The rise of technolatinas: measuring the determinants of iternationalization for the Brazilian technology start-ups

Purpose – This paper examines the determinants of Brazilian Technological start-ups to internationalise. In particular, the paper explores to what extent institutional antecedents, the entrepreneurial social network and market push and pull factors played a role in that outcome. Design/methodology/approach – The theoretical lens of inter-organizational networks, social networks and the entrepreneurs’ cognition were employed to establish the determinants of internationalisation. Case study methodology was adopted to examine ten Brazilian start-up technological companies. The impact of institutional determinants and entrepreneurial characteristics were controlled by selecting the start-up sample that spin out from the technological graduates of one of the Brazilian university. These start-ups were based in the same innovation park and started the business within the span of ten-year time period. Findings – Our findings suggest that inter-organisational, as well as social networks have played a central role in firms’ decisions to internationalise. The firms’ customer relationship with the international partners acted as a catalyst to internationalize. Entrepreneurs’ cognisance and familiarity of the foreign market acted as a push factor to operate in a new market. Institutional contexts were also determinant in facilitating that outcome, particularly through a joint influence of Governmental, Academic and Industry organizations. Theoretical/practical implications – The research contributes to the internationalisation literature by introducing the impact of entrepreneurial experience and social networks as a stimulus for internationalisation. The research outcome has also implications for the policy makers on how triple helix constellations can induce the internationalization of start-ups. Originality/value – There are only limited studies that concern the internationalisation of startups from the BRICS countries. Also, there are no studies from emerging economies focus on entrepreneurs’ cognition and social networks, and particularly exploring how technological graduates from the same university, starting a spin-off and opted to internationalise while operating from the same institutional context.