Retail internationalisation from emerging markets: case study evidence from Chile

摘要

Purpose - Research on international retailing has generally emanated from Europe andrnNorth America. Nonetheless, retailers from emerging countries can also be important players inrnregional markets. The purpose of this paper is to explore how retailers from emerging markets canrnbecome strong enough to compete internationally.rnDesign/methodology/approach - The study examines a longitudinal case study of therninternationalisation process of Falabella, a Chilean retailer that has recently become an importantrnplayer in the Latin America retail industry. Drawing on 32 interviews with company managers, as wellrnas industry data and corporate reports, this paper provides insights into the successfulrninternationalisation process of a retailer from an emerging country.rnFindings-The paper offers insights into emerging market internationalisation. In particular, thesernfindings suggest that specific capabilities and resources, such as local and regional partnerships,rnorganisational learning, innovation orientation, adaptation to the local markets, and an experiencedrnmanagement team, are required for emerging market retailers to internationalise and improve theirrnlikelihood of success in foreign markets.rnResearch limitations/implications - This paper explores an underdeveloped topic through thernanalysis of a longitudinal case study. Thus, it is necessary to further expand this line of research andrninvestigate other emerging market retailers.rnPractical implications - This study raises a number of important issues for emerging market retailrnmanagers that are reluctant to expand abroad and compete with large multinationals from developedrnmarkets, or that are struggling with their actual internationalisation process.rnOriginality/value - To date, the retail internationalisation literature has focused on therninternational experiences of firms from developed nations. However, there is a gap in the literaturernas to how retailers from emerging countries can become strong enough to compete internationally.