resumen Se presentan los factores que han impulsado a algunas pymes industriales de los departamentos de Caldas, Quindío y Risaralda a emprender procesos de internacionalización, a partir de un estudio de caso múltiple exploratorio y de corte cualitativo descriptivo. Los resultados sugieren que las pymes industriales exportadoras consultadas hacen alguna adaptación a los productos que exportan y cuentan con políticas de calidad en los procesos de producción. Gran parte de ellas sostiene que no tiene planes para el manejo de conflictos a nivel internacional y que las exportaciones han contribuido a mejorar la productividad de la empresa; otras afirman tener dificultades con la capacidad de negociación internacional, aunque desarrollan productos innovadores y se interesan en conocer a sus competidores en el exterior: Un buen número reconoce que es difícil encontrar personal calificado para laborar en esta área, mientras que unas pocas realizan estudios sobre el mercado extranjero, concluyéndose que aunque la mayor parte de las pymes industriales exportadoras del Eje Cafetero han logrado abrirse a los mercados internacionales gracias al desarrollo competitivo que han tenido inicialmente a nivel regional, debe mejorarse el perfil de los directivos del área internacional e incrementarse las estrategias de promoción y distribución para lograr y mantener ventajas competitivas. Clasificación JEL: F2]]></p></abstract>
<abstract abstract-type="short" xml:lang="en"><p><![CDATA[Abstract This paper presents the factors which have driven some industrial SMEs (Small and Medium-sized enterprises) in the departments of Caldas, Quindío and Risaralda to start internationalization processes, based on a multiple case study with an exploratory qualitative descriptive scope. The results suggest that industrial and exporting SMEs of this study adapt the products to be exported and follow quality policies in the production processes. Many of these companies have stated that there are no plans for dealing with conflicts at an international level and that exports have contributed to improving the company's productivity of Others have claimed to have difficulties with international negotiation skills, despite having developed innovative products and being interested in knowing their competitors abroad. A large number of these SMEs recognize the difficulties in finding qualified personnel to work in this area, while a small number of them carry out studies on the foreign market. The conclusion is that although most of the industrial &amp; exporting SMEs of the Colombian Coffee Region consulted have managed to open up to international markets, thanks to their initial competitive development at the regional level, the administrative staff profile of the international area must be improved and promotion and distribution strategies increased in order to achieve and maintain competitive advantages. JEL Classification: F2]]></p></abstract>
<abstract abstract-type="short" xml:lang="pt"><p><![CDATA[Resumo Este artigo apresenta os fatores que levaram algumas PMEs industriais dos departamentos de Caldas, Quindío e Risaralda a empreender processos de internacionalização, com base em um estudo de casos múltiplos de natureza exploratória qualitativa descritiva. Os resultados do estudo sugerem que as PMEs Industriais Exportadoras que foram consultadas fazem alguma adaptação aos produtos que exportam e possuem políticas de qualidade nos processos produtivos; Muitas delas sustentam que não têm planos para a gestão de conflitos a nível internacional e que as exportações contribuíram para melhorar a produtividade da empresa; outras afirmam ter dificuldades com as habilidades de negociação internacional, embora desenvolvam produtos inovadores e estejam interessados em conhecer seus concorrentes no exterior: Um bom número dessas PMEs reconhece que é difícil encontrar pessoal qualificado para trabalhar nessa área, enquanto poucas fazem estudos sobre o mercado externo, concluindo que, embora a maioria das PMEs industriais exportadoras da Região Cafeeira consultadas tenham conseguido se abrir aos mercados internacionais graças ao desenvolvimento competitivo que inicialmente tiveram no nível regional, o perfil dos gestores da área internacional deve ser melhorado e as estratégias de promoção e distribuição devem ser aumentadas para alcançar e manter as vantagens competitivas. Classificações JEL: F2]]></p></abstract>
<kwd-group>
<kwd lng="es"><![CDATA[Internacionalización]]></kwd>
<kwd lng="es"><![CDATA[pymes Industriales Exportadoras]]></kwd>
<kwd lng="es"><![CDATA[Factores Internos de Internacionalización]]></kwd>
<kwd lng="es"><![CDATA[Factores Externos de Internacionalización]]></kwd>
<kwd lng="es"><![CDATA[Internacionalización Empresaria]]></kwd>
<kwd lng="en"><![CDATA[Internationalization]]></kwd>
<kwd lng="en"><![CDATA[industrial and exporting SMEs]]></kwd>
<kwd lng="en"><![CDATA[internal factors of internationalization]]></kwd>
<kwd lng="en"><![CDATA[external factors of internationalization]]></kwd>
<kwd lng="en"><![CDATA[business internationalization]]></kwd>
<kwd lng="pt"><![CDATA[Internacionalização]]></kwd>
<kwd lng="pt"><![CDATA[PME Industriais Exportadoras]]></kwd>
<kwd lng="pt"><![CDATA[Fatores internos de internacionalização]]></kwd>
<kwd lng="pt"><![CDATA[Fatores Externos de Internacionalização]]></kwd>
<kwd lng="pt"><![CDATA[Internacionalização Empresarial]]></kwd>
</kwd-group>
</article-meta>
</front><back>
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