ISSUE FOUR • June 2018
/ Diversity & Internationalisation
Increasing Competitive Skills in Foreign Markets for Brazilian Export SMEs Dr Jorge Lengler
Small and medium-sized companies (SMEs) in all countries employ significant numbers of workers. In Latin America they are responsible for the majority of work positions, yet despite their important contribution to society, SMEs make only a small contribution in terms of exports, in contrast to the scenario in Europe and other developed countries where they have a major role as exporters. The main reason for the low participation of Latin American exporters is their lack of market knowledge and strategic resources in respect of international marketing strategies – something which I, along with my colleagues Dr Roberta Aguzzoli and Professor Carlos Sousa at Durham University Business School, are seeking to change.
Since December 2016, we have been engaged in a project with a small sample of Brazilian export SMEs. The project aims to transfer knowledge developed by Business School researchers in the field of international marketing strategies to the participating SMEs to increase their competitive skills in foreign markets. To support our efforts, funding for the project has been provided by the Economic and Social Research Council Impact Acceleration Account and the Brazilian Micro and Small Business Support Service (SEBRAE).
