Tripé da Estratégia: O Papel dos Agentes Institucionais no Processo de Internacionalização
DOI:
https://doi.org/10.18568/internext.v17i1.622Palavras-chave:
Estratégia, Processo de internacionalização, Visão Baseada em Instituições, Tripé da Estratégia, Agentes institucionais, SMEResumo
Objetivo: compreender o papel dos agentes institucionais no processo de internacionalização, na perspectiva do tripé da estratégia.
Método: foi desenvolvido um estudo de caso único para investigar a internacionalização de cinco empresas que são associadas a um agente institucional, sob três categorias de análise – internacionalização sob a ótica econômica, comportamental e institucional.
Principais resultados: enquanto agente institucional, a entidade é crucial no processo de internacionalização de seus associados, a depender do porte e experiência exportadora. Na perspectiva econômica, coordena a identificação de novos mercados. Na comportamental, dinamiza o gradualismo de inserção internacional e constrói redes de relacionamento. Na institucional, desenvolve um ambiente colaborativo, legitimando a conversão de instituições informais em formais.
Relevância/originalidade: estudos empíricos sustentados pelo tripé da estratégia costumam limitar-se a categorizar os elementos recursos, indústria e instituições, separadamente. A perspectiva de análise a partir de agentes institucionais permite avaliar os efeitos das ações dos agentes institucionais de forma abrangente e inter-relacionada.
Contribuições teóricas/metodológicas: evidencia-se a inter-relação entre os elementos do tripé da estratégia, dinamizada por agentes institucionais de países emergentes. Agentes institucionais atuam como consolidadores de ações coletivas, reforçando seu papel na construção de instituições informais e formais, mitigando atos oportunísticos que poderiam vilipendiar ações coletivas na construção de confiança e facilitando o acesso a recursos e conhecimento.
Contribuições para a gestão: a pesquisa oferece uma oportunidade de reflexão sobre o posicionamento de entidades representativas setoriais que podem aprimorar suas ações em decorrência das contribuições percebidas pelos associados e os pontos de melhoria por eles identificados.
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Referências
Aguilera, R. (2011). Interorganizational Governance and Global Strategy. Global Strategy Journal, 95, 90–95. https://doi.org/10.1111/j.2042-5805.2011.00013.x
Aguilera, R. V. ., & Grogaard, B. (2019). The dubious role of institutions in international business: A road forward. Journal of International Business Studies, 50(1), 20–35.
Alexander, E. R. (2005). Institutional Transformation and Planning: From Institutionalization Theory to Institutional Design. Planning Theory, 4(3), 209–223. https://doi.org/10.1177/1473095205058494
APEX BRASIL. (2019). APEX BRASIL. www.apexbrasil.gov.br
Barney, J. B. (1991). Firm resources and sustained competitive advantage. Journal of Management, 17(1), 99–120.
Barney, Jay B. (1995). Looking inside for competitive advantage. The Academy of Management Executive, 9(4), 49–61.
Barney, Jay B., & Hansen, M. H. (1994). Trustworthiness as a Source of Competitive Advantage. Strategic Management J, 15(S1), 175–190. https://doi.org/10.1002/smj.4250150912
Baxter, P., & Jack, S. (2008). Qualitative Case Study Methodology : Study Design and Implementation for Novice Researchers. The Qualitative Report, 13(4), 544–559. https://doi.org/10.2174/1874434600802010058
Bradley, C., Hirt, M., & Smit, S. (2018). Strategy to beat the odds. In McKinsey Quarterly (Issue February, pp. 1–11).
Calixto, C. V. (2013). Estratégias de internacionalização das empresas calçadistas brasileiras: uma análise sob as perspectivas da indústria, recursos e instituições.
Calixto, C. V., de Souza, Y. S., de Vasconcellos, S. L., & Garrido, I. G. (2011). Uma análise sobre o conceito de aprendizagem na perspectiva de internacionalização da escola nórdica. Internext – Revista Eletrônica de Negócios Internacionais Da ESPM, 6(1), 1–20.
