Overview

In 1956, Beckerman stated that there was a factor influencing the way sellers in a country view customers as 'closer.' He believed that factors such as difficulties or ease in understanding a foreign language, availability of air transport to a specific location, or the existence of a previously established relationship could alter this perception. This sensitivity to factors that can prevent or hinder international trade is called psychological distance (PD). The problem studied in this book is: how might Brazilian state exports have been influenced by psychological distance in its various dimensions? Based on a review of the main studies on internationalisation, PD and international business, we can affirm that there is evidence that PD still has an effect on foreign trade relations, as Beckerman suspected, but the magnitude, characteristics and determinants of this influence are still unknown and may be dissipating or changing their characteristics and impacts. This book presents contributions to both academia and business managers.

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