This document summarizes a research paper that proposes a logical framework using fuzzy logic to model the determinants of export success for companies. The framework integrates qualitative variables like human talent, infrastructure, innovation strategies, trade agreements, and marketing strategies. The model was applied to a case study of the textile industry in Medellin, Colombia. It found the industry had a moderate export capability score of 29.5, with weaknesses in areas like R&D, logistics, finance and marketing. The model provides a flexible way for small and medium enterprises to evaluate their internal position and identify factors to improve their export competitiveness.

1. Modelo de Ficha Bibliográfica
Identificación del texto
1.- Autor(es): Jorge A. Restrepo M. – Juan Gabriel Vanegas López
2.- Título y subtítulo. Export Capacity: Multicriteria – Based Priorization using Fuzzy Logic
3.- Editorial. Old Dominium University
4.- Lugar de publicación. Virginia Beach
5.- Idioma. Ingles
6.- Número de páginas. 7
7.- Localización física del texto. Internet
8.- Fecha de publicación. Enero 2012
9.- Edición
Síntesis de Contenidos
A firm’s export capacity is an increasingly important organizational concern comprising
tangible and intangible factors. This analysis sometimes is so difficult to achieve
because of the lack of continuous evaluation and the subjective nature of qualitative
variables. In this sense, we propose a logical framework integrating different qualitative
variables that define export capacity as human talent, infrastructure, innovation
strategies, free trade agreements and marketing strategies. Then we propose a fuzzy
inference system to model the determinants of export success considering the most
relevant qualitative and quantitative variables within each of the components expressed.
The model proposed has also been illustrated through a case study from the textile-
clothing cluster in the city of Medellin, Colombia.
Conclusiones
In applying the instrument, that the textile-clothing cluster was found to have a
particular value of 29.5 in their export capabilities. The above result reflects
weaknesses on factors like R&D, logistics, finance and marketing, and strengths in
factors as production, environmental management, information systems and human
resources.
Acopi’s managers, owners and experts identified some attributes to determine
the ECS and advantages to apply the model in different companies and manufacturing
sectors, due to the flexibility and wide treatment of the variables evaluated. On the
other hand, the model produced some concern among participants about the relevance
and priority SMEs would have near to the launch of a FTA with the U.S., to formulate
and implement programs, projects and strategies to strengthen their export capacity and
manage to introduce themselves successfully in the globalization processes and its
dynamics of innovation.
The SMEs, as those found in the city of Medellin, need to leverage their export
processes, making inroad into scientific and technical aspects by making alliances with
the national R&D network. The methodology proposed in this paper provides a flexible
and simple way to measure and assess their internal position in order to undertake
export processes. Also, to learn which factors demand intervention and the
improvement of their skills and resources in order to promote an internal organizational
environment making possible to compete on the international arena decently.

2. Methodology emerges as an innovative management tool, linked to internal
organizational spheres and their different abilities. A set of strategic variables were
incorporated and identified screened with technical and methodological rigor: on the
one hand, by reviewing literature and on the other hand by consulting experts, in order
to assess SMEs export capacity. The selected variables were passed through various
filters suggested by consultants, entrepreneurs and experts in the sector.
The variables explaining export capacity, which were examined in this paper, of
linguistic type, with highly inaccurate quantitative and qualitative dimensions, and very
difficult to quantify. Given this, fuzzy logic proves to be a clear tool to face this kind of
events, since it allows to address —with an indeterminate linguistic statements focus—
the classification of information on actual events in an infinite value scale in the interval
[0,1], representing the functions of membership and solving the bipolarity in the
classical logic.
One of constraints identified in this kind of tools modeling fuzzy inference systems
lies on the difficulty to directly relate the model’s core input variables and those of
definite output. This is because the analysis results is made by analyzing 3D Exhibits to
examine input factors along with the variable of output relation or direct dependency.
Valoración de Contenidos para la Investigación
Este artículo presenta un completo estado del arte de la aplicación de Fuzzy Logic en temas
administrativos. Muestra autores importantes como Hit, Vernon, Porter, Medina, entre otros e
ilustra la metodología utilizada por estos en la utilización de Fuzzy Logic. Aporta de forma
significativa en las teorías utilizadas para la revisión de la literatura.
Igualmente presenta una metodología precisa para la determinación de la capacidad
exportadora de una empresa, la cuál es de gran utilidad en la investigación para la
comprobación de las hipótesis y para la validación de los resultados.
JMGT©2007