Determination of Strategic Orientation of the Alto Vale do Rio Negro Furniture Pole

ABSTRACT The objective is to identify and characterize the competitive strategy developed by the furniture production center of the Alto Vale do Rio Negro from the three generic strategies proposed by Porter (1980): low cost, differentiation and focus. The identification of strategies was through a questionnaire and correspondence analysis. In general, companies are exporters, medium-sized or small, producing residential furniture, custom straight or serially. Data analysis showed that the group of companies analyzed does not have a generic pure strategy because the differentiation and low cost strategies were considered equally important. It was found that the companies with most of their production for foreign markets adopting a low cost strategy and large companies pursuing a strategy of differentiation and low cost simultaneously.