Abstract
One hundred and fifty-two Brazilian companies that were exporting in 1978 were interviewed again six years later in 1984 to determine the factors that were correlated with the continuance of exporting. Firm characteristics, export management practices and manager perceptions were each found to be correlated with exporting success thus supporting the basic contention that it is possible to predict export performance. Firms that discontinued exporting relied more on the Brazilian government export incentives, possibly to be competitive in international markets without making the necessary structural changes, thereby raising important questions about the long-run impact of the Brazilian export programs.
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*Carl H. Christensen is Associate Professor of Management at California State University, Northridge, California. His interest in International Business has taken him for stays in Brazil on three different occasions including as a Fulbright Lecturer in 1983–84.
**Angela da Rocha is Associate Professor of Marketing and Director of COPPEAD, The Graduate School of Business Administration of The Federal University of Rio de Janeiro, Brazil. She has been active in research on exporting since 1975.
***Rosane Kerbel Gertner received her MBA degree in 1984 from COPPEAD and is presently a product manager for the Johnson Wax Company in Rio de Janeiro, Brazil.
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Christensen, C., da Rocha, A. & Gertner, R. An Empirical Investigation of the Factors Influencing Exporting Success of Brazilian Firms. J Int Bus Stud 18, 61–77 (1987). https://doi.org/10.1057/palgrave.jibs.8490412
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DOI: https://doi.org/10.1057/palgrave.jibs.8490412