Relacionamentos e conhecimentos no processo de internacionalização da firmaA partir das variáveis relacionamento e conhecimento, o objetivo neste artigo foi analisar como a multinacional seleciona um modo de entrada para operar em um determinado mercado internacional e como essa escolha inicial evoluiu ao longo do tempo. Para tanto, elaborou-se um quadro teórico que combina três abordagens teóricas de internacionalização da firma: o modelo de Uppsala, a abordagem relacional e a literatura de desenvolvimento de subsidiárias. O método de pesquisa utilizado foi o estudo de caso de natureza qualitativa e perspectiva longitudinal do processo de internacionalização de uma multinacional estadunidense no mercado brasileiro. Os resultados mostram que quatro tipos de relacionamentos e três de conhecimentos se fizeram presentes nos eventos que caracterizaram a internacionalização dessa firma. Com base nesses resultados, foram sugeridas cinco novas hipóteses para futuros testes empíricos, as quais versam, em geral, sobre a interação entre relacionamentos e conhecimentos no processo de internacionalização da firma.
PurposeThe purpose of this paper is to analyze how the internationalizing firm accumulates knowledge from different domains throughout time, during entry and post-entry moves in a foreign market. This paper focuses on market, institutional, internationalization and technological knowledge.Design/methodology/approachThe paper uses a comparative case study method, relying on three longitudinal cases of multinational firms' (MNEs) internationalization processes, particularly concerning MNEs' entry and post-entry moves in one foreign market (Brazil).FindingsThroughout the internationalization processes, the internationalizing firms unevenly developed experiential knowledge within Brazil. As a result, the market, internationalization, institutional and technological knowledge followed different accumulation patterns, distinguished based on precedence, simultaneity and speed. More specifically, (1) the market and institutional knowledge trajectories evolved simultaneously; (2) the market knowledge trajectory preceded that of technological knowledge and (3) the accumulation of internationalization knowledge happened faster than that of the market, institutional and technological knowledge.Originality/valueThis paper shows how knowledge accumulation in internationalization processes varies throughout time and according to the type of knowledge involved. While most of the literature relies on cross-sectional studies that discount the changing nature of knowledge, this paper shows that the internationalizing firm accumulates market, internationalization, institutional and technological knowledge following three temporal dimensions: precedence, simultaneity and speed.
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