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This article aims to analyze the process of internationalization of the Brazilian pulp and paper. This analysis has an economic bias, basing on the model of internationalization of Eclectic Paradigm of Dunning (1980) in order to identify the internationalization strategies, as well as the key drivers that have enabled reach new markets. We adopted a qualitative methodology, developed through a case study in the company Suzano, a Brazilian company, a global leader in the pulp and paper industry, with a strong presence in the international market. The data were obtained from literature searches, statistics, press releases and official documents of the company. For the treatment of these was used to pattern matching techniques, which enabled contrast them with the theory selected. The results revealed that Suzano differentiated adopted guidelines for the marketing of paper and pulp. The paper is intended primarily for the domestic market, whereas most of the pulp produced is intended to international trade. The company went international for having, according to the Eclectic Paradigm, the advantages of ownership and internalization over their competitors. The strategies used consists in finding markets (market seeking), search efficiency (efficiency seeking) and search for strategic assets (strategic asset seeking). We conclude that the theory is Eclectic Paradigm in an appropriate tool for analyzing the internationalization process of the pulp and paper industries

revista ibero-americana de estratégia

AS ESTRATÉGIAS DE INTERNACIONALIZAÇÃO DA INDÚSTRIA BRASILEIRA DE PAPEL E CELULOSE SOB A ÓTICA DO PARADIGMA ECLÉTICO: ESTUDO DE CASO DA EMPRESA SUZANO PAPEL E CELULOSE