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An Empirical Investigation of Factors Influencing Exporting Success of Brazilian Firms

Carl H Christensen, Angela da Rocha and Rosane Kerbel Gertner
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Carl H Christensen: California State University, Northridge
Angela da Rocha: COPPEAD
Rosane Kerbel Gertner: COPPEAD

Journal of International Business Studies, 1987, vol. 18, issue 3, 61-77

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 of the Brazilian export programs.© 1987 JIBS. Journal of International Business Studies (1987) 18, 61–77

Date: 1987
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