SciELO - Scientific Electronic Library Online

vol.53 número3Foreign direct investment in the G-20: to what extent do institutions matter?Impact of programs on competency, career, and income on management graduates índice de autoresíndice de assuntospesquisa de artigos
Home Pagelista alfabética de periódicos  

Serviços Personalizados




Links relacionados


RAUSP Management Journal

versão On-line ISSN 2531-0488


REZENDE, Sérgio; GALDINO, Kátia  e  LAMONT, Bruce. Internationalization process through an opportunity lens. RAUSP Manag. J. [online]. 2018, vol.53, n.3, pp.422-440. ISSN 2531-0488.


The purpose of this paper is to establish a conversation between international business and international entrepreneurship literatures by analyzing if and how international opportunities are related to the internationalization process of the firm.


This paper reports finding from a backward-looking longitudinal, qualitative, embedded case study of an internationalized Brazilian firm, covering all 13 foreign markets where the firm has operated over 18 years.


Modal shifts within foreign markets were rare. Over time, the firm learned how to refine, rather than change, the servicing modes within each foreign market; it also learned how to better develop internal and exploitative opportunities, manage a portfolio of servicing modes across foreign markets, and use more complex mode servicing packages. Overall, international opportunities and the internationalization process of the firm were inextricably connected.

Research limitations/implications

The authors acknowledge limitations related to the statistical generalizability of the research method and suggest that statistical validation is needed as the research on opportunities and the internationalization process of the firm progresses.

Practical implications

Internationalizing firms should carefully consider the choice of entry mode in foreign markets. They should also understand that learning is not necessarily associated with change.


The authors show that the internationalization process of a traditional firm can be analyzed through an opportunity lens. This means associating characteristics of international opportunities with mode continuation and modal shifts in all foreign markets where the firm operates.

Palavras-chave : Internationalization process; International opportunity; Opportunity source; Opportunity learning; Sequential moves.

        · texto em Inglês     · Inglês ( pdf )