Analysis of critical success factors in exporting: a study of companies in the metal-mechanical sector of Serra Gaucha/Analise dos fatores criticos de sucesso na exportacao: um estudo de empresas do setor metal-mecanico da Serra Gaucha/Analisis de los factores criticos de exito en la exportacion: un estudio de empresas del sector metalmecanico de la Serra Gaucha

Given the current scenario and considering the importance of exports for the economy, it is increasingly necessary to investigate managerial aspects that positively influence this activity. In this context, Critical Success Factors emerge as key elements to be considered to achieve export success. In view of this, the present study had as general objective to analyze the influence of the critical success factors in the international performance of exporting companies of the mechanical metal sector of the Serra Gaucha. To achieve this objective, exploratory qualitative research was conducted, involving the selection and interviewing of five individuals responsible for exports in various companies within the metal- mechanical sector of Caxias do Sul. These individuals included managers, coordinators, and supervisors from the export departments of the companies. The interviews were recorded, transcribed, and submitted to content analysis procedures. The results showed convergence with the literature, reinforcing the importance of considering and developing these factors in export strategies to increase the likelihood of success and seize opportunities in the international market. Additionally, the analyses provided valuable insights for formulating effective strategies and enhancing the performance of export operations. Keywords: Critical Success Factors. Exports. Metal Mechanic Sector. South Brazil. Diante do cenario atual e considerando a importancia das exportacoes para a economia, cada vez mais e necessario investigar aspectos gerenciais que influenciem positivamente essa atividade. Nesse contexto, emergem os Fatores Criticos de Sucesso como elementos-chave a serem considerados para alcancar o exito nas exportacoes. Em vista disso, o presente trabalho teve como objetivo geral analisar a influencia dos fatores criticos de sucesso no desempenho internacional de empresas exportadoras do setor metal mecanico da Serra Gaucha. Para alcancar esse objetivo, foi realizada uma pesquisa qualitativa exploratoria, sendo selecionados e entrevistados cinco responsaveis pela aerea de exportacao de diferentes empresas do setor metal mecanico de Caxias do Sul, sendo eles gerentes, coordenadores e supervisores da area de exportacao. As entrevistas foram gravadas, transcritas e submetidas a procedimentos de analise de conteudo. Os resultados evidenciaram convergencia com a literatura, reforcando importancia de considerar e desenvolver esses fatores em estrategias de exportac