Success Factors of Exporters from Chile

A regression model based on the relationship between eleven success factors and export performance of thirty-eight successful Chilean exporters revealed that successful Chilean export companies, in conformity with existing literature followed a highly flexible strategy for developing foreign markets. Their entry into foreign markets was driven by consumer needs. They established cooperative alliances and networks with foreign companies. These successful companies gained access to foreign technology and know how through such means as welcoming foreign investment, joint research and development and educational formation in foreign countries. Contrary to existing literature, they were small in size, less likely to position their products in a market, less inclined to use foreign suppliers and to have a strategic plan.