Exploring features and opportunities of rapid-growth wine firms in Chile

  • Jorge J. Román Directora Editorial Revista Estudios Gerenciales, Universidad Icesi
  • Christian A. Cancino Profesor Asistente, Departamento de Control de Gestión y Sistemas de Información, Universidad de Chile, Facultad de Economía y Negocios, Santiago, Chile
  • José L. Gallizo Profesor Catedrático, Facultad de Derecho, Economía y Turismo, Universidad de Lleida, Lleida, Spain


While much has been studied regarding the wine industry in Spain and France, little has been studied in developing countries. The aim of this work is to study the characteristics of dynamic wine firms in Chile. This paper presents qualitative research and reports six cases of wine companies, where several variables are analyzed according to Barringer, Jones and Neubaum framework. These variables include prior experience, founders’ knowledge regarding large company management, the use of strategic-planning systems and the use of new technology in the majority of its production. The results of this research could prove insightful for wine entrepreneurs looking to enhance their growth, based on greater differentiation and innovation, and not only on being competitive in pricing.


Allen, K. R. (1999). Growing and managing an entrepreneurial business. Boston: Houghton Mifflin Co.

Autio, E. (2007). Global entrepreneurship monitor: 2007 global report on high–growth entrepreneurship. Babson Park, MA: Babson College.

Autio, E., Arenius, P., & Wallenius, H. (2000). Economic impact of gazelle firms in Finland. Helsinki University of Technology Working Paper Series.

Ávalo–Ortega, J. A., Yagüe–Blanco, J. L., & Cangahuala, G. (2016). El capital social y la planificación adaptativa en una comunidad industrial innovadora del Perú. Estudios Gerenciales, 32(139), 162–169.

Bardají, I. (2004). Tendencias en el mercado español del vino. Distribución y Consumo, 78, 57–68.

Barringer, B. R., & Greening, D. W. (1998). Small business growth through geographic expansion: A comparative case study. Journal of Business Venturing, 13(6), 467–492.

Barringer, B. R., Jones, F. F., & Neubaum, D. O. (2005). A quantitative content analysis of the characteristics of rapid–growth firms and their founders. Journal of Business Venturing, 20(5), 663–687.

Barringer, B., & Harrison, J. (2000). Walking a tightrope: Creating value through interorganizational relationships. Journal of Management, 26(3), 367–403.

Baum, R., Locke, E., & Smith, K. G. (2001). A multidimensional model of venture growth. Academy of Management Journal, 44(2), 292–303.

Berrios, R., & Saens, R. (2012). The country brand trap. Cepal Review, 106(15), 75–88.

Birch, D. L. (1981). Who creates jobs. Public Interest, 65(1), 3–14.

Cancino, C., Bonilla, C., & Vergara, M. (2015). The impact of government support programs for the development of businesses in Chile. Management Decision, 53(8), 1736–1754.

Cancino, C. (2014). Rapid internationalization of SMEs: Evidence from born global firms in Chile. Innovar, 24, 141–151.

Cancino, C. A., & Coronado, F. C. (2014). Exploring the determinants of bornglobal firms in Chile. Academia, Revista Latinoamericana de Administración, 27(3), 386–401.

Case, J. (2001). The gazelle theory. Inc Magazine. The 2001 State of Small Business Issue

Castaldi, R., Cholette, S., & Hussain, M. (2006). A country–level analysis of competitive advantage in the wine industry. Boloña: DEIAgra Working Papers.

Chave, S. P. (1958). Henry Whitehead and cholera in Broad Street. Medical History, 2(2), 92–108.

Chetty, S. (1996). The case study method for research in small–and medium–sized firms. International Small Business Journal, 15(1), 73–85.

Cohen, W., & Levinthal, D. (1990). Absorptive capacity: A new perspective on learning and innovation. Administrative Science Quarterly, 35(1), 128–152.

Cunneen, D., & Meredith, G. (2007). Entrepreneurial founding activities that create gazelles. Small Enterprise Research, 15(1), 39–59.

Davidsson, P., & Delmar, F. (2006). High–growth firms and their contribution to employment: The case of Sweden 1987–96. In P. Davidsson, F. Delma, & J. Wiklund (Eds.), Entrepreneurship and the growth of firms. Cheltenham: Edward Elgar.

Deconinck, K., & Swinnen, J. (2015). The economics of planting rights in wine production. European Review of Agricultural Economics, 42(3), 419–440.