Calixto, C. V., Garrido, I. L., de Vasconcellos, S. L., & Monticelli, J. M. (2013). Estratégias de internacionalização das empresas calçadistas: análise sob a perspectiva da indústria, capacidades organizacionais e instituições. Revista Alcance, 20.
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Delios, A., & Henisz, W. J. (2003). Political hazards, experience, and sequential entry strategies: The international expansion of Japanese firms, 1980-1998. Strategic Management Journal, 24(11), 1153–1164. https://doi.org/10.1002/smj.355
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Eisenhardt, K. M. (1989). Building Theories from Case Study Research. Academy of Management Review, 14(4), 532–550. https://doi.org/10.5465/amr.1989.4308385
Fiedler, A., Fath, B. P., & Whittaker, D. H. (2017). Overcoming the liability of outsidership in institutional voids: Trust, emerging goals, and learning about opportunities. International Small Business Journal, 35(3), 262–284. https://doi.org/10.1177/0266242616662510
Fleury, A., & Fleury, M. T. L. (2007). Internacionalização e os países emergentes. Atlas.
Fonte, V. R. da. (2019). Estratégia de comunicação para a promoção do setor de máquinas para calçados no continente americano – um caso da ABRAMEQ - Associação Brasileira das Indústrias de Máquinas e Equipamentos para os Setores do Couro, Calçados e Afins. Instituto Politécnico de Leiria.
Fuentelsaz, L., González, C., & Maicas, J. P. (2019). Formal institutions and opportunity entrepreneurship. The contingent role of informal institutions. BRQ Business Research Quarterly, 22(1), 5–24. https://doi.org/10.1016/j.brq.2018.06.002
Gao, G. Y., Murray, J. Y., Kotabe, M., & Lu, J. (2009). A “strategy tripod” perspective on export behaviors: Evidence from domestic and foreign firms based in an emerging economy. Journal of International Business Studies, 41(3), 377–396. https://doi.org/10.1057/jibs.2009.27
Gao, Q., Li, Z., & Huang, X. (2019). How EMNEs choose location for strategic asset seeking in internationalization? Chinese Management Studies, 13(3), 687–705. https://doi.org/10.1108/CMS-06-2018-0573
Hennink, M. M. ., & Kaiser, B. N. (2020). Saturation in Qualitative Research. In P. Atkinson, S. Delamont, A. Cernat, J. W. Sakshaug, & R. A. Williams (Eds.), SAGE Research Methods Foundations. SAGE Publications Ltd. https://doi.org/10.4135/9781526421036822322
Hidalgo, G., Monticelli, J. M., Pedroso, J., Verschoore, J. R., & de Matos, C. A. (2020). The Influence of Formal Institution Agents on Coopetition in the Organic Food Industry. Journal of Agricultural & Food Industrial Organization. https://doi.org/10.1515/jafio-2019-0009
Hitt, M. A. (2016). International strategy and institutional environments. Cross Cultural & Strategic Management, 23(2), 206–215. https://doi.org/10.1108/ccsm-11-2015-0168
Johanson, Jan; Vahlne, J.-E. (1990). The mechanism of internationalisation. International Marketing Review, 7(4), 11–24.
Johanson, J.;, & Wiedersheim-Paul, F. (1975). The Internationalization of the firm — Four Swedish Cases. The Journal of Management Studies, October, 305–322.
Johanson, J., & Vahlne, J. (2003). Business Relationship Learning and Commitment in the Internationalization Process. Journal of International Entrepreneurship, 1, 83–101.
Johanson, J., & Vahlne, J. (2009). The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership. Journal of International Business Studies, 40(9), 1411–1431. https://doi.org/10.1057/jibs.2009.24
Johanson, Jan;, & Vahlne, J.-E. (1977). The Mechanism of Internationalisation. International Marketing Review, 7(4), 11–24. http://jama.jamanetwork.com/article.aspx?doi=10.1001/jama.1915.02580170024007
Johanson, Jan, & Vahlne, J.-E. (1977). Process of the Internationalization Development Firm-a Model of Knowledge Foreign and Increasing Market Commitments. Journal of International Business Studies, 8(1), 23–32. https://doi.org/10.1057/palgrave.jibs.8490676
Ju, M., Zhao, H., & Wang, T. (2014). The Boundary Conditions of Export Relational Governance: A “Strategy Tripod” Perspective. Journal of International Marketing, 22(2), 89–106. https://doi.org/10.1509/jim.13.0114
Kafouros, M. I. ., Buckley, P. J. ., Sharp, J. A. ., & Wang, C. (2008). The role of internationalization in explaining innovation performance. Technovation, 28, 63–74.
