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La importancia de la confianza personal e institucional para la internacionalización empresarial: El Caso de México
(2025)
De Anda D Acosta, Felipe de Jesús
;
Tovar García, Edgar Demetrio
Small and medium-sized companies are the main engine of the Mexican economy; however, these companies often lack the knowledge and professionalization that would allow them to develop their potential. This is due to a lack of support from the governmental system, which has prevented them from developing as they should. This includes the internationalization process that small and medium-sized Mexican companies carry out, often in an empirical manner and without a specific direction to help them increase their chances of success abroad. That is why this research work seeks to explain which factors, specifically personal and institutional trust, have a determining influence on the internationalization process of small and medium-sized companies. This thesis consists of three chapters: The first, through the case study method, seeks to determine which factors are the determinants in the internationalization process of small and medium Mexican entrepreneurs, highlighting trust as one of them, which has been studied very little in the literature. In the second, through a survey of 103 entrepreneurs of the Mexican Confederation of Employers (COPARMEX), we seek to find the association between personal and institutional trust and the internationalization process of small and medium-sized entrepreneurs in Mexico. Finally, the third chapter seeks to find what relationship exists between the institutional trust of countries and the internationalization process of their entrepreneurs. This research concludes that trust is a determining factor for the successful internationalization of small and medium-sized Mexican companies. These companies can use the results of this research and future lines of research to professionalize their internationalization process and increase their chances of success.
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Un Marco Organizacional para Microempresas Enfrentando Choques Exógenos: Un Enfoque de Sistema Viable.
(2025)
Suarez Ambriz, Denny
;
Sánchez Garcia, Jacqueline Y.
This study addresses the problem of limited adaptive capacity in microenterprises, a phenomenon that contributes to the failure of 50% of new businesses during their first five years of operation. Unfortunately, organizational impacts are magnified by factors such as lack of working capital, deficient financial management, inadequate business education, regulatory capture and intensified competition due to globalization. This issue was initially observed in a food service microenterprise located in California’s Salinas Valley, where patterns of operational fatique, high staff turnover, service quality fluctuations and insufficient capacity to respond to seasonal demand variations were identified. This thesis is composed of five fundamental chapters. The first chapter examined the global context of microenterprises and their economic significance, as they represent a relevant sector for economic development. The second chapter addressed the theoretical framework, beginning with an examination of classical organizational theory and identifying its restricitions in contexts characterized by high dynamics. Subsequently, bureaucratic theory was reviewed, analyzing its contribution to organizational formalization while acknowledging its rigidity in the face of new adaptive needs. The review concluded with general systems theory, which presented an integrative framework allowing organizations to be conceptualized as open systems, capable of interacting dynamically with their environment. The third chapter developed a literature review of studies relating to the Viable System Model and Entrepreneurial Orientation within the institutionalization process of microenterprises, indentifying convergences and gaps in the existing literature. The Viable System Model was selected due to its capacity to analyze organizations as autonomous and adaptable systems, enabling the identification of internal functions that 7 sustain its viability in contexts of high uncertainty. This review academically justified the lack of specific models tailored for microenterprises. The fourth chapter presented an empirical review of cases involving microenterprises led by immigrant entrepreneurs. Through semi-structured interviews, the focus shifted to analyzing the Entrepreneurial Orientation components utilized by successful entreprenerus and how they were incorporated into their business operations. This analysis provided evidence underscoring the need for organizational structures that not only occommodate but also enhance entrepreneurial initiatives, establishing the emprirical base that justified the application of the Viable System Model. The fifth chapter implemented a Social Network Analysis to examine a bibliometric co- occurence network of keywords from academic publications, aiming to identify the critical Entrepreneurial Orientation factors relevant to microenterprises. The factors identified include innovation, autonomy, control during implementations, market orientation, and change management, all of which were categorized according to the five functions of the Viable System Model. The results suggested this conceptual framework strengthens organizational responsiveness in disruptive environments while promoting internal cohesion and more informed decisión-making. To understand how the identified critical factors interact and generate patterns of organizational strengthening or deterioration, the study employed System Dynamics as an analytical tool in chapter six. This methodology enabled the modeling of the system’s causal structure and the simulation of various operational scenarios, incorporating variables such as fatigue, experience, reputation, customers and revenue. The model applied evaluated the microenterprise’s performance under five contrasting configurations, validating the importance of coordination and organizational learning for the system. The key results showed that organizational viability did not depend on increased demand, but rather on the presence of internal structures capable of absorbing external impacts, learning, and maintaining operational consistency.
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Identificación y jerarquización de factores críticos en ventas industriales: propuesta de un modelo de capacitación bajo un enfoque sistémico.
(2025)
Vasquez Ruiz, Luis Armando
;
Núñez Ríos, Juan Enrique
The research problem identified lies in the fact that, despite their critical importance, human competencies and operational factors often lack formal systematization within SME strategies, creating a structural disconnect that limits their competitiveness. In response, the purpose of this work is to design a systemic and empirically grounded training model that allows these comprehensive competencies to be formalized within the operational structure of SMEs. Under the meta-approach of Engaged Scholarship, a systemic multi-method design was implemented that integrated Grounded Theory and focus groups for qualitative diagnosis, articulated with the Viable System Model (VSM) and Social Network Analysis (SNA) for structural analysis. Subsequently, Soft Systems Methodology (SSM) and the Analytic Hierarchy Process (AHP) were used to prioritize the factors found. The findings revealed that viability depends on underestimated factors such as accurate communication and failure prevention, which act as systemic preconditions for technological success. As a Contribution to Practice (CP), a model structured around five pillars is presented, which operationalizes the prioritized factors to provide staff with structural agility. The study adds theoretical value by applying Organizational Cybernetics to sales management, demonstrating that salesperson effectiveness depends on the alignment between their operational autonomy and organizational coordination, transcending the usual improvisation in the sector through a robust methodological architecture.

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