International Market Selection for Exports of Goods: A Data Analysis Technique for Organizational Decision-making

The purpose of this research is to present and enhance a multi-criteria technique for International Market Selection for Exports of Goods, applicable to productive organizations, including both SMEs and large companies seeking to internationalize. The methodology is intuitive and designed for straightforward organizational implementation, while integrating theoretically documented factors relevant to goods exports. It assigns weighted percentages, based on expert perceptions of internationalization, to factors such as cost, logistics, trade barriers and culture, while also progressively incorporating new dimensions such as economic and political conditions. All factors are represented through diverse variables drawn from official databases, thereby fostering objectivity in the multi-criteria recognition and selection of export markets. The study concludes that this tool, grounded in business management technologies, rigorously identifies the most appropriate scenarios and markets for exporting goods from a specific country, thus reducing uncertainty for firms undertaking internationalization. Moreover, it highlights the competitive potential applicable to companies, sectors or entire industries, facilitating efficient decision-making processes. In doing so, it supports the accurate targeting of products for foreign markets, guided by a set of specific criteria that indicate optimal pathways for business internationalization through exports.