AIB 2012 Conference Proceedings - Academy of International ...

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capabilities that raise their global competitiveness. (For more information, please contact: Igor Kalinic,
University of Groningen, Netherlands: i.kalinic@rug.nl)
Export Behavior of Brazilian Companies in the Ornamental Rock Sector: A Multiple Case Study Involving
Organizational, Managerial and Environmental Factors
Ilan Avrichir, ESPM/SP
Gabriel Vouga Chueke, ESPM/SP
The goal of this paper is to investigate the influence of environmental, organizational and management of
marketing strategies/export of companies in the ornamental stone sector in Brazil. We conducted a multiple
case study with three mining companies, in different stages of internationalization, from Cachoeiro de
Itapemirim region, the main hub of extraction and processing of granite of Espirito Santo state. We identified
the factors that influence marketing/export strategies of the companies in this study. We analyzed the
individual cases to achieve the intra-and inter-cases analysis. For that, we used the dimensions suggested by
the literature review. After that, we compared the findings with other studies. We found that, when compared
to international studies, there are similarities and differences in the analysis of marketing/export strategies
determinants of Brazilians firms, belonging to the primary sector. Therefore, we recommend that more studies
be conducted in emerging countries, in search for possible generalizations. (For more information, please
contact: Ilan Avrichir, ESPM/SP, Brazil: iavrichir@espm.br)
Internationalization of Emerging Economies SMEs: Entrepreneurial DNA Inception
Rene Diaz-Pichardo, IPN-CIIDIR Unidad Oaxaca
Juan Arriaga-Muzquiz, Egade Business School
Elisa Cobas-Flores, Egade Business School
The internationalization process of SMEs in emerging economies has been recently studied. Despite the
importance of internationalization of emerging economies SMEs for economic growth, its underlying factors are
poorly understood. Although traditional models could be appropriate for Multi-National Corporations, they fail to
explain the process of internationalization of emerging economy SMEs. The two major perspectives in research
on SME internationalization are a sequential process, and a born global venture. However, these approaches do
not explain an alternative way in the internationalization of emerging economies SMEs named as the
entrepreneurial DNA inception that prepares SMEs to go abroad regardless of their origin or longevity. We use
the experience of the EGADE's Business Accelerator through six case studies of Mexican SMEs in the aim to
explore the process of internationalization. We conclude that business schools can contribute to this inception
by creating a platform through which SMEs from emerging economies can reduce attitudinal barriers, create a
vision of a sustainable operation in international markets, and receive entrepreneurial education and coaching in
order to achieve competitiveness and international sustainable growth. (For more information, please contact:
Rene Diaz-Pichardo, IPN-CIIDIR Unidad Oaxaca, Mexico: renediazp@hotmail.com)
Early Rapidly Internationalising Small Firms: A Case for Continuous International Entrepreneurial Opportunity
Development
Shingairai Grace Masango, Sheffield Hallam University
Svetla Trifonova Marinova, Aalborg University
The potential for pronounced contributions within Early Rapidly Internationalising Small Firms (ERISFs) lie within
the current efforts being made to delineate the domain of entrepreneurship as an independent field of enquiry
by recognising the role of entrepreneurial opportunities. The paper contributes towards the debate surrounding
the key concepts which should be adopted from entrepreneurship and developed within International
Entrepreneurship. Within the paper International Entrepreneurial Opportunity Development (IEOpD) is
conceptualised as the key concept defining the internationalisation of Early Rapidly Internationalising Small
AIB 2012 Conference Proceedings
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