Abstract

TORRES, Isabel. Discontinuos exporting in chilean technology-intensive suppliers (Chilean TIS). Toward the creation of an emergent model. Pensam. gest. [online]. 2015, n.39, pp.1-29. ISSN 1657-6276.  https://doi.org/10.14482/pege.38.7703.

According to the conventional models that explain the internationalization process of SME's, it is described as a complex and continuous process (World Bank, 1996). Nevertheless, there are several cases showing discontinuous exporting. Through empirical study based on qualitative methods, in this case: Grounded theory (Glaser & Strauss, 1967), applied to a set of companies over a period of 14 years, it has been possible to identify a lack of commitment towards export activity from a set of companies which show discontinuous exporting, explained by the interrelationship among three categories of variables: business ecosystem, international entrepreneur and Export Firm's Conditions. Each of them show specific causes which together explain this kind of behaviour in companies which have products and/or services with high competitive potential in the international markets, such as Chilean Technology-intensive Suppliers. In spite of this, these companies are not able to reach a relevant level of exports. From among these causes, those that standout are the high level of local competitiveness, the perception of the leaders of these companies with relation to international markets and the scarce number of specialized human resources concerned with this topic within the companies. All these issues, promote a low level of commitment to export activity. This situation explains discontinuous exporting within these companies.

Keywords : Discontinuous exporting; Technology-intensive Suppliers; Grounded theory.

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