O papel do guanxi na superação da distância psíquica e o impacto na performance exportadora
Autor(a) principal: | |
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Data de Publicação: | 2022 |
Tipo de documento: | Dissertação |
Idioma: | por |
Título da fonte: | Biblioteca Digital de Teses e Dissertações do UFSM |
Texto Completo: | http://repositorio.ufsm.br/handle/1/24530 |
Resumo: | With the general objective of analyzing how guanxi can minimize the psychic distance barriers that impact the export performance between Brazil and China. The study was guided by the following specific objectives: To verify if there is a relationship between psychic distance barriers and the export performance of Brazilian companies in their commercial relationship with China; Identify whether there is a positive influence between companies that perform guanxi and export performance; Describe how the formation of guanxi occurs by the companies surveyed and Identify the motivations for commercial partnerships between Brazil and China. Through a descriptive study and a qualitative approach, the research was analyzed based on content analysis having as a strategy the use of multiple case studies focusing on agribusiness, three managers of meat exporting companies to China were interviewed , plus ten Chinese trading experts. With this, it was possible to observe that the three constructs: psychic distance, guanxi and export performance are connected, making it clear that doing business within one's own country is challenging, and requires a series of issues both internal and external, therefore, seeking internationalization in a country as different in cultural matters as China is, requires a lot of preparation from interested parties, and the search for partnerships and support is one of the means to be followed. In order to overcome psychic distance barriers, guanxi is essential for successful relationships with the Chinese, as it is a necessary social skill in China, with regard to social, political and organizational functioning. It can be seen that knowing about guanxi is a factor that helps in relationships and negotiations, even as profit comes in some cases, in the first place, at least having a well-established guanxi positively influences the time of negotiations, regardless of the size of the company. company, administrative advantages can be acquired through guanxi. Thus, it was found that issues related to export performance are part of the concerns of entrepreneurs, and are also considered by specialists. It was noticed that the performance stems from the specific issues of doing business with China (and its peculiarities), but that also concern the nature of international business, and are not exclusive to the relationship with China. When relationships are well established and the product is well received in the country of destination, profit and representativeness through exports are achieved, making export performance satisfactory, both in terms of financial and strategic performance, resulting in an overall positive satisfaction. |
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2022-05-27T14:24:53Z2022-05-27T14:24:53Z2022-02-24http://repositorio.ufsm.br/handle/1/24530With the general objective of analyzing how guanxi can minimize the psychic distance barriers that impact the export performance between Brazil and China. The study was guided by the following specific objectives: To verify if there is a relationship between psychic distance barriers and the export performance of Brazilian companies in their commercial relationship with China; Identify whether there is a positive influence between companies that perform guanxi and export performance; Describe how the formation of guanxi occurs by the companies surveyed and Identify the motivations for commercial partnerships between Brazil and China. Through a descriptive study and a qualitative approach, the research was analyzed based on content analysis having as a strategy the use of multiple case studies focusing on agribusiness, three managers of meat exporting companies to China were interviewed , plus ten Chinese trading experts. With this, it was possible to observe that the three constructs: psychic distance, guanxi and export performance are connected, making it clear that doing business within one's own country is challenging, and requires a series of issues both internal and external, therefore, seeking internationalization in a country as different in cultural matters as China is, requires a lot of preparation from interested parties, and the search for partnerships and support is one of the means to be followed. In order to overcome psychic distance barriers, guanxi is essential for successful relationships with the Chinese, as it is a necessary social skill in China, with regard to social, political and organizational functioning. It can be seen that knowing about guanxi is a factor that helps in relationships and negotiations, even as profit comes in some cases, in the first place, at least having a well-established guanxi positively influences the time of negotiations, regardless of the size of the company. company, administrative advantages can be acquired through guanxi. Thus, it was found that issues related to export performance are part of the concerns of entrepreneurs, and are also considered by specialists. It was noticed that the performance stems from the specific issues of doing business with China (and its peculiarities), but that also concern the nature of international business, and are not exclusive to the relationship with China. When