Abstract
Responding to the increasing need of studying the internationalisation process of small firms in Latin American, this study focuses on the patterns of internationalisation experienced by traditional Brazilian footwear manufacturers. Based on qualitative interviews with three Brazilian footwear manufacturers with rich internationalisation experience in the past decades, we provide findings to three research questions related to internationalisation. The motives to internationalise is found to be driven by government incentives, domestic economic downturn, and foreign market opportunities provided by distributors. Such opportunistic motives shaped the export-based modes of entry in the 1970's-1990's period. Driven by free trade agreements and international competition, more recent internationalisation activities are evidenced by greater foreign market learning and marketing mix localisation. The findings contribute to the extant literature on why and how Latin American firms internationalise in the past decades.
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