Superando a liability of outsidership na china: a experiência das empresas brasileiras no desenvolvimento do guanxi
Ano de defesa: | 2013 |
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Autor(a) principal: | |
Orientador(a): | |
Banca de defesa: | , |
Tipo de documento: | Dissertação |
Tipo de acesso: | Acesso aberto |
Idioma: | por |
Instituição de defesa: |
Universidade Federal de Santa Maria
|
Programa de Pós-Graduação: |
Programa de Pós-Graduação em Administração
|
Departamento: |
Administração
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País: |
BR
|
Palavras-chave em Português: | |
Palavras-chave em Inglês: | |
Área do conhecimento CNPq: | |
Link de acesso: | http://repositorio.ufsm.br/handle/1/4649 |
Resumo: | In light of the discussions about the internationalization of firms and the challenges inherent in this process, several theories emerged seeking to understand the critical factors for the success of organizations in the foreign market. A recent theoretical approach argues that the main barriers in the internationalization process are related to the burden of being out of international networking, ie, the y face the so - called liability o f outsidership . Considering the importance of China for the trade balance of Brazil, the presence of 44.4% of Brazilian multinationals in Asia, and the complexity of business relationships in China ( guanxi ), this study aims to investigate how Brazilian com panies operating in China develop guanxi as a way to overcome the liability of outsidership. For this, it was developed a descriptive research with qualitative nature, and performed a multiple case study in four Brazilian companies that operate in the serv ices sector, being two law firms and two trading companies, with a subsidiary in China. The observation units involved professionals who had more experience in driving the company's business in China. Th e information was collected through semi - structured interviews explored in depth. To analyze the data, it was opted to content analysis, with the help of the software NVivo 8.0. The results show: (1) the motivations of the firms for the internationalization in China; (2) the difficulties arising from the liability of outsidership; (3) the im portance and benefits of guanxi ; (4) the activities for the development of guanxi ; and (5) the exper ience of the companies developing guanxi according to the model of Chen & Chen (2004). It is hoped that this research will contribute to knowledge generation about the internationalization of Brazilian companies to China. |
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2017-05-032017-05-032013-03-01SCHIAVINI, Janaina Mortari. Overcoming the liability of outsidership in china: the experience of brazilian companies in the development of guanxi. 2013. 119 f. Dissertação (Mestrado em Administração) - Universidade Federal de Santa Maria, Santa Maria, 2013.http://repositorio.ufsm.br/handle/1/4649In light of the discussions about the internationalization of firms and the challenges inherent in this process, several theories emerged seeking to understand the critical factors for the success of organizations in the foreign market. A recent theoretical approach argues that the main barriers in the internationalization process are related to the burden of being out of international networking, ie, the y face the so - called liability o f outsidership . Considering the importance of China for the trade balance of Brazil, the presence of 44.4% of Brazilian multinationals in Asia, and the complexity of business relationships in China ( guanxi ), this study aims to investigate how Brazilian com panies operating in China develop guanxi as a way to overcome the liability of outsidership. For this, it was developed a descriptive research with qualitative nature, and performed a multiple case study in four Brazilian companies that operate in the serv ices sector, being two law firms and two trading companies, with a subsidiary in China. The observation units involved professionals who had more experience in driving the company's business in China. Th e information was collected through semi - structured interviews explored in depth. To analyze the data, it was opted to content analysis, with the help of the software NVivo 8.0. The results show: (1) the motivations of the firms for the internationalization in China; (2) the difficulties arising from the liability of outsidership; (3) the im portance and benefits of guanxi ; (4) the activities for the development of guanxi ; and (5) the exper ience of the companies developing guanxi according to the model of Chen & Chen (2004). It is hoped that this research will contribute to knowledge generation about the internationalization of Brazilian companies to China.