Delmar, F., Davidsson, P., & Gartner, W. B. (2003). Arriving at the high–growth firm. Journal of Business Venturing, 18(2), 189–216.

Donckels, R., & Lambrecht, J. (1995). Joint ventures: No longer a mysterious world for SMEs from developed and developing countries. International Small Business Journal, 13(2), 10–26.

Doorley, T., & Donovan, J. (1999). Value–creating growth. San Francisco: Jossey–Bass.

Eisenhardt, K. M. (1989). Building theories from case study research. Academy of Management Review, 14(4), 532–550.

Felzensztein, C. (2014). The Chilean wine industry: New international strategies for 2020. Emerald Emerging Markets Case Studies, 4(2), 1–12.

Fischer, E., & Reuber, A. R. (2003). Support for rapid–growth firms: A comparison of the views of founders, government policymakers, and private sector resource providers. Journal of Small Business Management, 41(4), 346–365.

Flint, D. J., Golicic, S. L., & Signori, P. (2011). Sustainability through resilience: The very essence of the wine industry. In 6th AWBR international conference.

Grilli, L., & Murtinu, S. (2015). New technology–based firms in Europe: Market penetration, public venture capital, and timing of investment. Industrial and Corporate Change, 24(5), 1109–1148.

Harrison, J., & Taylor, B. (1997). Supergrowth companies. Oxford: Reed Educational and Professional Publishing.

Kantis, H., & Díaz, S. (2011). Innovation and entrepreneurship in Chile. An X–ray of dynamic entrepreneurs and their business practices. Santiago de Chile: Endeavor.

Kim, W., & Mauborgne, R. (1997). Value innovation: The strategic logic of high growth. Harvard Business Review, 75(1), 103–112.

Kolvereid, L. (1992). Growth aspirations among Norwegian entrepreneurs. Journal of Business Venturing, 7(3), 209–222.

Kuratko, D. F. (2005). The emergence of entrepreneurship education: Development, trends, and challenges. Entrepreneurship Theory and Practice, 29(5), 577–598.

Leiva, J. C., & Alegre, J. (2012). Gazelle companies: Definition and characterization. Academia, Revista Latinoamericana de Administración, 50, 31–43.

Loubère, L. A. (2014). The wine revolution in France: The twentieth century. Princeton, NJ: Princeton University Press.

MacMillan, I. C., & Day, D. L. (1988). Corporate ventures into industrial markets: Dynamics of aggressive entry. Journal of Business Venturing, 2(1), 29–39.

Maxwell, J. A. (2008). Designing a qualitative study. The Sage handbook of applied social research methods. California: Sage Publications.

Molina, R. (2009). La incidencia de las competencias esenciales y el propietario dirigente en el fuerte crecimiento de la Pyme manufacturera en San Luis Potosí, México. Cuadernos de Administración, 22(38), 121–144.

Reynolds, P. D. (1987). New firms: Societal contribution versus survival potential. Journal of Business Venturing, 2(3), 231–246.

Rialp, A., Rialp, J., Urbano, D., & Vaillant, Y. (2005). The born–global phenomenon: A comparative case study research. Journal of International Entrepreneurship, 3(2), 133–171.

Sapienza, H. J., & Grimm, C. M. (1997). Founder characteristics, start–up process, and strategy/structure variables as predictors of shortline railroad performance. Entrepreneurship Theory and Practice, 22, 5–24.

Shane, S. (2009). Why encouraging more people to become entrepreneurs is bad public policy. Small Business Economics, 33(2), 141–149.

Sims, M. A., & O'Regan, N. (2006). In search of gazelles using a research DNA model. Technovation, 26(8), 943–954.

Singer, B. (1995). Contours of development. Journal of Business Venturing, 10(4), 303–329.

Storey, D. J., & Morgan, P. (1996). The ten percenters. Fast growing SMEs in Great Britain. First, second, third and fourth report. London: Deloitte & Touche International.

Valenzuela, L., & Maturana, S. (2016). Designing a three–dimensional performance measurement system (SMD3D) for the wine industry: A Chilean example. Agricultural Systems, 142(1), 112–121.

Yin, R. K. (2011). Applications of case study research. Thousand Oaks: Sage Publications.

Yin, R. K. (2013). Case study research: Design and methods. Thousand Oaks: Sage Publications.
Cómo citar
Román, J., Cancino, C., & Gallizo, J. (2017). Exploring features and opportunities of rapid-growth wine firms in Chile. Estudios Gerenciales, 33(143), 115-123. https://doi.org/10.1016/j.estger.2017.02.004
Artículo de investigación