Export strategies and performance of firms from emerging economies: Evidence from Brazil, Chile, and Mexico

Preet S. Aulakh, Masaaki Kotabe, Hildy Teegen

Research output: Contribution to journalArticlepeer-review

547 Citations (Scopus)

Abstract

This study develops a framework for examining the export strategies of firms from emerging economies and their performance in foreign markets. Hypotheses derived from this framework were tested on a sample of firms from Brazil, Chile, and Mexico. Findings suggest that cost-based strategies enhance export performance in developed country markets and differentiation strategies enhance performance in other developing countries. Adapting marketing mix variables to the specific needs of developed country markets also enhances export performance. The relationship between geographical diversification and export performance is nonlinear.

Original languageEnglish
Pages (from-to)342-361
Number of pages20
JournalAcademy of Management Journal
Volume43
Issue number3
DOIs
Publication statusPublished - 2000 Jun
Externally publishedYes

ASJC Scopus subject areas

  • Business and International Management
  • Business, Management and Accounting(all)
  • Strategy and Management
  • Management of Technology and Innovation

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