From local to global: institutional and resource dynamics in the international strategies of Brazilian small- and medium-sized enterprises

This paper investigates the influences of organizational resources and institutions on international sales, among a group of Brazilian SMEs. In this exploratory field research, interviews were conducted with managers from 20 exporting SMEs and data regarding managerial traits, product quality, knowledge and learning, and innovation, as well as institutions were gathered and analyzed. Among key results, it was verified a consistent business approach toward foreign markets largely motivated by survival, a strategy in response to an adverse domestic business environment, since economies of scale may only be achieved through international business, despite a large home market. Organization’s resources are directed at overcoming institutional barriers both in domestic and European markets and assure continuous business relationships.