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 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.