Discontinuos exporting in chilean technology- intensive suppliers (Chilean TIS). Toward the creation of an emergent model

Abstract

According to the conventional models that explain the internationalizationprocess of SME’s, it is described as a complex and continuous process (WorldBank, 1996). Nevertheless, there are several cases showing discontinuousexporting. Through empirical study based on qualitative methods, in thiscase: Grounded theory (Glaser & Strauss, 1967), applied to a set of companiesover a period of 14 years, it has been possible to identify a lack ofcommitment towards export activity from a set of companies which showdiscontinuous exporting, explained by the interrelationship among threecategories of variables: business ecosystem, international entrepreneur andExport Firm’s Conditions. Each of them show specific causes which togetherexplain this kind of behaviour in companies which have products and/or serviceswith high competitive potential in the international markets, such asChilean Technology-intensive Suppliers. In spite of this, these companies arenot able to reach a relevant level of exports. From among these causes, thosethat standout are the high level of local competitiveness, the perception ofthe leaders of these companies with relation to international markets andthe scarce number of specialized human resources concerned with this topicwithin the companies. All these issues, promote a low level of commitmentto export activity. This situation explains discontinuous exporting withinthese companies.