Kingston, C., & Caballero, G. (2009). Comparing theories of institutional change. Journal of Institutional Economics, 5(2), 151–180. https://doi.org/10.1017/S1744137409001283
Knight, G. A., & Kim, D. (2009). International business competence and the contemporary firm. Journal of International Business Studies, 40(2), 255–273. https://doi.org/10.1057/palgrave.jibs.8400397
Krull, E., Smith, P., & Ge, G. L. (2012). The internationalization of engineering consulting from a strategy tripod perspective. The Service Industries Journal, 32(7), 1097–1119. https://doi.org/10.1080/02642069.2012.662758
Lahiri, S., Mukherjee, D., & Peng, M. W. (2020). Behind the internationalization of family SMEs: A strategy tripod synthesis. Global Strategy Journal, 10(4), 813–838. https://doi.org/10.1002/gsj.1376
Lynch, R., & Jin, Z. (2016). Exploring the institutional perspective on international business expansion: Towards a more detailed conceptual framework. Journal of Innovation and Knowledge, 1(2), 117–124. https://doi.org/10.1016/j.jik.2016.01.001
Machinery by Brasil. (2020). Machinery by Brasil. Machinery by Brasil. Machinery by Brasil
Monticelli, J.M., Garrido, I. L., & de Vasconcellos, S. L. (2018). Coopetition and institutions: a strategy for Brazilian wineries facing internationalization. International Journal of Wine Business Research, 30(1). https://doi.org/10.1108/IJWBR-08-2016-0028
Monticelli, Jefferson Marlon;, Calixto, C. V., de Vasconcellos, S. L., & Garrido, I. L. (2017). The influence of formal institutions on the internationalization of companies in an emerging country. Review of Business Management, 19(65), 358–374. https://doi.org/10.7819/rbgn.v0i0.3040
Moriarty, J. (2011). Qualitative methods overview. Qualitative Research Methods A Data Collectors Field Guide, 2005(January), 1–12. http://www2.lse.ac.uk/LSEHealthAndSocialCare/research/NIHRSSCR/methodsreviews.aspx
Newark, N. J. (2021). the global footwear manufacturing machines market is expected to grow from USD 17.23 billion in 2017 to USD 25.67 billion by 2025 at a CAGR of 5.1% during the forecast period from 2018-2025. https://www.globenewswire.com/news-release/2020/02/24/1989435/0/en/Global-Footwear-Manufacturing-Machines-Market-is-Expected-to-Reach-USD-25-67-Billion-by-2025-Fior-Markets.html
North, D. C. (1990). Institutions, Institutional Change and Economic Performance. In Institutions, Institutional Change and Economic Performance. Cambridge University Press. https://doi.org/10.1017/CBO9780511808678
Osland, G. E., Taylor, C. R., & Zou, S. (2001). Selecting international modes of entry and expansion. Marketing Intelligence & Planning, 19(3), 153–161. https://doi.org/10.1108/02634500110391690
Paul, J., Parthasarathy, S., & Gupta, P. (2017). Exporting challenges of SMEs: A review and future research agenda. Journal of World Business, 52(3), 327–342. https://doi.org/10.1016/j.jwb.2017.01.003
Peng, M. W. (2002). Towards an Institution-Based View of Business Strategy. Asia Pacific Journal of Management, 19, 251–267.
