INTERNATIONALIZATION PROCESS OF SÃO FRANCISCO COMPANIES: a multiple case study

Abstract

This research has the overall aim of investigating the process of internationalization of exporters located in the Vale of São Francisco. From the study of multiple cases of qualitative and longitudinal nature developed in enterprises Special Fruit-BA and Ara Agrícola-PE, fifteen managers and consultants participated in semi-structured interviews, examined through content analysis, moreover documents were also investigated. In Special Fruit, revealed three phases and twelve key events while in Ara Agrícola, two phases constitute the internationalization process with seven major events. Moreover, it is observed that entrepreneurs entering the São Francisco region tend to enter the international market. There is a culture in the region to produce abroad, in this case, the networks of relationships are shown as crucial for information and create partnerships to meet the demands of the international logic.