Tripé da Estratégia: O Papel dos Agentes Institucionais no Processo de Internacionalização

Authors

DOI:

https://doi.org/10.18568/internext.v17i1.622

Keywords:

Estratégia, Processo de internacionalização, Visão Baseada em Instituições, Tripé da Estratégia, Agentes institucionais, SME

Abstract

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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Author Biographies

Guilherme Zielinski Rodrigues, Instituição Evangélica de Novo Hamburgo – IENH, Rio Grande do Sul, (Brasil)

Graduado em Administração pela Instituição Evangélica de Novo Hamburgo – IENH, Rio Grande do Sul, (Brasil).

 

Silvio Luís de Vasconcellos, Escola Superior de Propaganda e Marketing - ESPM, São Paulo, (Brasil). 

Doutor em Administração pela Universidade do Vale do Rio dos Sinos - UNISINOS, Rio Grande do Sul, (Brasil). Professor titular no Programa de Pós-Graduação em Administração da Escola Superior de Propaganda e Marketing - ESPM, São Paulo. Coordenador do Observatório de Multinacionais e de Negócios Internacionais da ESPM (OMNI/ESPM). 

Moema Pereira Nunes, Universidade FEEVALE, Rio Grande do Sul, (Brasil).

Doutora em Administração pela Universidade do Vale do Rio dos Sinos - UNISINOS, Rio Grande do Sul, (Brasil). Professora assistente na Universidade FEEVALE, Rio Grande do Sul. Professora convidada na Otto-von-Guericke University Magdeburg, (Alemanha). 

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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

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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

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Published

2022-01-01

How to Cite

Rodrigues, G. Z., de Vasconcellos, S. L., & Nunes, M. P. (2022). Tripé da Estratégia: O Papel dos Agentes Institucionais no Processo de Internacionalização. Internext - International Business and Management Review, 17(1), 81–104. https://doi.org/10.18568/internext.v17i1.622

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