Peng, M. W. ., Sun, S. L., Pinkham, B., & Chen, H. (2009). The Institution-Based View as a Third Leg for a Strategy Tripod. Academy of Management Perspectives, 23(3), 63–81. https://doi.org/10.5465/amp.2009.43479264
Peng, M. W., & Pinkham, B. (2009). The Institution-Based View as a Third Leg for a Strategy Tripod. Academy of Management Perspectives, 23(3), 63–81. https://doi.org/10.5465/AMP.2009.43479264
Peng, M. W., Wang, D. Y. L., & Jiang, Y. (2008). An institution-based view of international business strategy: A focus on emerging economies. Journal of International Business Studies, 39(5), 920–936. https://doi.org/10.1057/palgrave.jibs.8400377
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Aguilera, R. (2011). Interorganizational Governance and Global Strategy. Global Strategy Journal, 95, 90–95. https://doi.org/10.1111/j.2042-5805.2011.00013.x
Aguilera, R. V. ., & Grogaard, B. (2019). The dubious role of institutions in international business: A road forward. Journal of International Business Studies, 50(1), 20–35.
Alexander, E. R. (2005). Institutional Transformation and Planning: From Institutionalization Theory to Institutional Design. Planning Theory, 4(3), 209–223. https://doi.org/10.1177/1473095205058494
APEX BRASIL. (2019). APEX BRASIL. www.apexbrasil.gov.br
Barney, J. B. (1991). Firm resources and sustained competitive advantage. Journal of Management, 17(1), 99–120.
Barney, Jay B. (1995). Looking inside for competitive advantage. The Academy of Management Executive, 9(4), 49–61.
Barney, Jay B., & Hansen, M. H. (1994). Trustworthiness as a Source of Competitive Advantage. Strategic Management J, 15(S1), 175–190. https://doi.org/10.1002/smj.4250150912
Baxter, P., & Jack, S. (2008). Qualitative Case Study Methodology : Study Design and Implementation for Novice Researchers. The Qualitative Report, 13(4), 544–559. https://doi.org/10.2174/1874434600802010058
Bradley, C., Hirt, M., & Smit, S. (2018). Strategy to beat the odds. In McKinsey Quarterly (Issue February, pp. 1–11).
Calixto, C. V. (2013). Estratégias de internacionalização das empresas calçadistas brasileiras: uma análise sob as perspectivas da indústria, recursos e instituições.
Calixto, C. V., de Souza, Y. S., de Vasconcellos, S. L., & Garrido, I. G. (2011). Uma análise sobre o conceito de aprendizagem na perspectiva de internacionalização da escola nórdica. Internext – Revista Eletrônica de Negócios Internacionais Da ESPM, 6(1), 1–20.
Calixto, C. V., Garrido, I. L., de Vasconcellos, S. L., & Monticelli, J. M. (2013). Estratégias de internacionalização das empresas calçadistas: análise sob a perspectiva da indústria, capacidades organizacionais e instituições. Revista Alcance, 20.
Cavusgil, S. Tamer, Knight, G., & Riesenberger, J. R. (2010). Negócios internacionais: estratégia, gestão e novas realidades. Pearson Prentice Hall.
Cavusgil, S.T., & Knight, G. (2015). The born global firm: An entrepreneurial and capabilities perspective on early and rapid internationalization. Journal of International Business Studies, 46(1), 3–16. https://doi.org/10.1057/jibs.2014.62
Cuervo-Cazurra, A. (2011). Global Strategy and Global Business Environment : the Direct and Indirect Influences of the Home Country on a Firm ’ S Global Strategy. Global Strategy Journal, 20, 16–21. https://doi.org/10.1111/j.2042-5805.2011.00035.x
de Vasconcellos, S. L., Calixto, C. V., Garrido, I. L., & de Souza, Y. S. (2012). A dependência de trajetória em negócios internacionais. BASE - Revista de Administração e Contabilidade Da Unisinos, 9(3), 306–315. https://doi.org/10.4013/base.2012.93.08
Delios, A., & Henisz, W. J. (2003). Political hazards, experience, and sequential entry strategies: The international expansion of Japanese firms, 1980-1998. Strategic Management Journal, 24(11), 1153–1164. https://doi.org/10.1002/smj.355
Dewald, J. (2016). Achieving longevity: How great firms prosper through entrepreneurial thinking. In Achieving Longevity: How Great Firms Prosper Through Entrepreneurial Thinking. University of Toronto Press. https://www.scopus.com/inward/record.uri?eid=2-s2.0-85006733669&partnerID=40&md5=b6d025ebae83b5635a4873dc3b8c0dd7
Dunning, J. H. (1980). Toward an eclectic theory of international production. The International Executive, 22(3), 1–3. https://doi.org/10.1002/tie.5060220301
Dunning, J. H. (1988). The Eclectic Paradigm of International Production: A Reinstatement and Some Possible Extensions. Source Journal of International Business Studies, 19(1), 1–31. https://doi.org/10.2307/154984
Eisenhardt, K. M. (1989). Building Theories from Case Study Research. Academy of Management Review, 14(4), 532–550. https://doi.org/10.5465/amr.1989.4308385
Fiedler, A., Fath, B. P., & Whittaker, D. H. (2017). Overcoming the liability of outsidership in institutional voids: Trust, emerging goals, and learning about opportunities. International Small Business Journal, 35(3), 262–284. https://doi.org/10.1177/0266242616662510
Fleury, A., & Fleury, M. T. L. (2007). Internacionalização e os países emergentes. Atlas.