À luz das discussões sobre internacionalização de empresas e os desafios inerentes à este processo, diversas teorias emergiram buscando compreender os fatores críticos para o sucesso das organizações no mercado estrangeiro. Uma recente abordagem teórica defende que as principais barreiras no processo de internacionalização estão relacionadas ao ônus de estar fora das redes de relacionamento internacionais, ou seja, enfrentam a chamada liability of outsidership. Considerando a relevância da China para a balança comercial do Brasil, a presença de 44,4% das multinacionais brasileiras na Ásia, e a complexidade das relações de negócios na China (guanxi), este estudo se propôs a investigar como as empresas brasileiras que operam na China desenvolvem guanxi como meio de superar a liability of outsidership. Para isso, foi desenvolvida uma pesquisa de caráter descritivo e natureza qualitativa, sendo realizado um estudo de casos múltiplos em quatro empresas brasileiras que atuam no setor de serviços, sendo dois escritórios de advocacia e duas tradings, que possuem filial na China. As unidades de observação compreenderam os profissionais que possuíam mais experiência na condução dos negócios da empresa com a China. A coleta de dados ocorreu por meio de entrevistas semi-estruturadas exploradas em profundidade. Para o tratamento dos dados, optou-se pela análise de conteúdo, com o auxílio do software NVivo 8.0. Os resultados obtidos identificaram: (1) as motivações das empresas na internacionalização para a China; (2) as dificuldades enfrentadas decorrentes da liability of outsidership; (3) a importância e os benefícios do guanxi; (4) as atividades realizadas para o desenvolvimento do guanxi; e (5) a experiência das empresas no desenvolvimento do guanxi à luz do modelo de Chen e Chen (2004). Espera-se que este trabalho contribua para geração de conhecimento sobre a internacionalização das empresas brasileiras para a China.Coordenação de Aperfeiçoamento de Pessoal de Nível Superiorapplication/pdfporUniversidade Federal de Santa MariaPrograma de Pós-Graduação em AdministraçãoUFSMBRAdministraçãoInternacionalizaçãoLiability of OutsidershipRedes de relacionamentoChinaGuanxiInternationalizationLiability of outsidershipRelationship networksChinaGuanxiCNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAOSuperando a liability of outsidership na china: a experiência das empresas brasileiras no desenvolvimento do guanxiOvercoming the liability of outsidership in china: the experience of brazilian companies in the development of guanxiinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisScherer, Flavia Lucianehttp://buscatextual.cnpq.br/buscatextual/visualizacv.do?id=K4708089U6Madruga, Lúcia Rejane da Rosa Gamahttp://buscatextual.cnpq.br/buscatextual/visualizacv.do?id=K4764371U2Fleury, Afonso Carlos Corrêahttp://lattes.cnpq.br/6062196023757105http://lattes.cnpq.br/7533072548784492Schiavini, Janaina Mortari6002000000064003003003003004fde65b8-7d9e-4960-a80e-a957620ebe76b81e42b2-7471-493d-acaf-877ef04496f2dd052738-0236-4a46-96da-48e51c7cff7bf78a4e79-db01-458f-b31f-7bb004af8d3binfo:eu-repo/semantics/openAccessreponame:Manancial - Repositório Digital da UFSMinstname:Universidade Federal de Santa Maria (UFSM)instacron:UFSMORIGINALSchiavini, Janaina Mortari.pdfapplication/pdf1286894http://repositorio.ufsm.br/bitstream/1/4649/1/Schiavini%2c%20Janaina%20Mortari.pdfa71e6a7902fddb67908860b6deb6ad21MD51TEXTSchiavini, Janaina Mortari.pdf.txtSchiavini, Janaina Mortari.pdf.txtExtracted texttext/plain253156http://repositorio.ufsm.br/bitstream/1/4649/2/Schiavini%2c%20Janaina%20Mortari.pdf.txt95a55af70b0d6dd4227a8bf44dda787bMD52THUMBNAILSchiavini, Janaina Mortari.pdf.jpgSchiavini, Janaina Mortari.pdf.jpgIM Thumbnailimage/jpeg5642http://repositorio.ufsm.br/bitstream/1/4649/3/Schiavini%2c%20Janaina%20Mortari.pdf.jpg35bec67816159b8a705073e9b1e34376MD531/46492022-08-08 12:10:45.949oai:repositorio.ufsm.br:1/4649Repositório Institucionalhttp://repositorio.ufsm.br/PUBhttp://repositorio.ufsm.br/oai/requestopendoar:39132022-08-08T15:10:45Manancial - Repositório Digital da UFSM - Universidade Federal de Santa Maria (UFSM)false |
dc.title.por.fl_str_mv |
Superando a liability of outsidership na china: a experiência das empresas brasileiras no desenvolvimento do guanxi |
dc.title.alternative.eng.fl_str_mv |
Overcoming the liability of outsidership in china: the experience of brazilian companies in the development of guanxi |
title |
Superando a liability of outsidership na china: a experiência das empresas brasileiras no desenvolvimento do guanxi |
spellingShingle |
Superando a liability of outsidership na china: a experiência das empresas brasileiras no desenvolvimento do guanxi Schiavini, Janaina Mortari Internacionalização Liability of Outsidership Redes de relacionamento China Guanxi Internationalization Liability of outsidership Relationship networks China Guanxi CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
