La Ruta Exportadora es un programa de gestión que mejora el proceso de exportación a través de herramientas que faciliten su desempeño exportador de las empresas que comercializan envases de bio papel (productos elaborados con insumos biodegradables) en el Perú, cumpliendo con la normativa legal, como la Ley Nro. 30884. Con el transcurrir de los años los consumidores han generado nuevos hábitos lo que ocasiona una alta demanda en el uso del bio papel, tornándose cada vez más exigentes en el mercado internacional, (ISO/ITC, 2010). Sin embargo, las exportaciones entre el 2017 al 2019 obtuvo un resultado inestable en las ventas del comercio exterior, por ello, el Estado Peruano ofrece programas como la Ruta Exportadora para que las empresas promuevan sus productos en mercados internacionales (PROMPERÚ, 2020). El objetivo de la presente investigación es conocer cuáles son los tópicos de la ruta exportadora que tuvieron mayor éxito en las empresas comercializadoras de envases de bio papel de Lima Perú y su desempeño exportador dentro del periodo 2017-2019, para ello se realizó la recopilación de los antecedentes nacionales e internacionales sobre las variables que se investigaron, las cuales tuvieron un enfoque de análisis cualitativo, dividido en dos fases, primero se reunió la información y segundo se realizó el análisis a través del software Atlas.TI de las 14 entrevistas de profundidad realizadas a las empresas que comercializan envases de bio papel, las categorías analizadas fueron: Ruta exportadora y Desempeño exportador. / The Export Route is a management program that improves the export process through tools that facilitate the export performance of companies that market bio paper containers (products made with biodegradable inputs) in Peru, complying with legal regulations, such as Law No. 30884. Over the years, consumers have generated new habits, which causes a high demand in the use of bio paper, becoming more and more demanding in the international market (ISO / ITC, 2010). However, exports between 2017 and 2019 obtained an unstable result in foreign trade sales, therefore, the Peruvian State offers programs such as the Export Route for companies to promote their products in international markets (PROMPERÚ, 2020). The objective of this research is to know which are the topics of the export route that were most successful in the companies that commercialize bio-paper packaging in Lima Peru and their export performance within the period 2017-2019, for which the compilation of the national and international antecedents on the variables that were investigated, which had a qualitative analysis approach, divided into two phases, first the information was gathered and second the analysis was carried out through the Atlas.TI software of the 14 in-depth interviews carried out To companies that market bio paper packaging, the categories analyzed were: Export route and Export performance. / Tesis

Actualmente existen tendencias hacia el consumo de alimentos saludables, con propiedades nutricionales, orgánicas y en presentaciones deshidratadas. El Perú se ubica dentro de los países que producen este tipo de alimentos, debido a su biodiversidad y a la promoción de la marca Perú, la cual logró crear la marca sectorial Superfoods. Dentro de estos superalimentos, se encuentra el Aguaymanto Deshidratado, el cual cuenta con mayor producción en la región Huánuco. Ante ello, se evidencia las oportunidades de potenciar esta oferta exportable. Es por ello, que el Gobierno crea el programa Sierra y Selva Exportadora, el cual busca impulsar la actividad económica en zonas rurales, disminuyendo la pobreza y logrando el acceso a los productores a mercados competitivos y sostenibles. El objetivo del presente estudio es determinar la relación del programa y el desempeño exportador de los productores asociados de Aguaymanto Orgánico Deshidratado de la región Huánuco, considerando las Líneas de Apoyo Informativo, Operativo y en Desarrollo Económico que brinda SSE. El enfoque utilizado para la investigación es cualitativo, realizando 20 entrevistas a productores y expertos del sector. Con relación a los resultados, se comprobó una relación parcialmente positiva entre el programa y el desempeño exportador de los productores asociados entre los años 2016-2020. En adición a ello, se determinó la relación de las subcategorías i) Resultados Económicos, ii) Estrategias de Exportación iii) Resultados Genéricos con el desempeño exportador. / Nowadays there are trends towards the consumption of healthy foods, with nutritional properties, organic and in dehydrated presentations. Peru is located within the countries that produce this type of food, due to its biodiversity and the promotion of the Peru brand, which managed to create the Superfoods sector brand. Within these superfoods, is the Dehydrated Aguaymanto, which has the highest production in the Huánuco region. Given this, the opportunities to enhance this exportable supply are evident. For this reason, the Government created the Sierra y Selva Exportadora program, which seeks to boost economic activity in rural areas, reducing poverty and giving producers access to competitive and sustainable markets. The objective of this study is to determine the relationship between the program and the export performance of associated producers of Organic Dehydrated Aguaymanto in the Huánuco region, considering the Informative, Operational and Economic Development Support Lines provided by the SSE. The approach used for the research is qualitative, conducting 20 interviews with producers and experts in the sector. Regarding the results, a partially positive relationship was found between the program and the export performance of the associated producers between the years 2016-2020. In addition to this, the relationship of the subcategories i) Economic Results, ii) Export Strategies iii) Generic Results with export performance was determined. / Tesis