Fonte, V. R. da. (2019). Estratégia de comunicação para a promoção do setor de máquinas para calçados no continente americano – um caso da ABRAMEQ - Associação Brasileira das Indústrias de Máquinas e Equipamentos para os Setores do Couro, Calçados e Afins. Instituto Politécnico de Leiria.
Fuentelsaz, L., González, C., & Maicas, J. P. (2019). Formal institutions and opportunity entrepreneurship. The contingent role of informal institutions. BRQ Business Research Quarterly, 22(1), 5–24. https://doi.org/10.1016/j.brq.2018.06.002
Gao, G. Y., Murray, J. Y., Kotabe, M., & Lu, J. (2009). A “strategy tripod” perspective on export behaviors: Evidence from domestic and foreign firms based in an emerging economy. Journal of International Business Studies, 41(3), 377–396. https://doi.org/10.1057/jibs.2009.27
Gao, Q., Li, Z., & Huang, X. (2019). How EMNEs choose location for strategic asset seeking in internationalization? Chinese Management Studies, 13(3), 687–705. https://doi.org/10.1108/CMS-06-2018-0573
Hennink, M. M. ., & Kaiser, B. N. (2020). Saturation in Qualitative Research. In P. Atkinson, S. Delamont, A. Cernat, J. W. Sakshaug, & R. A. Williams (Eds.), SAGE Research Methods Foundations. SAGE Publications Ltd. https://doi.org/10.4135/9781526421036822322
Hidalgo, G., Monticelli, J. M., Pedroso, J., Verschoore, J. R., & de Matos, C. A. (2020). The Influence of Formal Institution Agents on Coopetition in the Organic Food Industry. Journal of Agricultural & Food Industrial Organization. https://doi.org/10.1515/jafio-2019-0009
Hitt, M. A. (2016). International strategy and institutional environments. Cross Cultural & Strategic Management, 23(2), 206–215. https://doi.org/10.1108/ccsm-11-2015-0168
Johanson, Jan; Vahlne, J.-E. (1990). The mechanism of internationalisation. International Marketing Review, 7(4), 11–24.
Johanson, J.;, & Wiedersheim-Paul, F. (1975). The Internationalization of the firm — Four Swedish Cases. The Journal of Management Studies, October, 305–322.
Johanson, J., & Vahlne, J. (2003). Business Relationship Learning and Commitment in the Internationalization Process. Journal of International Entrepreneurship, 1, 83–101.
Johanson, J., & Vahlne, J. (2009). The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership. Journal of International Business Studies, 40(9), 1411–1431. https://doi.org/10.1057/jibs.2009.24
Johanson, Jan;, & Vahlne, J.-E. (1977). The Mechanism of Internationalisation. International Marketing Review, 7(4), 11–24. http://jama.jamanetwork.com/article.aspx?doi=10.1001/jama.1915.02580170024007
Johanson, Jan, & Vahlne, J.-E. (1977). Process of the Internationalization Development Firm-a Model of Knowledge Foreign and Increasing Market Commitments. Journal of International Business Studies, 8(1), 23–32. https://doi.org/10.1057/palgrave.jibs.8490676
Ju, M., Zhao, H., & Wang, T. (2014). The Boundary Conditions of Export Relational Governance: A “Strategy Tripod” Perspective. Journal of International Marketing, 22(2), 89–106. https://doi.org/10.1509/jim.13.0114
Kafouros, M. I. ., Buckley, P. J. ., Sharp, J. A. ., & Wang, C. (2008). The role of internationalization in explaining innovation performance. Technovation, 28, 63–74.
