This multi-case study searched to understand why and how food processing industries develop new products and market orientates to compete in the Brazilian functional dairy market. It also examines the regulatory framework role in this process. We use case studies as an approach to give evidence of the systemic relations and the existent trade-offs among factors related to innovation. We chose a research design with one unity of analysis (food processors that recently launched new products in the functional dairy market) and multiple case studies (three Brazilian dairies of the southern region). The results reveal that the enterprises adopt a second-mover strategy vis-à-vis the multinational competitors. Traditionally, this strategy is considered safer and requires lower R&D and marketing investments. However, it erodes branding and also limits financial returns from innovations. The second-mover behavior is consequence of poor market orientation and restricted cooperation with external partners. This "vicious circle" is also enhanced by barriers established by the regulatory framework.
second-movers; food processing firm; innovation; functional dairy foods