El mango peruano ha logrado posicionarse dentro del ranking mundial de exportación, en el cual Perú ocupa el cuarto lugar. Esto gracias a su valor nutricional y características organolépticas como el sabor, dulzura y textura. Por esta razón el Gobierno ha iniciado la fomentación y apoyo a los productores de mango en implementar proyectos de mejora productiva. El objetivo principal es determinar en qué medida la innovación productiva aplicada por las empresas exportadoras de mango de la región Piura se relaciona con su desempeño exportador durante los años 2017-2020 con destino a Países Bajos, considerando como dimensiones de la variable independiente a la innovación de producto, procesos y tecnológica. El enfoque utilizado es mixto, con un diseño no experimental transversal correlacional. En el análisis cualitativo, se analizaron en el programa Atlas Ti, 10 entrevistas a expertos involucrados con el problema de investigación (colaboradores del INIA, Sociedad de Comercio Exterior, entre otros). Para el análisis cuantitativo se empleó un cuestionario en escala de Likert a 18 empresas agroexportadoras de mango de la región Piura, para la aplicación en el software SPSS. El α de Cronbach fue de 0,854 que significa un nivel alto de confiabilidad. Como resultado se obtuvo que la innovación productiva en las empresas exportadoras de mango de la región Piura sí se relaciona positivamente con su desempeño exportador durante los años 2017-2020 con destino a Países Bajos con un coeficiente de correlación de 0.807, adicionalmente se comprobó la relación entre la dimensión innovación tecnológica y el desempeño exportador. / The Peruvian mango has managed to position itself within the world export ranking, in which Peru ranks fourth. This thanks to its nutritional value and organoleptic characteristics such as flavor, sweetness and texture. For this reason, the Government has begun promoting and supporting mango producers in implementing productive improvement projects. The main objective is to determine to what extent the productive innovation applied by mango exporting companies in the Piura region is related to their export performance during the years 2017-2020 to the Netherlands, considering innovation as dimensions of the independent variable. product, process and technology. The approach used is mixed, with a cross-correlational non-experimental design. In the qualitative analysis, 10 interviews with experts involved with the research problem (collaborators of the INIA, Foreign Trade Society, among others) were analyzed in the Atlas Ti program. For the quantitative analysis, a Likert-scale questionnaire was used for 18 agro-exporting mango companies in the Piura region, for application in SPSS software. Cronbach's α was 0.854, which means a high level of reliability. As a result, it was obtained that the productive innovation in the mango exporting companies of the Piura region is positively related to their export performance during the years 2017-2020 destined for the Netherlands with a correlation coefficient of 0.807, additionally the relationship was verified between the technological innovation dimension and export performance. / Tesis

Las exportaciones de servicios de software han alcanzado más relevancia en los últimos años, y ha sido pieza clave en el desarrollo económico de diferentes países. Sin embargo, hay pocos estudios que se centren en las capacidades con la que debe contar un exportador de servicios para mejorar su rendimiento internacional. La presente investigación analiza las capacidades exportadoras que conducen a la ventaja competitiva e influyen en el rendimiento exportador de las empresas peruanas de servicios de software. El estudio comprende una recopilación de antecedentes nacionales e internacionales sobre las variables a investigar. Estas variables se enfocan mediante un análisis mixto, el cual comprenderá en una primera etapa, la recolección de información a través de entrevista realizadas a miembros representativos del sector del área de gobierno, académico y consorcio. En la segunda etapa, se abordar el análisis cuantitativo a través de una encuesta realizada a 33 empresas del sector peruano de software provenientes de la cartera de Asociación Peruana de Software (APESOFT). Se analizaron las variables capacidades exportadores, ventaja competitiva y rendimiento exportador a través de Atlas ti y análisis de regresión lineal a través del programa estadístico de SPSS. Los resultados muestran apoyo para las variables de inteligencia de mercado, innovación de servicio y asignación de precios para la primera etapa. Finalmente, en una segunda etapa se obtuvo apoyo para inteligencia de mercado y asignación de precios con la variable de ventaja competitiva como mediadora hacia el rendimiento exportador. / Exports of software services have become more relevant in recent years, and have been a key element in the economic development of different countries. However, there are few studies that focus on capabilities with the obligation to have a service exporter to improve their international performance. This research analyzes the export capabilities that lead to competitive advantage and influence the export performance of Peruvian software services companies. The study includes a compilation of national and international antecedents on the variables to be investigated. These variables are approached through a mixed analysis, which includes, in a first stage, the collection of information through interviews with representative members of the government, academic and consortium sector. In the second stage, the quantitative analysis will be addressed through a survey of 33 companies in the Peruvian software sector from the portfolio of the Peruvian Software Association (APESOFT). Analyze the variables export capabilities, competitive advantage and export performance through Atlas and linear regression analysis through the SPSS statistical program. The results indicated support for the variables of market intelligence, service innovation and pricing for the first stage. Finally, in a second stage, support will be obtained for market intelligence and price allocation with the variable of competitive advantage as a mediator towards export performance. / Tesis

