THE PROCESS OF DECISION-MAKING FOR PROJECT SELECTION IN A SMEs ENGINEERING SECTOR

The aim of this study is to investigate the process, the characteristics and influencing factors of decision-making for the selection of new projects. The method chosen was the case study in a Brazilian SMEs in the engineering sector. The results show that the target company performs less complex form of decision-making than present the theoretical models on the subject, which would not necessarily be a problem. However, the process has certain shortcomings, including the lack of periodicity in decision-making, leaving the decision to develop new projects to requesting clients, the lack of a more robust analysis to support decision making, because the analysis is restricted to organizational factors rather than environmental factors and has a personalistic nature subject to experiences, personal limitations and biases of the main organization's decision-making. Is indicated as a theoretical contribution the need to develop a literature that highlights best practices for decision-making in SMEs, especially the Brazilian. As a practical contribution to the managers, indicates the need to address more importantly improving stages of the decision-making process and for governments and associations linked to SMEs, the need of the subject programs aimed sponsorship.