São Paulo – Cultural differences to be taken into account on trading with the Arabs. This theme became the centre point of the post-graduate monograph of student Ana Paula Paura. She finished study "The importance of Transculturality in negotiations between Brazil and the Arab League", in the International Trade Course at Mackenzie Presbyterian University, in São Paulo.
In her work, Ana Paula pointed at the need for market research before trying to enter any market abroad. And she mentions the main points that Brazilians should take into consideration when they want to sell or buy from the Arab market. According to her, among the most important are the establishment of confidence, delivery according to schedule and good relations between traders.
The monograph was based on bibliographic material, interviews with people with experience on the Arab market, DVD "Ties of the East – Arab Brazilians", produced by the Arab Brazilian Chamber of Commerce and articles by Brazil-Arab News Agency (ANBA). Ana also spent a few days learning about the experience of furniture producer SCA, which exports to the Arab countries.
She does not yet think of transforming the material into a book, but she plans to continue exploring the matter in the Master’s degree she plans to take. Those interested, however, in having access to the content of the study may contact Ana Paula (see contact information below). The work began in 2006, when she started her post-graduate course. The disciplines of the course were finished in late 2007, but the research itself only in late 2008.
It all began, in reality, in 2005, when Ana was going to Foreign Trade college at São Judas University. At the time, Ana Paula was invited to help organise a foreign trade week and fair at the institution. The theme chosen for the event was the Arab countries.
It was then, during the talks of the week, some by heads at the Arab Brazilian Chamber, that she became enthused about the Arab theme. She researched the market of the region and wrote, during her graduate course, a final report called "Market Research and Prospecting in the Countries of the League of Arab States". In the work, she spoke about the opportunities in the Arab market and also reported her experience in organisation of foreign trade fairs. "The professors of both institutions (São Judas and Mackenzie) gave me great support," she says.
The student is interested in working with trade turned to the Arab world. Now, Ana Paula helps manage the family business, but she has experience in her area. She is 26 years old and loves all that is Arab. At her house she has the Fulla doll, Arab scarves, papyruses and small flags of the countries in the region. Ana also took six months of Arabic.
Ana Paula Paura
Telephone: (+55 11) 8101 4588
E-mail: anapaulapaura@hotmail.com
*Translated by Mark Ament
