Table 1. Comparison between stages:...

Table 1.

Comparison between stages: Uppsala model and MicroPort

Stage	Uppsala model	MicroPort
1	No regular export activities Occasional deliveries	Identified a distributor to lead and hold the registrations After registration, the first samples were sent for experimentation by opinion formers in the countries
2	A representative in the host country matters Relationship with customers, sales, and distribution	Sought to develop a strong base for distribution Fostered participation in biddings
3	Own subsidiary in the country Relationship with customers, sales and distribution	Established sales office without direct exports but regaining ownership of the records. Authorized imports from distributors, now non-exclusive Created a local subsidiary and became the holder of records; imports with exclusivity

Stage	Uppsala model	MicroPort
1	No regular export activitiesOccasional deliveries	Identified a distributor to lead and hold the registrationsAfter registration, the first samples were sent for experimentation by opinion formers in the countries
2	A representative in the host country mattersRelationship with customers, sales, and distribution	Sought to develop a strong base for distributionFostered participation in biddings
3	Own subsidiary in the countryRelationship with customers, sales and distribution	Established sales office without direct exports but regaining ownership of the records. Authorized imports from distributors, now non-exclusiveCreated a local subsidiary and became the holder of records; imports with exclusivity

Source: Based on primary data from interviews with top headquarters’ executives and local managers of the Brazilian operation, as well as secondary data obtained from minutes of meetings, reports and summaries of corporate presentations

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