IMPACT OF BUSINESS INTELLIGENCE ON EXPORT OF SOFTWARE FIRMS IN EMERGING MARKETS

The paper aims to understand the impact of business intelligence on Paraguayan ICT firms' export performance. It adopted a multiple case-study research design using different sources of evidence, including 15 responses from subject-matter experts (SMEs). They were selected using a purposive sampling method. Data collected in November 2017 were analyzed using grounded theory to develop patterns and categories, and to understand differences and consistencies. The revised Uppsala internationalization process model is used as a theoretical framework. This paper provides empirical insights on the impact of business intelligence on the export performance of ICT firms in Paraguay. Although only a few SMEs currently use business intelligence solutions to support international strategic decision-making processes, the majority indicate their intention to use them in expectation of positive impact on export performance and international competitiveness. The main factors for selecting a business intelligence solution are transparency of cost and benefits, an excellent client service and an attractive pricing model. The study results are relevant for all stakeholders, who support the impact of business intelligence systems on the export performance of Paraguayan ICT firms. Future scholarly work should include quantitative assessments of SME perceptions and quantitative data to provide greater clarification of the statistical significance of the variables of this study or to replicate it with other SMEs from different industries and countries. The paper fulfils an identified need and a call for research to study the use and impact of business intelligence on export performance and the competence to globalize Paraguayan ICT firms.