Universidad de San Andrés
Departamento de Administración
Vito Dumas 284 (B1644BID)
Victoria, Provincia de Buenos Aires
NBER Working Papers and Publications
|April 2011||Lifting the Domestic Veil: The Challenges of Exporting Differentiated Goods Across the Development Divide|
with Daniel Friel, Juan Carlos Hallak: w16947
Several developing countries feature weak performances as exporters of differentiated goods to developed countries. This paper builds a conceptual framework to explain the obstacles that prevent producers of differentiated products from establishing a consistent presence in the developed world and the process through which those obstacles may be overcome. We build our framework based on case studies of export emergence in four Argentine industries: motorboats, television programs, wines, and wooden furniture. We find that exporting consistently to developed countries requires drastic changes in how business is conceived and conducted relative to the practices that prevail among domestically-oriented firms. Attempts by these firms to export often do not succeed because they approach foreign...