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

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The objective of this study was to identify the key factors differentiating between exporters and non-exporters in the Chilean wine industry. Based on survey data collected from 61 wineries, the findings show that the main barriers for non-exporters are the lack of financial resources, limited quantities of stock for market expansion, management's lack of knowledge and experience, and the high cost of travelling and participating in trade shows. The results also show that managers have educational levels and international experience exceeding those of other comparable New World wineries. Finally, in developing their main international markets, Chilean wineries did not target psychically close markets as identified in previous wine industry studies.
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Keywords: Chile; exporter; internationalization; non-exporter; wine

Document Type: Research Article

Affiliations: 1: Marketing and Public Relations, Faculty of Business, School of Advertising, Queensland University of Technology, 2 George Street, GPO Box 2434 Brisbane, 4001, Queensland, Australia 2: Marketing and Public Relations, School of Advertising, QUT Business School, Queensland University of Technology, 2 George Street, GPO Box 2434 Brisbane, 4001, Queensland, Australia

Publication date: September 1, 2013

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