The internationalization process of Totvs: a case study of the acquisition of Mexican Sipros and adhesions to the theories in the light of the model of Whitelock (2002)

Detalhes bibliográficos
Autor(a) principal: Brunhara, Aldo José
Data de Publicação: 2013
Tipo de documento: Artigo
Idioma: por
Título da fonte: Internext
Texto Completo: https://internext.espm.br/internext/article/view/158
Resumo: This study aims to identify, using the model of Whitelock (2002), adherences of theories at internationalization process of Totvs – Brazil's largest enterprise management software organization – through a case study of the acquisition of a Mexican company called Sipros. The survey is a qualitative, from the case study protocol (YIN, 2005) with the planning of the questionnaire with open questions interviews conducted with the director of international business and the company general director in Mexico. This research results demonstrate that the model of Whitelock (2002), facilitates the understanding of adherence to the theories and confirm that the process of internationalization of Totvs is adherent to the concepts of the Uppsala School (JOHANSON; PAUL-WIDERSHEIM, 1975; CARLSON, 1975; JOHANSON; VAHLNE, 1977), with gradual growth of the entries in markets with psychic distance near the market in the country of origin, and to the eclectic paradigm theory – O-Ownership of Dunning (1980) that although the entry in Mexico followed previous experiences internationalization models of experience acquired gradually, the acquisition occurred by market interests, and sought to leap steps to enter into more relevant markets – the Marketing Seeking – to acquire the market know-how and property of complementary product to current portfolio of the organization investigated.
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spelling The internationalization process of Totvs: a case study of the acquisition of Mexican Sipros and adhesions to the theories in the light of the model of Whitelock (2002)O processo de internacionalização da Totvs: estudo de caso da aquisição da mexicana Sipros e as aderências às teorias à luz do modelo de Whitelock (2002)Theories of internationalizationEntry modesWhitelock ModelTOTVSTeorias de InternacionalizaçãoModos de EntradaModelo de Whitelock.This study aims to identify, using the model of Whitelock (2002), adherences of theories at internationalization process of Totvs – Brazil's largest enterprise management software organization – through a case study of the acquisition of a Mexican company called Sipros. The survey is a qualitative, from the case study protocol (YIN, 2005) with the planning of the questionnaire with open questions interviews conducted with the director of international business and the company general director in Mexico. This research results demonstrate that the model of Whitelock (2002), facilitates the understanding of adherence to the theories and confirm that the process of internationalization of Totvs is adherent to the concepts of the Uppsala School (JOHANSON; PAUL-WIDERSHEIM, 1975; CARLSON, 1975; JOHANSON; VAHLNE, 1977), with gradual growth of the entries in markets with psychic distance near the market in the country of origin, and to the eclectic paradigm theory – O-Ownership of Dunning (1980) that although the entry in Mexico followed previous experiences internationalization models of experience acquired gradually, the acquisition occurred by market interests, and sought to leap steps to enter into more relevant markets – the Marketing Seeking – to acquire the market know-how and property of complementary product to current portfolio of the organization investigated.O presente estudo busca identificar, à luz do modelo de Whitelock (2002), as aderências das teorias no processo de internacionalização da Totvs – maior empresa brasileira de software de gestão – com o estudo de caso da aquisição da mexicana Sipros. A pesquisa realizada é do tipo qualitativa, realizada a partir do protocolo de estudo de caso (YIN, 2005) com o planejamento do questionário de entrevistas com questões abertas, realizadas com o diretor de negócios internacionais e o diretor geral da empresa no México. Os resultados da investigação demonstram que o modelo de Whitelock (2002) confirma que o processo de internacionalização da Totvs é aderente aos conceitos da Escola de Uppsala (JOHANSON; WIDERSHEIM-PAUL, 1975; CARLSON, 1975; JOHANSON; VAHLNE, 1977), com crescimento gradual das entradas em mercados com distância psíquica próxima ao mercado do país de origem, e a teoria do paradigma eclético – O-Ownership de Dunning (1980), que apesar da entrada no México seguir os modelos de experiências de internacionalização adquiridas anteriormente e de forma gradual, a aquisição ocorreu por interesses mercadológicos, buscou queimar etapas e entrar em mercados mais relevantes – o Marketing Seeking – para adquirir o know-how do mercado e a propriedade de produtos complementares ao portfólio da organização em estudo.Escola Superior de Propaganda e Marketing - ESPM2013-08-06info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionapplication/pdfhttps://internext.espm.br/internext/article/view/15810.18568/1980-4865.8299-112Internext - International Business and Management Review ; Vol. 8 No. 2 (2013): maio/agosto; 99-112Internext; v. 8 n. 2 (2013): maio/agosto; 99-1121980-4865reponame:Internextinstname:Escola Superior de Propaganda e Marketing (ESPM)instacron:ESPMporhttps://internext.espm.br/internext/article/view/158/154Copyright (c) 2015 Internextinfo:eu-repo/semantics/openAccessBrunhara, Aldo José2023-06-06T20:28:37Zoai:ojs.emnuvens.com.br:article/158Revistahttps://internext.espm.br/internextPRIhttps://internext.espm.br/internext/oaiinternext@espm.br1980-48651980-4865opendoar:2023-06-06T20:28:37Internext - Escola Superior de Propaganda e Marketing (ESPM)false
dc.title.none.fl_str_mv The internationalization process of Totvs: a case study of the acquisition of Mexican Sipros and adhesions to the theories in the light of the model of Whitelock (2002)
O processo de internacionalização da Totvs: estudo de caso da aquisição da mexicana Sipros e as aderências às teorias à luz do modelo de Whitelock (2002)
title The internationalization process of Totvs: a case study of the acquisition of Mexican Sipros and adhesions to the theories in the light of the model of Whitelock (2002)
spellingShingle The internationalization process of Totvs: a case study of the acquisition of Mexican Sipros and adhesions to the theories in the light of the model of Whitelock (2002)
Brunhara, Aldo José
Theories of internationalization
Entry modes
Whitelock Model
TOTVS
Teorias de Internacionalização
Modos de Entrada
Modelo de Whitelock.