relationships are well established and the product is well received in the country of destination, profit and representativeness through exports are achieved, making export performance satisfactory, both in terms of financial and strategic performance, resulting in an overall positive satisfaction.A presente dissertação de mestrado se destinou a analisar de que forma o guanxi pode minimizar as barreiras de distância psíquica que impactam na performance exportadora entre Brasil e China. O estudo foi guiado pelos seguintes objetivos específicos: Descrever como ocorre a formação do guanxi por parte das empresas pesquisadas; Identificar as motivações para parcerias comerciais entre Brasil e China; Verificar se existe relação entre as barreiras de distância psíquica e a performance exportadora das empresas brasileiras em sua relação comercial com a China e Identificar a influência entre as empresas que realizam guanxi e a performance exportadora. Por meio de um estudo de natureza descritiva e abordagem qualitativa, os dados foram analisados com base na análise de conteúdo tendo como estratégia o uso de estudo de múltiplos casos com foco no agronegócio, entrevistou-se três gestores de empresas exportadoras de carne para a China, mais dez especialistas em negociação chinesa. Com isso, foi possível observar que os três construtos: distância psíquica, guanxi e performance exportadora, estão conectados, deixando claro que fazer negócio dentro do próprio país é desafiador, e requer uma série de questões tanto interna quanto externas, logo, buscar internacionalização em um país tão diferente em questões culturais como é a China, exige dos interessados muita preparação, e a busca por parcerias e apoio é um dos meios a ser seguido. Para a superação das barreiras de distância psíquica, o guanxi se faz fundamental para as relações de sucesso com os chineses, pois é uma habilidade social necessária na China, no que se refere ao funcionamento social, político e organizacional. Pode-se observar que saber sobre guanxi é um fator que auxilia nos relacionamentos e negociações, mesmo visto que o lucro vem em alguns casos, em primeiro lugar, no mínimo ter um guanxi bem estabelecido influencia positivamente na hora das negociações, independente do porte da empresa, vantagens administrativas podem ser adquiridas por meio do guanxi. Dessa forma, verificou-se que as questões relativas à performance exportadora fazem parte das preocupações dos empresários, e são consideradas também pelos especialistas. Percebeu-se que a performance decorre das questões próprias do fazer negócio com a China (e suas peculiaridades), mas que também dizem respeito à natureza dos negócios internacionais, e não são exclusivas da relação com a china. Quando as relações são bem estabelecidas e o produto é bem recebido, no país de destino, o lucro e a representatividade por meio das exportações são alcançados, fazendo com que a performance exportadora seja satisfatória, tanto na performance financeira, quanto na estratégica, resultando em uma satisfação geral positiva.Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - CAPESporUniversidade Federal de Santa MariaCentro de Ciências Sociais e HumanasPrograma de Pós-Graduação em AdministraçãoUFSMBrasilAdministraçãoAttribution-NonCommercial-NoDerivatives 4.0 Internationalhttp://creativecommons.org/licenses/by-nc-nd/4.0/info:eu-repo/semantics/openAccessInternacionalizaçãoDistância psíquicaGuanxiPerformance exportadoraChinaInternationalizationPsychic distanceExporting performanceCNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAOO papel do guanxi na superação da distância psíquica e o impacto na performance exportadoraThe role of guanxi in overcoming psychic distance and the impact on export performanceinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisScherer, Flavia Lucianehttp://lattes.cnpq.br/4607383855380646Oliveira, Marta Olivia Rovedder deHahn, Ivanete Schneiderhttp://lattes.cnpq.br/0037438428538029Soares, Soraya de Souza6002000000066006006006006004fde65b8-7d9e-4960-a80e-a957620ebe7679e3cd00-09f4-466f-b0fe-c85bf04134fb1f563137-e881-4440-8d03-b13cd45a631df85f5bbd-8e56-4fc8-b4d1-477b734d91d8reponame:Biblioteca Digital de Teses e Dissertações do UFSMinstname:Universidade Federal de Santa Maria (UFSM)instacron:UFSMORIGINALDIS_PPGADMINISTRACAO_2022_SOARES_SORAYA.pdfDIS_PPGADMINISTRACAO_2022_SOARES_SORAYA.pdfDissertaçãoapplication/pdf2881559http://repositorio.ufsm.br/bitstream/1/24530/1/DIS_PPGADMINISTRACAO_2022_SOARES_SORAYA.pdf7fd1ce9bf98ff85f5563d3c4b5f8ecafMD51CC-LICENSElicense_rdflicense_rdfapplication/rdf+xml; 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dc.title.por.fl_str_mv |
O papel do guanxi na superação da distância psíquica e o impacto na performance exportadora |
dc.title.alternative.eng.fl_str_mv |
The role of guanxi in overcoming psychic distance and the impact on export performance |
title |
O papel do guanxi na superação da distância psíquica e o impacto na performance exportadora |
spellingShingle |
O papel do guanxi na superação da distância psíquica e o impacto na performance exportadora Soares, Soraya de Souza Internacionalização Distância psíquica Guanxi Performance exportadora China Internationalization Psychic distance Exporting performance CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
title_short |
O papel do guanxi na superação da distância psíquica e o impacto na performance exportadora |
title_full |
O papel do guanxi na superação da distância psíquica e o impacto na performance exportadora |
title_fullStr |
O papel do guanxi na superação da distância psíquica e o impacto na performance exportadora |
