Determinación de los factores que inciden en el proceso de internacionalización de las Pymes familiares exportadoras de Guanajuato
Factors that Influence the Process of Internationalization of the Exporting Family SMEs of Guanajuato

Summary/Abstract: The internationalization process involves two fundamental aspects: the characteristics of the markets and the specific capacities of the companies that are partof this cycle. According to data from the Organisation for Economic Co-operation and Development [OECD 2016], only 10% of Mexican SMEs export, while in other member countries, one in two exports. The objective of the work is to identify the dimensions that influence the internationalization process of family businesses in Guanajuato. We analyzed the state context, as well as 38 companies from different economic activities.The methodology is mixed, questionnaires and interviews were applied to the leadersof SMEs. The questionnaire measured the export potential in four dimensions: a. Quality of the product, b. Production, c. Commercial and marketing capacity and d. Managerial capacity. The scope is descriptive, non-experimental approach and the sample was non-probabilistic. The research findings indicate that the highest dimension was: productquality, strongly linked to the requirements demanded by international customers, thelowest scores are the commercial capacity and the managerial capacity. The study is relevant, since it can be a proposal that helps to make decisions, in the sense of sharingthe best practices that the familiar SMEs should involve in their strategic business process,to face the fierce global competition.

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