An exploratory study of the factors enhancing and inhibiting export growth in the Chilean wine industry

Bianchi, Constanza & Wickramasekera, Rumintha (2013) An exploratory study of the factors enhancing and inhibiting export growth in the Chilean wine industry. Journal of International Food and Agribusiness Marketing, 25(2), pp. 85-102.

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The objective of this exploratory study is to investigate the main drivers that enhance and inhibit the export performance of Chilean wineries. Based on survey data collected from Chilean wineries, the findings of this study suggest that the main constraints within the Chilean wineries in developing exports is 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. The main drivers of wine export performance according to the respondents are high quality of the wines, well established network of international distributors, and marketing skills. The major inhibitors of developing wine exports are exchange rate variability, problems in selecting a reliable international distributor, and limited government support to promote wine exports. This study also shows that export managers of Chilean wineries have high educational levels and have international experience. The findings have important implications for export development efforts of both governments and managers.

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ID Code: 50048
Item Type: Journal Article
Refereed: Yes
Additional URLs:
Keywords: internationalization, Chile, wine, export performance
DOI: 10.1080/08974438.2013.724004
ISSN: 0897-4438
Subjects: Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > BUSINESS AND MANAGEMENT (150300) > International Business (150308)
Divisions: Current > QUT Faculties and Divisions > QUT Business School
Current > Schools > School of Advertising, Marketing & Public Relations
Copyright Owner: Copyright 2012 Routledge
Copyright Statement: This is a preprint of an article submitted for consideration in the [journal of International Food and Agribusiness Marketing] © [in press] [copyright Taylor & Francis]; [journal of International Food and Agribusiness Marketing] is available online at:
Deposited On: 02 May 2012 04:12
Last Modified: 24 Apr 2013 19:14

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