title_full_unstemmed |
O papel do guanxi na superação da distância psíquica e o impacto na performance exportadora |
title_sort |
O papel do guanxi na superação da distância psíquica e o impacto na performance exportadora |
author |
Soares, Soraya de Souza |
author_facet |
Soares, Soraya de Souza |
author_role |
author |
dc.contributor.advisor1.fl_str_mv |
Scherer, Flavia Luciane |
dc.contributor.advisor1Lattes.fl_str_mv |
http://lattes.cnpq.br/4607383855380646 |
dc.contributor.referee1.fl_str_mv |
Oliveira, Marta Olivia Rovedder de |
dc.contributor.referee2.fl_str_mv |
Hahn, Ivanete Schneider |
dc.contributor.authorLattes.fl_str_mv |
http://lattes.cnpq.br/0037438428538029 |
dc.contributor.author.fl_str_mv |
Soares, Soraya de Souza |
contributor_str_mv |
Scherer, Flavia Luciane Oliveira, Marta Olivia Rovedder de Hahn, Ivanete Schneider |
dc.subject.por.fl_str_mv |
Internacionalização Distância psíquica Guanxi Performance exportadora China |
topic |
Internacionalização Distância psíquica Guanxi Performance exportadora China Internationalization Psychic distance Exporting performance CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
dc.subject.eng.fl_str_mv |
Internationalization Psychic distance Exporting performance |
dc.subject.cnpq.fl_str_mv |
CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
description |
With the general objective of analyzing how guanxi can minimize the psychic distance barriers that impact the export performance between Brazil and China. The study was guided by the following specific objectives: To verify if there is a relationship between psychic distance barriers and the export performance of Brazilian companies in their commercial relationship with China; Identify whether there is a positive influence between companies that perform guanxi and export performance; Describe how the formation of guanxi occurs by the companies surveyed and Identify the motivations for commercial partnerships between Brazil and China. Through a descriptive study and a qualitative approach, the research was analyzed based on content analysis having as a strategy the use of multiple case studies focusing on agribusiness, three managers of meat exporting companies to China were interviewed , plus ten Chinese trading experts. With this, it was possible to observe that the three constructs: psychic distance, guanxi and export performance are connected, making it clear that doing business within one's own country is challenging, and requires a series of issues both internal and external, therefore, seeking internationalization in a country as different in cultural matters as China is, requires a lot of preparation from interested parties, and the search for partnerships and support is one of the means to be followed. In order to overcome psychic distance barriers, guanxi is essential for successful relationships with the Chinese, as it is a necessary social skill in China, with regard to social, political and organizational functioning. It can be seen that knowing about guanxi is a factor that helps in relationships and negotiations, even as profit comes in some cases, in the first place, at least having a well-established guanxi positively influences the time of negotiations, regardless of the size of the company. company, administrative advantages can be acquired through guanxi. Thus, it was found that issues related to export performance are part of the concerns of entrepreneurs, and are also considered by specialists. It was noticed that the performance stems from the specific issues of doing business with China (and its peculiarities), but that also concern the nature of international business, and are not exclusive to the relationship with China. When relationships are well established and the product is well received in the country of destination, profit and representativeness through exports are achieved, making export performance satisfactory, both in terms of financial and strategic performance, resulting in an overall positive satisfaction. |
publishDate |
2022 |
dc.date.accessioned.fl_str_mv |
2022-05-27T14:24:53Z |
dc.date.available.fl_str_mv |
2022-05-27T14:24:53Z |
dc.date.issued.fl_str_mv |
2022-02-24 |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/masterThesis |
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masterThesis |
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http://repositorio.ufsm.br/handle/1/24530 |
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http://repositorio.ufsm.br/handle/1/24530 |
dc.language.iso.fl_str_mv |
por |
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por |
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600200000006 |
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Attribution-NonCommercial-NoDerivatives 4.0 International http://creativecommons.org/licenses/by-nc-nd/4.0/ info:eu-repo/semantics/openAccess |
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Attribution-NonCommercial-NoDerivatives 4.0 International http://creativecommons.org/licenses/by-nc-nd/4.0/ |
eu_rights_str_mv |
openAccess |
dc.publisher.none.fl_str_mv |
Universidade Federal de Santa Maria Centro de Ciências Sociais e Humanas |
dc.publisher.program.fl_str_mv |
Programa de Pós-Graduação em Administração |
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UFSM |
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Brasil |
dc.publisher.department.fl_str_mv |
Administração |
publisher.none.fl_str_mv |
Universidade Federal de Santa Maria Centro de Ciências Sociais e Humanas |
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