Purpose

This study aims to provide a detailed characterization of Argentinean exporting wineries using a new rich firm-level data set to understand how capabilities and business strategies differ among firms with different levels of involvement in the export market.

Design/methodology/approach

A survey was distributed among all wineries along all wine regions of Argentina; the 45-min questionnaire was answered by 230 wineries, a representative sample with a response rate of 26.3% of the total population of Argentinean wineries. The survey assessed the interaction between wineries’ dynamics and characteristics and their participation in export markets. In the comparative analysis, the results are presented by dividing the sample into four categories according to the export intensity of the wineries.

Findings

High-intensity exporting wineries in Argentina differ from other Argentinean wineries in several dimensions. In particular, the most internationalized Argentinean wineries are the most endowed with higher capabilities; they follow a specific business model emphasizing product differentiation, quality upgrading, brand building and the development of distribution channels. Exporting wineries from Argentina adopt business practices that differ from those that prevail among wineries that only target the domestic market. They have developed firm capabilities such as human capital and technology to play a critical role in quality upgrading for their participation in global wine markets.

Originality/value

To the best of the authors’ knowledge, this paper is the first to study the Argentinean exporting wineries using a firm-level sizeable representative sample.

中文翻译：

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阿根廷出口酒庄剖析

目的

本研究旨在利用新的丰富的企业级数据集提供阿根廷出口酿酒厂的详细特征，以了解不同出口市场参与程度的企业之间的能力和业务战略有何不同。

设计/方法论/途径

对阿根廷所有葡萄酒产区的所有酒庄进行了一项调查；这份为期 45 分钟的问卷得到了 230 家酒庄的回答，占阿根廷酒庄总数的 26.3%，是一个具有代表性的样本。该调查评估了酿酒厂的动态和特征与其在出口市场的参与之间的相互作用。在比较分析中，根据酒庄的出口强度将样本分为四类来呈现结果。

发现

阿根廷的高强度出口酒庄在几个方面与其他阿根廷酒庄有所不同。尤其是国际化程度最高的阿根廷酒庄，实力最强；他们遵循特定的商业模式，强调产品差异化、质量升级、品牌建设和分销渠道的发展。阿根廷的出口酿酒厂采用的商业做法与仅针对国内市场的酿酒厂普遍采用的商业做法不同。他们已经发展了人力资本和技术等坚实的能力，在参与全球葡萄酒市场的质量升级中发挥着关键作用。

原创性/价值

据作者所知，本文是第一篇使用企业级相当大的代表性样本来研究阿根廷出口酿酒厂的论文。