Submitted by Philip Pilwarsch (philip.pilwarsch@gmail.com) on 2017-05-06T11:03:14Z No. of bitstreams: 1 PilwarschPhilip_Dissertation.docx: 2038442 bytes, checksum: 5f6dc18f2f0d6ad8f3aee9f8725b5816 (MD5) / Approved for entry into archive by Leiliane Silva (leiliane.silva@fgv.br) on 2017-05-25T12:39:38Z (GMT) No. of bitstreams: 1 PilwarschPhilip_Dissertation.docx: 2038442 bytes, checksum: 5f6dc18f2f0d6ad8f3aee9f8725b5816 (MD5) / Made available in DSpace on 2017-05-30T18:21:06Z (GMT). No. of bitstreams: 1 PilwarschPhilip_Dissertation.docx: 2038442 bytes, checksum: 5f6dc18f2f0d6ad8f3aee9f8725b5816 (MD5) Previous issue date: 2017-03-17 / This paper tries to understand the factors that influence Brazilian software firms to pursue an accelerated internationalization strategy. A literature review gives an overview of existing theories trying to explain the born global phenomenon. Based on these theories a framework was developed, which lists the factors that have an impact on early internationalization. The factors are grouped in three different categories: internal, external, and entrepreneur factors. During interviews with three Brazilian software international ventures the relevant factors were identified. The results show that the flexibility and client-followership are important internal factors. Niche markets and foreign competition are influencing the internationalization from the external side. International experience and informal networks are important entrepreneur factors. Moreover, a difference between business-to-business and business-to-consumer firms could be found. / O presente trabalho tenta entender os fatores que influenciam empresas brasileiras de software a seguir uma estratégia de internacionalização acelerada. O estudo da literatura a respeito do tema expõe uma visão geral das teorias existentes que buscam explicar o surgimento deste fenômeno born global. Com base nessas teorias desenvolveu-se uma estrutura contendo uma relação de fatores que influenciam a internacionalização precoce. Os fatores foram classificados em três categorias: internos, externos e fatores empreendedores. Ao longo de entrevistas com três start-ups de software brasileiras que se internacionalizaram foram identificados esses fatores relevantes. Nichos de mercado e competição estrangeira estão influenciando a internacionalização do lado externo. Experiência internacional e redes de contatos informais consistem em fatores empreendedores importantes. Ademais, foi possível detectar uma diferença entre empresas que atuam no segmento business-to-business e business-to-consumer.