Do agreste de Pernambuco para o mundo: o caso pinga nordestina

Abstract

This paper concerns the internationalisation process of Pinga Nordestina. This company joined the PSI - Projeto Setorial Integrado da Cachaça de Pernambuco (Pernambuco State Cachaça Integrated Sector Project), supported by APEX and started to export in 2005. The findings corroborate with the importance of establishing networks, the psych distance and the incremental and cumulative learning process advocated by the Uppsala Model theorists. The participation of the executive in international fairs and missions was a stimulating factor in this process, leading to a reflexive learning that caused major changes in the manufactured products for both markets, internal and abroad. It was also observed that the government was a catalyst agent, contributing directly to this internationalisation process. However, the perception of the psych distance of the destination country of the first export was reduced due to the nationality of the buying executive.