INTERNATIONALIZATION STRATEGIES OF EMERGING COMPANIES: A COMPARATIVE STUDY OF BRAZILIAN CASES ESTRATéGIAS DE INTERNACIONALIZA O DE EMPRESAS EMERGENTES: UM ESTUDO COMPARATIVO DE CASOS BRASILEIROS

Over the last decade, interest has picked up as to emerging economies and their companies. This recent movement does not imply that previous theories and models are no longer applicable, however, one must analyze, in a broader comprehensive manner, a series of specific context factors and those concerning the management of this kind of company. Therefore, this paper analyzed the internationalization strategies adopted by six Brazilian companies before a set of internationalization models. A qualitative research approach was employed and in-depth interviews were conducted with corporate management level professionals. Companies were divided into three groups according to internationalization times (Group I – over ten years, Group II - between five and ten years, and Group III – under five years). Observations indicated that for Groups I and III companies the product lifecycle (Vernon, 1966 and 1979) and the eclectic paradigm (Dunning, 1980, 1988 and 2000) economic models support justifying internationalization motivations for companies’ internalization whilst the Uppsala model (Johanson and VAHLNE, 1979, 2009), at least in part explains, choice decisions concerning a few countries. As to Group II companies, the product lifecycle model is not the underlying motivation for internationalization, choices being more closely related to sector opportunities and the characteristics of both products and services. O interesse sobre as economias emergentes e sobre suas empresas aumentou na última década. Este movimento recente n o significa dizer que as teorias e modelos anteriores n o sejam úteis, porém, é preciso analisar, de forma mais abrangente, uma série de fatores específicos do contexto e da gest o deste tipo de empresa. Assim, neste artigo foram analisadas as estratégias de internacionaliza o utilizadas por seis empresas brasileiras comparando-as com alguns dos modelos de internacionaliza o. A pesquisa é de abordagem qualitativa e foram feitas entrevistas em profundidade com profissionais do nível de gerência das empresas. As empresas foram divididas em três grupos de acordo com o seu tempo de internacionaliza o (Grupo I - mais de dez anos; Grupo II - entre cinco e dez anos; e Grupo III - menos de cinco anos). Observou-se que para as empresas dos Grupos I e III os modelos econ micos de ciclo de vida do produto (VERNON, 1966 e 1979) e do paradigma eclético (DUNNING, 1980; 1988 e 2000) ajudam a explicar as motiva es para a internacionaliza o e o modelo de Uppsala (JOHANSON e VAHLNE, 1979, 2009) explica, pelo menos em parte, as decis es de escolha de alg