NDLI: Exporting Success Factors: The Case of Chilean Firms

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Exporting Success Factors: The Case of Chilean Firms

Content Provider	Semantic Scholar
Author	Rock, T. Juan Antonio
Copyright Year	2010
Abstract	The study was based on Chile�s export companies. An integrated framework grouped factors affecting export competitiveness into four dimensions: international strategic thrust, export-operative strategy, success at overcoming barriers, and access to foreign advantages. An associational analysis, regression with a backward method, enabled the identi? cation of factors that affected exclusively the export growth of successful companies. From the strategic management dimension, variables identi? ed and ordered according to their importance were expectations of CEOs on market positioning and market development, partnership strategies, export planning, and prompt foreign-needs assessment. From the dimension competencies for overcoming barriers, variables identi? ed were tariff barriers and company size. From the dimension of access to foreign competitive advantages, variables identi? ed were foreign suppliers, foreign investment, research and development (R & D) and foreign studies. In summary, Chile�s successful export companies followed a highly ? exible strategy for developing foreign markets that did not focus on positioning in each one, was driven by forecasted consumer needs, and established cooperative alliances and networks with foreign companies. Successful companies attained access to foreign comparative advantages or foreign diamonds through such means as receiving foreign investment, joint R & D projects with foreign ? rms, and human capital formation in foreign countries.
Starting Page	144
Ending Page	159
Page Count	16
File Format	PDF HTM / HTML
Volume Number	28
Alternate Webpage(s)	https://www.redalyc.org/pdf/399/39920230007.pdf
Language	English
Access Restriction	Open
Content Type	Text
Resource Type	Article

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