The growth and international expansion of an emerging market retailer in Latin America

Bianchi, Constanza (2011) The growth and international expansion of an emerging market retailer in Latin America. Journal of Global Marketing, 24(4), pp. 357-379.

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This study contributes to the literature on international retailing by addressing a gap in the literature as to how retailers from emerging markets expand internationally. This historical case study analyzes the growth and internationalization process of Chilean retailer Falabella, one of the largest in Latin America and has been able to compete with multinationals from developed countries. The research is based upon primary and secondary data sources including 33 oral interviews with company managers and family executives, as well as industry data, corporate reports, and trade journals. Drawing on institutional theory, the findings show that by belonging to a family conglomerate, engaging in networks and partnerships, organizational learning, and having an experienced management team helped Falabella gain legitimacy in all international markets.

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2 citations in Scopus
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195 since deposited on 13 Dec 2011
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ID Code: 47704
Item Type: Journal Article
Refereed: Yes
Additional URLs:
Keywords: Retailing, international marketing, emerging markets, Chile, Latin America
DOI: 10.1080/08911762.2011.602324
ISSN: 0891-1762
Subjects: Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > MARKETING (150500)
Divisions: Current > QUT Faculties and Divisions > QUT Business School
Copyright Owner: Copyright 2011 Routledge
Copyright Statement: This is a preprint of an article submitted for consideration in the [Journal of Global Marketing] © [2011] [copyright Taylor & Francis]; [Journal of Global Marketing] is available online at:
Deposited On: 13 Dec 2011 23:39
Last Modified: 04 Apr 2013 18:37

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