Management characteristics and the decision to internationalize : Exploration of exporters vs. non-exporters within the Chilean wine industry

Wickramasekera, Rumintha & Bianchi, Constanza (2011) Management characteristics and the decision to internationalize : Exploration of exporters vs. non-exporters within the Chilean wine industry. In The Fourth International Conference on Strategic Management in Latin America, January 13-14, 2011, Bogota, Colombia.

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The objective of this exploratory study was to identify the key factors that enhance and inhibit the export activities of wineries and identify differences between exporters and non-exporters. Based on data collected from Chilean wineries, the findings of this study suggest that the major constraints for non-exporters are the lack of financial resources, limited quantities of stocks for market expansion, management’s lack of knowledge and experience, and the high cost of travelling and participating in trade shows. In addition, the main international markets for Chilean wineries were not psychically close markets as has been found for Australian or other wine industries. For domestic market oriented wineries cellar door sales were an important source of revenue. Finally, the results show that managers have educational levels and international experience exceeding those of other comparable New World wineries.

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ID Code: 47712
Item Type: Conference Paper
Refereed: Yes
Keywords: Chile,, internationalization, exporter, non-exporter, wine
Divisions: Current > QUT Faculties and Divisions > QUT Business School
Copyright Owner: Copyright 2011 please consult authors
Deposited On: 13 Dec 2011 23:28
Last Modified: 23 Jun 2017 22:07

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