As importantes mudanças macroeconômicas e a abertura comercial ocorridas na década de 90 tiveram como uma de suas conseqüências a reversão dos superávits comerciais. Esse fato gerou uma série de análises sobre a composição das importações e exportações das firmas brasileiras. Com a abertura comercial, as empresas passaram a investir na racionalização de processos produtivos e gerenciais para se tornarem competitivas. A desvalorização da taxa de câmbio, no final da década de 90, implicou no aumento significativo da parcela exportada pela indústria brasileira e mudanças ocorreram na estratégia competitiva da indústria. A análise destas diferenças e do caminho percorrido por elas contribuem para um melhor mapeamento e discussão das condições competitivas da indústria no mercado internacional. Diante desse contexto, o objetivo do presente trabalho é identificar os principais determinantes da atividade exportadora de indústrias paulistas. Para alcançar o objetivo proposto, utilizou-se dados referentes aos anos de 1996 e 2001 de indústrias paulistas, disponíveis na Pesquisa da Atividade Econômica Paulista (PAEP), realizada pela Fundação Estadual de Análise de Dados (SEADE). Os dois períodos de análise apresentam características distintas no que se refere ao contexto econômico, o que pode ter acarretado na adoção de estratégias competitivas diferentes pelas empresas. Para a estimação dos parâmetros das variáveis explicativas adotou-se os métodos Probit e Logit. Os resultados da pesquisa permitiram identificar o tamanho da empresa, participação estrangeira no capital, idade, importação e inovação tecnológica como determinantes da atividade exportadora das indústrias paulistas. A produtividade do trabalho e a qualificação do trabalho apresentaram resultados distintos para os anos de 1996 e 2001. / Major macroeconomic changes and trade liberalization occurred in the 90s had as one of their consequences the reversal of trade surpluses. This has raised a number of reviews on the composition of imports and exports of Brazilian firms. With the trade liberalization, companies started to invest in the rationalization of production processes and management in order to become competitive. The devaluation of the exchange rate in the end of the 90s, resulted in significant increase in the share exported by the Brazilian industry and changes occurred in the competitive strategy of the industry. The analysis of these differences contributes to a better mapping and discussion of competitive conditions in the industry internationally. In this context, the objective of this study is to identify the main determinants of export activity of Paulistas industries. To achieve the proposed objective, we used data for the years 1996 and 2001 from Paulistas industries, available on the Pesquisa da Atividade Econômica Paulista (PAEP) held by the Fundação Estadual de Análise de Dados (SEADE). These periods have different characteristics with regard to the economic context, which may have led to the adoption of different competitive strategies by companies. For the estimation of the explanatory variables we adopted the methods Probit and Logit. The research results have identified the company size, foreign ownership, age, import and technological innovation as determinants of export activity of the Paulistas industries. The labor productivity and skilled labor showed different results for the years 1996 and 2001.

As importantes mudanças macroeconômicas e a abertura comercial ocorridas na década de 90 tiveram como uma de suas conseqüências a reversão dos superávits comerciais. Esse fato gerou uma série de análises sobre a composição das importações e exportações das firmas brasileiras. Com a abertura comercial, as empresas passaram a investir na racionalização de processos produtivos e gerenciais para se tornarem competitivas. A desvalorização da taxa de câmbio, no final da década de 90, implicou no aumento significativo da parcela exportada pela indústria brasileira e mudanças ocorreram na estratégia competitiva da indústria. A análise destas diferenças e do caminho percorrido por elas contribuem para um melhor mapeamento e discussão das condições competitivas da indústria no mercado internacional. Diante desse contexto, o objetivo do presente trabalho é identificar os principais determinantes da atividade exportadora de indústrias paulistas. Para alcançar o objetivo proposto, utilizou-se dados referentes aos anos de 1996 e 2001 de indústrias paulistas, disponíveis na Pesquisa da Atividade Econômica Paulista (PAEP), realizada pela Fundação Estadual de Análise de Dados (SEADE). Os dois períodos de análise apresentam características distintas no que se refere ao contexto econômico, o que pode ter acarretado na adoção de estratégias competitivas diferentes pelas empresas. Para a estimação dos parâmetros das variáveis explicativas adotou-se os métodos Probit e Logit. Os resultados da pesquisa permitiram identificar o tamanho da empresa, participação estrangeira no capital, idade, importação e inovação tecnológica como determinantes da atividade exportadora das indústrias paulistas. A produtividade do trabalho e a qualificação do trabalho apresentaram resultados distintos para os anos de 1996 e 2001. / Major macroeconomic changes and trade liberalization occurred in the 90s had as one of their consequences the reversal of trade surpluses. This has raised a number of reviews on the composition of imports and exports of Brazilian firms. With the trade liberalization, companies started to invest in the rationalization of production processes and management in order to become competitive. The devaluation of the exchange rate in the end of the 90s, resulted in significant increase in the share exported by the Brazilian industry and changes occurred in the competitive strategy of the industry. The analysis of these differences contributes to a better mapping and discussion of competitive conditions in the industry internationally. In this context, the objective of this study is to identify the main determinants of export activity of Paulistas industries. To achieve the proposed objective, we used data for the years 1996 and 2001 from Paulistas industries, available on the Pesquisa da Atividade Econômica Paulista (PAEP) held by the Fundação Estadual de Análise de Dados (SEADE). These periods have different characteristics with regard to the economic context, which may have led to the adoption of different competitive strategies by companies. For the estimation of the explanatory variables we adopted the methods Probit and Logit. The research results have identified the company size, foreign ownership, age, import and technological innovation as determinants of export activity of the Paulistas industries. The labor productivity and skilled labor showed different results for the years 1996 and 2001.