title_short The internationalization process of Totvs: a case study of the acquisition of Mexican Sipros and adhesions to the theories in the light of the model of Whitelock (2002)
title_full The internationalization process of Totvs: a case study of the acquisition of Mexican Sipros and adhesions to the theories in the light of the model of Whitelock (2002)
title_fullStr The internationalization process of Totvs: a case study of the acquisition of Mexican Sipros and adhesions to the theories in the light of the model of Whitelock (2002)
title_full_unstemmed The internationalization process of Totvs: a case study of the acquisition of Mexican Sipros and adhesions to the theories in the light of the model of Whitelock (2002)
title_sort The internationalization process of Totvs: a case study of the acquisition of Mexican Sipros and adhesions to the theories in the light of the model of Whitelock (2002)
author Brunhara, Aldo José
author_facet Brunhara, Aldo José
author_role author
dc.contributor.author.fl_str_mv Brunhara, Aldo José
dc.subject.por.fl_str_mv Theories of internationalization
Entry modes
Whitelock Model
TOTVS
Teorias de Internacionalização
Modos de Entrada
Modelo de Whitelock.
topic Theories of internationalization
Entry modes
Whitelock Model
TOTVS
Teorias de Internacionalização
Modos de Entrada
Modelo de Whitelock.
description This study aims to identify, using the model of Whitelock (2002), adherences of theories at internationalization process of Totvs – Brazil's largest enterprise management software organization – through a case study of the acquisition of a Mexican company called Sipros. The survey is a qualitative, from the case study protocol (YIN, 2005) with the planning of the questionnaire with open questions interviews conducted with the director of international business and the company general director in Mexico. This research results demonstrate that the model of Whitelock (2002), facilitates the understanding of adherence to the theories and confirm that the process of internationalization of Totvs is adherent to the concepts of the Uppsala School (JOHANSON; PAUL-WIDERSHEIM, 1975; CARLSON, 1975; JOHANSON; VAHLNE, 1977), with gradual growth of the entries in markets with psychic distance near the market in the country of origin, and to the eclectic paradigm theory – O-Ownership of Dunning (1980) that although the entry in Mexico followed previous experiences internationalization models of experience acquired gradually, the acquisition occurred by market interests, and sought to leap steps to enter into more relevant markets – the Marketing Seeking – to acquire the market know-how and property of complementary product to current portfolio of the organization investigated.
publishDate 2013
dc.date.none.fl_str_mv 2013-08-06
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dc.identifier.uri.fl_str_mv https://internext.espm.br/internext/article/view/158
10.18568/1980-4865.8299-112
url https://internext.espm.br/internext/article/view/158
identifier_str_mv 10.18568/1980-4865.8299-112
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dc.relation.none.fl_str_mv https://internext.espm.br/internext/article/view/158/154
dc.rights.driver.fl_str_mv Copyright (c) 2015 Internext
info:eu-repo/semantics/openAccess
rights_invalid_str_mv Copyright (c) 2015 Internext
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv Escola Superior de Propaganda e Marketing - ESPM
publisher.none.fl_str_mv Escola Superior de Propaganda e Marketing - ESPM
dc.source.none.fl_str_mv Internext - International Business and Management Review ; Vol. 8 No. 2 (2013): maio/agosto; 99-112
Internext; v. 8 n. 2 (2013): maio/agosto; 99-112
1980-4865
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repository.name.fl_str_mv Internext - Escola Superior de Propaganda e Marketing (ESPM)
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