Defensive strategies of local companies against foreign multinationals evidence from Chilean retailers

Bianchi, Constanza & Reyes, Carolina (2005) Defensive strategies of local companies against foreign multinationals evidence from Chilean retailers. Latin American Business Review, 6(2), pp. 67-85.

View at publisher


Many retailers have been expanding into foreign markets, although not all such attempts at internationalization have been successful. This study examines the actions taken by Chilean retailers that negatively affected the operations of Home Depot, Carrefour and J.C. Penney in Chile. The results show that the strategies employed by local companies have consisted in: (1) becoming informed about the company's strengths and weaknesses, while imitating its best practices; (2) deepening their own market know-how and hiring high-level executives to lead defensive strategies; (3) opening stores in strategic places in order to win advantages concerning location; and (4) investing in technology and the training of employees. The overall effect on the market has been one of concentration and consolidation of the retail industry.

Impact and interest:

Search Google Scholar™

Citation counts are sourced monthly from Scopus and Web of Science® citation databases.

These databases contain citations from different subsets of available publications and different time periods and thus the citation count from each is usually different. Some works are not in either database and no count is displayed. Scopus includes citations from articles published in 1996 onwards, and Web of Science® generally from 1980 onwards.

Citations counts from the Google Scholar™ indexing service can be viewed at the linked Google Scholar™ search.

Full-text downloads:

1,394 since deposited on 10 Jun 2009
239 in the past twelve months

Full-text downloads displays the total number of times this work’s files (e.g., a PDF) have been downloaded from QUT ePrints as well as the number of downloads in the previous 365 days. The count includes downloads for all files if a work has more than one.

ID Code: 21069
Item Type: Journal Article
Refereed: No
Additional URLs:
Keywords: Retail, internationalisation, Chile, success, foreign retailers, local defensive strategies
DOI: 10.1300/J140v06n02_04
ISSN: 1097-8526
Subjects: Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > MARKETING (150500) > Marketing Management (incl. Strategy and Customer Relations) (150503)
Divisions: Current > QUT Faculties and Divisions > QUT Business School
Copyright Owner: Copyright 2005 Routledge
Deposited On: 10 Jun 2009 04:10
Last Modified: 23 Jun 2017 14:40

Export: EndNote | Dublin Core | BibTeX

Repository Staff Only: item control page