As the globalisation process accelerates there is a growing need for individual countries to understand the bases for effective performance in international trade. Because it makes up such a large share of world trade, it is especially important to understand what determines effectiveness in exporting. Despite much empirical research, especially over recent decades, the state of knowledge on this topic remains fragmented, unclear and unsatisfactory. The motivation for the present study was therefore twofold: dissatisfaction with the present state of knowledge in this vital area and the importance to the UK economy of improving its export performance in a world of increasing competition. Its aim was to contribute to the resolution of both. In addition to finding what appeared to be quite serious methodological problems in a group of earlier studies, our review of the literature indicated that the best prospects for identifying the determinants of effective exporting were to be found, not at national or sectoral level but at that of the individual firm. Accordingly, an empirical survey research project was developed. To minimise unquantifiable inter-sectoral variability, it was focused on a single sector of industry. For a range of reasons, including the limited amount of information available about its current export activity and prospects, the UK knitted apparel industry was chosen. Special care having been taken to assemble the fullest possible sampling frame and to develop a suitable instrument (which included an export performance model), a mail survey in the form of a stratified random sample of exporting UK manufacturers of knitted apparel was carried through from late 2000. Persistent follow-up by mail and telephone generated a response rate of 70 per cent, comprising close to half of the sampling frame, that was representative of all company size bands, levels of exporting and products. The overall quality of the responses was good; tests of non-response did not find any indications of non-response bias. Data analysis, designed to test thoroughly our 10 export-determinants hypotheses, relied primarily on Pearsonian correlation at the bivariate level then sequentially on Multiple Regression Analysis, Canonical Correlation Analysis and Partial Least Squares. A perhaps slightly novel aspect of the research was that it was not solely cross-sectional in format; a longitudinal element was provided by drawing on the researcher's earlier surveys ; and a panel element by following-up, in 2007, the main 2000 field survey. Where possible, these data were drawn upon in the analysis and interpretation. There did not appear to be any conflict between the three multivariate techniques employed and indeed their findings were not dissimilar. The outcome of the data analysis was to uphold, to varying degrees, most of our hypotheses about the determinants of effective or successful exporting. Those that did not find support were three: firm size, product adaptation, and price determination method. Most strongly supported as determinants were promotional intensity, serving many markets and visits to trade fairs/exhibitions; others which were statistically significant, included management commitment, special staff skills and the use of Commission Agents. While the conclusions must remain a bit tentative they are encouraging.

As the globalisation process accelerates there is a growing need for individual countries to understand the bases for effective performance in international trade. Because it makes up such a large share of world trade, it is especially important to understand what determines effectiveness in exporting. Despite much empirical research, especially over recent decades, the state of knowledge on this topic remains fragmented, unclear and unsatisfactory. The motivation for the present study was therefore twofold: dissatisfaction with the present state of knowledge in this vital area and the importance to the UK economy of improving its export performance in a world of increasing competition. Its aim was to contribute to the resolution of both. In addition to finding what appeared to be quite serious methodological problems in a group of earlier studies, our review of the literature indicated that the best prospects for identifying the determinants of effective exporting were to be found, not at national or sectoral level but at that of the individual firm. Accordingly, an empirical survey research project was developed. To minimise unquantifiable inter-sectoral variability, it was focused on a single sector of industry. For a range of reasons, including the limited amount of information available about its current export activity and prospects, the UK knitted apparel industry was chosen.. Special care having been taken to assemble the fullest possible sampling frame and to develop a suitable instrument (which included an export performance model), a mail survey in the form of a stratified random sample of exporting UK manufacturers of knitted apparel was carried through from late 2000. Persistent follow-up by mail and telephone generated a response rate of 70 per cent, comprising close to half of the sampling frame, that was representative of all company size bands, levels of exporting and products. The overall quality of the responses was good; tests of non-response did not find any indications of non-response bias. Data analysis, designed to test thoroughly our 10 export-determinants hypotheses, relied primarily on Pearsonian correlation at the bivariate level then sequentially on Multiple Regression Analysis, Canonical Correlation Analysis and Partial Least Squares. A perhaps slightly novel aspect of the research was that it was not solely cross-sectional in format; a longitudinal element was provided by drawing on the researcher¿s earlier surveys ; and a panel element by following-up, in 2007, the main 2000 field survey. Where possible, these data were drawn upon in the analysis and interpretation. There did not appear to be any conflict between the three multivariate techniques employed and indeed their findings were not dissimilar. The outcome of the data analysis was to uphold, to varying degrees, most of our hypotheses about the determinants of effective/ or successful exporting. Those that did not find support were three: firm size, product adaptation, and price determination method. Most strongly supported as determinants were promotional intensity, serving many markets and visits to trade fairs/ exhibitions; others which were statistically significant, included management commitment, special staff skills and the use of Commission Agents. While the conclusions must remain a bit tentative they are encouraging.