Relationship between success factors and chilean firms' export performance: An exploratory study

  • Rock J
  • Ahmed S
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In what seems to be a challenge to findings published in the literature, a regression model based on the relationship between 24 success factors, 2 classification variables, and the export performance of 133 Chilean exporters revealed that Chilean export companies that successfully developed foreign markets did so following a different strategy than their counterparts in more developed countries. Like such counterparts, the entry of Chilean firms into foreign markets was driven by consumer needs. They established cooperative alliances and networks with foreign companies, and gained access to foreign technology and know-how through means such as receiving foreign investment, engaging in joint research and development projects, and utilizing managers who had studied abroad. But unlike these counterparts, the Chilean firms were small, less likely to position their products in a market, less inclined to use foreign suppliers, and less likely to have a strategic plan. These differences can be attributed to the fact that unlike the export of manufactured goods, successful exporting of products based on natural resources requires different factors. © 2008 by The Haworth Press. All rights reserved.

Author-supplied keywords

  • Export management
  • Export performance
  • Predictors of export success

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  • Juan T. Rock

  • Sadrudin A. Ahmed

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