The Internationalization of the Software Market: Opportunities and Challenges for Brazilian Companies

Oscar Roberto Burzynski, Alexandre Reis Graeml, Zandra Balbinot


This paper deals with the potential for internationalization of the Brazilian software industry from the perspective of software developers and service providers. The purpose of the study conducted was to better understand the way Brazilian software companies relate to the international software market by comparing the perceptions of entrepreneurs and those of government agency officials responsible for increasing Brazil's participation in the international software market. Data collection took place by means of semi-structured interviews with entrepreneurs and government agency officials. The data gathered was subjected to content analysis. Results show that Brazilian software companies perform poorly with regard to levels of exporting their products and services for a number of reasons, among which the most outstanding is that they still think that the internal market offers enough challenges and opportunities.


Internationalization process; software industry; export support agencies; export development; software developers; service providers

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