International Entrepreneurial Orientation: Exploring the Brazilian Context
International Entrepreneurial Orientation: Exploring the Brazilian Context

Summary/Abstract: Objective: To explore the practises that characterise the International Entrepreneurial Orientation (IEO) of SMEs who endeavour to reach foreign markets from emerging economies. Research Design & Methods: The multiple case study method analysed data collected through interviews and examined with the support of NVIVO software. Panels provide visualisation of entrepreneurial postures, while a final description supports the explanation of four companies’ context. Findings: The combination of IEO dimensions assumes a distinct synergistic effect in different companies’ internationalisation moments. The study suggests that competitive aggressiveness is confused as being part of proactivity in that country context, as the autonomy dimension was not utilised sufficiently by the companies. Implications & Recommendations: Resources such as networks, licenses, and certifications are competitive advantages that encourage forceful entry despite organisational constraints. Future research can investigate concepts of co-creation to bring new insights into the international development of companies and products. Contribution & Value Added: To distinguish how entrepreneurial organisations with autonomy constraints succeed by showing competitive aggressiveness as critical determinants to entering new foreign markets with innovative products.

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