title_short |
Superando a liability of outsidership na china: a experiência das empresas brasileiras no desenvolvimento do guanxi |
title_full |
Superando a liability of outsidership na china: a experiência das empresas brasileiras no desenvolvimento do guanxi |
title_fullStr |
Superando a liability of outsidership na china: a experiência das empresas brasileiras no desenvolvimento do guanxi |
title_full_unstemmed |
Superando a liability of outsidership na china: a experiência das empresas brasileiras no desenvolvimento do guanxi |
title_sort |
Superando a liability of outsidership na china: a experiência das empresas brasileiras no desenvolvimento do guanxi |
author |
Schiavini, Janaina Mortari |
author_facet |
Schiavini, Janaina Mortari |
author_role |
author |
dc.contributor.advisor1.fl_str_mv |
Scherer, Flavia Luciane |
dc.contributor.advisor1Lattes.fl_str_mv |
http://buscatextual.cnpq.br/buscatextual/visualizacv.do?id=K4708089U6 |
dc.contributor.referee1.fl_str_mv |
Madruga, Lúcia Rejane da Rosa Gama |
dc.contributor.referee1Lattes.fl_str_mv |
http://buscatextual.cnpq.br/buscatextual/visualizacv.do?id=K4764371U2 |
dc.contributor.referee2.fl_str_mv |
Fleury, Afonso Carlos Corrêa |
dc.contributor.referee2Lattes.fl_str_mv |
http://lattes.cnpq.br/6062196023757105 |
dc.contributor.authorLattes.fl_str_mv |
http://lattes.cnpq.br/7533072548784492 |
dc.contributor.author.fl_str_mv |
Schiavini, Janaina Mortari |
contributor_str_mv |
Scherer, Flavia Luciane Madruga, Lúcia Rejane da Rosa Gama Fleury, Afonso Carlos Corrêa |
dc.subject.por.fl_str_mv |
Internacionalização Liability of Outsidership Redes de relacionamento China Guanxi |
topic |
Internacionalização Liability of Outsidership Redes de relacionamento China Guanxi Internationalization Liability of outsidership Relationship networks China Guanxi CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
dc.subject.eng.fl_str_mv |
Internationalization Liability of outsidership Relationship networks China Guanxi |
dc.subject.cnpq.fl_str_mv |
CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
description |
In light of the discussions about the internationalization of firms and the challenges inherent in this process, several theories emerged seeking to understand the critical factors for the success of organizations in the foreign market. A recent theoretical approach argues that the main barriers in the internationalization process are related to the burden of being out of international networking, ie, the y face the so - called liability o f outsidership . Considering the importance of China for the trade balance of Brazil, the presence of 44.4% of Brazilian multinationals in Asia, and the complexity of business relationships in China ( guanxi ), this study aims to investigate how Brazilian com panies operating in China develop guanxi as a way to overcome the liability of outsidership. For this, it was developed a descriptive research with qualitative nature, and performed a multiple case study in four Brazilian companies that operate in the serv ices sector, being two law firms and two trading companies, with a subsidiary in China. The observation units involved professionals who had more experience in driving the company's business in China. Th e information was collected through semi - structured interviews explored in depth. To analyze the data, it was opted to content analysis, with the help of the software NVivo 8.0. The results show: (1) the motivations of the firms for the internationalization in China; (2) the difficulties arising from the liability of outsidership; (3) the im portance and benefits of guanxi ; (4) the activities for the development of guanxi ; and (5) the exper ience of the companies developing guanxi according to the model of Chen & Chen (2004). It is hoped that this research will contribute to knowledge generation about the internationalization of Brazilian companies to China. |
publishDate |
2013 |
dc.date.issued.fl_str_mv |
2013-03-01 |
dc.date.accessioned.fl_str_mv |
2017-05-03 |
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2017-05-03 |
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SCHIAVINI, Janaina Mortari. Overcoming the liability of outsidership in china: the experience of brazilian companies in the development of guanxi. 2013. 119 f. Dissertação (Mestrado em Administração) - Universidade Federal de Santa Maria, Santa Maria, 2013. |
dc.identifier.uri.fl_str_mv |
http://repositorio.ufsm.br/handle/1/4649 |
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SCHIAVINI, Janaina Mortari. Overcoming the liability of outsidership in china: the experience of brazilian companies in the development of guanxi. 2013. 119 f. Dissertação (Mestrado em Administração) - Universidade Federal de Santa Maria, Santa Maria, 2013. |
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