[pt] Este estudo buscou investigar o impacto da adoção das redes sociais por empresas brasileiras sobre seu comportamento exportador no decorrer da pandemia do Covid-19. Especificamente, buscou-se entender em que medida as empresas se perceberam atingidas por impactos disruptivos da pandemia, apresentavam orientação para mídias sociais, utilizaram as mídias sociais para aquisição de conhecimento, reconhecimento de oportunidades e interação com parceiros, e em que medida tal utilização favoreceu o comportamento exportador. A perspectiva teórica adotada no estudo foi a Teoria da Difusão de Inovações de Everett Rogers. A fundamentação teórica baseou-se ainda na literatura sobre adoção de tecnologia, em particular voltada para digitalização e redes sociais, levando à elaboração de um modelo teórico e à formulação de 11 hipóteses de pesquisa. A metodologia adotada consistiu na aplicação de uma survey online com uma amostra de conveniência de empresas brasileiras. As escalas utilizadas para medir os construtos foram identificadas na literatura, tendo sido anteriormente desenvolvidas e validadas por outros autores. Os dados foram coletados por meio de questionários autoadministrados disponibilizados na internet, sendo enviado um convite por email ou por redes sociais contendo o link para o questionário. O teste de hipóteses utilizou a modelagem de equações estruturais, tendo-se encontrado relações significativas entre os principais construtos do modelo. As contribuições do estudo à teoria de difusão de adoção de inovações incluem melhor entendimento do potencial impacto de eventos disruptivos e a associação entre a adoção de redes sociais e adoção da exportação. / [en] This study sought to investigate the impact of the adoption of social networks by Brazilian companies on their export behavior during the Covid-19 pandemic. Specifically, the study sought to understand to what extent these companies perceived themselves to be affected by the disruptive impacts of the pandemic, were oriented towards social media, used social media to acquire knowledge, recognize opportunities and interact with partners, and to what extent such use favored export behavior. The theoretical perspective adopted in the study was Everett Rogers Diffusion of Innovations Theory. The theoretical foundation was also based on the literature on technology adoption, particularly focused on digitalization and social networks, leading to the elaboration of a theoretical model and the formulation of 11 research hypotheses. The methodology adopted consisted of the application of an online survey with a convenience sample of micro and small Brazilian companies. The scales used to measure the constructs were identified in the literature, having been previously developed and validated by other authors. Data were collected through self-administered questionnaires made available on the internet, and an invitation was sent by email or through social networks containing the link to the questionnaire. The hypothesis test used structural equation modeling, and significant relationships were found between the main constructs of the model. The study s contributions to the Diffusion of Innovations Theory include a better understanding of the potential impact of disruptive events on the adoption of an innovation and the association between social media adoption and export adoption.

La presente tesis tiene como objetivo determinar los factores que influyen en las exportaciones de las micro, pequeñas y medianas empresas (MIPYMES) del sector textil y subsector confecciones de Lima Metropolitana. El estudio se enfoca en las MIPYMES exportadoras de la partida 6111 (Prendas y complementos de vestir, de punto, para bebés), ya que es uno de los sectores con mayor crecimiento en exportaciones durante los últimos 5 años. La investigación tiene un enfoque mixto, con una muestra conformada por 40 MIPYMES ubicadas en Lima Metropolitana. Al tener un diseño no experimental, se limitará a observar y analizar las variables. Para la obtención de la información necesaria, se aplicaron encuestas a la muestra detallada anteriormente y se realizaron entrevistas a 6 expertos del sector. Asimismo, se hizo referencia a tesis y papers publicados en distintos repositorios y revistas académicas. Los resultados obtenidos de las fases cualitativa y cuantitativas, comprueban que los factores formalización de la empresa, capacitación del talento humano, gestión de innovación y acceso a financiamiento, influyen positivamente en el desarrollo exportador de las MIPYMES de Lima Metropolitana. / This thesis aims to determine the factors that influence the exports of micro, small and medium-sized enterprises (MSMEs) in the textile sector and clothing subsector of Metropolitan Lima. The study focuses on exporting MSMEs of the tariff heading 6111 (Knitwear and clothing accessories for babies), as it is one of the sectors with the highest growth in exports during the last 5 years. The research has a mixed focus, with a sample made up of 40 MSMEs located in Metropolitan Lima. By having a non-experimental design, it will simply observe and analyze the variables. To obtain the necessary information, surveys were applied to the sample detailed above and interviews were conducted with 6 experts from the sector. Likewise, references were made to thesis and papers published in different academic repositories and journals. The results obtained from the qualitative and quantitative phases, prove that the factors formalization of the company, training of human talent, innovation management and access to financing, positively influence the export development of the MSMEs of Metropolitan Lima. / Tesis