Kingston, C., & Caballero, G. (2009). Comparing theories of institutional change. Journal of Institutional Economics, 5(2), 151–180. https://doi.org/10.1017/S1744137409001283
Knight, G. A., & Kim, D. (2009). International business competence and the contemporary firm. Journal of International Business Studies, 40(2), 255–273. https://doi.org/10.1057/palgrave.jibs.8400397
Krull, E., Smith, P., & Ge, G. L. (2012). The internationalization of engineering consulting from a strategy tripod perspective. The Service Industries Journal, 32(7), 1097–1119. https://doi.org/10.1080/02642069.2012.662758
Lahiri, S., Mukherjee, D., & Peng, M. W. (2020). Behind the internationalization of family SMEs: A strategy tripod synthesis. Global Strategy Journal, 10(4), 813–838. https://doi.org/10.1002/gsj.1376
Lynch, R., & Jin, Z. (2016). Exploring the institutional perspective on international business expansion: Towards a more detailed conceptual framework. Journal of Innovation and Knowledge, 1(2), 117–124. https://doi.org/10.1016/j.jik.2016.01.001
Machinery by Brasil. (2020). Machinery by Brasil. Machinery by Brasil. Machinery by Brasil
Monticelli, J.M., Garrido, I. L., & de Vasconcellos, S. L. (2018). Coopetition and institutions: a strategy for Brazilian wineries facing internationalization. International Journal of Wine Business Research, 30(1). https://doi.org/10.1108/IJWBR-08-2016-0028
Monticelli, Jefferson Marlon;, Calixto, C. V., de Vasconcellos, S. L., & Garrido, I. L. (2017). The influence of formal institutions on the internationalization of companies in an emerging country. Review of Business Management, 19(65), 358–374. https://doi.org/10.7819/rbgn.v0i0.3040
Moriarty, J. (2011). Qualitative methods overview. Qualitative Research Methods A Data Collectors Field Guide, 2005(January), 1–12. http://www2.lse.ac.uk/LSEHealthAndSocialCare/research/NIHRSSCR/methodsreviews.aspx
Newark, N. J. (2021). the global footwear manufacturing machines market is expected to grow from USD 17.23 billion in 2017 to USD 25.67 billion by 2025 at a CAGR of 5.1% during the forecast period from 2018-2025. https://www.globenewswire.com/news-release/2020/02/24/1989435/0/en/Global-Footwear-Manufacturing-Machines-Market-is-Expected-to-Reach-USD-25-67-Billion-by-2025-Fior-Markets.html
North, D. C. (1990). Institutions, Institutional Change and Economic Performance. In Institutions, Institutional Change and Economic Performance. Cambridge University Press. https://doi.org/10.1017/CBO9780511808678
Osland, G. E., Taylor, C. R., & Zou, S. (2001). Selecting international modes of entry and expansion. Marketing Intelligence & Planning, 19(3), 153–161. https://doi.org/10.1108/02634500110391690
Paul, J., Parthasarathy, S., & Gupta, P. (2017). Exporting challenges of SMEs: A review and future research agenda. Journal of World Business, 52(3), 327–342. https://doi.org/10.1016/j.jwb.2017.01.003
Peng, M. W. (2002). Towards an Institution-Based View of Business Strategy. Asia Pacific Journal of Management, 19, 251–267.
Peng, M. W. ., Sun, S. L., Pinkham, B., & Chen, H. (2009). The Institution-Based View as a Third Leg for a Strategy Tripod. Academy of Management Perspectives, 23(3), 63–81. https://doi.org/10.5465/amp.2009.43479264
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