THE INTERNATIONALIZATION PROCESS OF THE SALES OPERATIONS OF THE PRODUCTS OF A SANITARY WARE INDUSTRY
Autor(a) principal: | |
---|---|
Data de Publicação: | 2010 |
Outros Autores: | , , |
Tipo de documento: | Artigo |
Idioma: | eng por |
Título da fonte: | Future Studies Research Journal: Trends and Strategies |
Texto Completo: | https://www.revistafuture.org/FSRJ/article/view/62 |
Resumo: | Internationalization consists of extending an organization's operations abroad. It involves decisions based on objective criteria and on an evaluation of strategies for entering the foreign market. The problem addressed in this study concerns a Brazilian firm’s difficulties developing its operations abroad. Thus, the purpose of this study was to identify the internationalization process of an industry in the sanitary ware segment in the development of its operations in another country. The research method employed was the single case study and data was collected by means of a semi-structured research script applied to company executives. The results showed that the internationalization process is characterized by the dynamic learning model (Uppsala Model), according to which an organization develops its activities abroad gradually, as it acquires experience and expertise in the market. The company is attempting to overcome cultural barriers and psychic distance in a slow internationalization process, aligned with the differentiation strategy and focus that it uses in the Brazilian market. This strategy comprises a sequence of planned and deliberate steps, with low investment exposure and risk. It was found that the firm adopts a strategy of exporting through distributors, this being a critical success factor, but that the distributor approval and development process lacks robust and formalized structuring. There are opportunities for improvement in the process of competitive intelligence in order to systematize the search and interpretation of information about the markets in which the company wants to operate. Key-words: Internationalization of companies. Uppsala Model. Strategy. Competitive intelligence. |
id |
FIA-1_69c407b416ed60a27f5865992e2c3e61 |
---|---|
oai_identifier_str |
oai:ojs.future.emnuvens.com.br:article/62 |
network_acronym_str |
FIA-1 |
network_name_str |
Future Studies Research Journal: Trends and Strategies |
repository_id_str |
|
spelling |
THE INTERNATIONALIZATION PROCESS OF THE SALES OPERATIONS OF THE PRODUCTS OF A SANITARY WARE INDUSTRYO PROCESSO DE INTERNACIONALIZAÇÃO DAS OPERAÇÕES DE VENDA DE PRODUTOS DE UMA INDÚSTRIA DE LOUÇAS SANITÁRIAS DOI:10.7444/fsrj.v2i2.62Internationalization consists of extending an organization's operations abroad. It involves decisions based on objective criteria and on an evaluation of strategies for entering the foreign market. The problem addressed in this study concerns a Brazilian firm’s difficulties developing its operations abroad. Thus, the purpose of this study was to identify the internationalization process of an industry in the sanitary ware segment in the development of its operations in another country. The research method employed was the single case study and data was collected by means of a semi-structured research script applied to company executives. The results showed that the internationalization process is characterized by the dynamic learning model (Uppsala Model), according to which an organization develops its activities abroad gradually, as it acquires experience and expertise in the market. The company is attempting to overcome cultural barriers and psychic distance in a slow internationalization process, aligned with the differentiation strategy and focus that it uses in the Brazilian market. This strategy comprises a sequence of planned and deliberate steps, with low investment exposure and risk. It was found that the firm adopts a strategy of exporting through distributors, this being a critical success factor, but that the distributor approval and development process lacks robust and formalized structuring. There are opportunities for improvement in the process of competitive intelligence in order to systematize the search and interpretation of information about the markets in which the company wants to operate. Key-words: Internationalization of companies. Uppsala Model. Strategy. Competitive intelligence. A internacionalização consiste no movimento das operações de uma organização para o exterior, envolvendo decisões baseadas em critérios objetivos e na avaliação de estratégias de entrada no mercado estrangeiro. O problema abordado neste estudo está relacionado com as dificuldades enfrentadas por uma empresa brasileira para desenvolver operações no exterior. Assim, o objetivo desse trabalho foi o de identificar o processo de internacionalização de uma indústria do ramo de louças sanitárias no desenvolvimento das operações em outro país. O método de pesquisa foi o estudo de caso único e a coleta dos dados foi realizada por meio de um roteiro de pesquisa semi-estruturado com os executivos da empresa. Como resultado, identificou-se que o processo de internacionalização é caracterizado pelo modelo dinâmico de aprendizagem (Modelo de Uppsala), em que a organização desenvolve suas atividades no exterior de forma gradual, à medida que adquire experiência e know-how no mercado. A empresa está procurando vencer barreiras culturais e a distância psíquica rumo a um processo de internacionalização lento, alinhado com sua estratégia e foco de diferenciação aplicado ao mercado brasileiro. Essa estratégia é composta por uma sequência de passos planejados e deliberados, com baixa exposição e risco de investimento. Constatou-se que ela adota a estratégia de exportação por meio de distribuidores, sendo este um fator crítico de sucesso, porém esse processo de homologação e desenvolvimento de distribuidores carece de estruturação mais robusta e formalizada. Há oportunidades de melhorias no processo de Inteligência Competitiva com o intuito de sistematizar a busca e interpretação das informações do mercado em que a empresa deseja atuar. Future Studies Research Journal: Trends and Strategies2010-12-07info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionPeer-reviewed Articleapplication/pdfapplication/pdfhttps://www.revistafuture.org/FSRJ/article/view/6210.24023/FutureJournal/2175-5825/2010.v2i2.62Future Studies Research Journal: Trends and Strategies; Vol. 2 No. 2 (2010): Future Studies Research Journal; 162-185Future Studies Research Journal: Trends and Strategies [FSRJ]; v. 2 n. 2 (2010): Future Studies Research Journal; 162-1852175-5825reponame:Future Studies Research Journal: Trends and Strategiesinstname:Fundação Instituto de Administração (FIA)instacron:FIAengporhttps://www.revistafuture.org/FSRJ/article/view/62/108https://www.revistafuture.org/FSRJ/article/view/62/98Copyright (c) 2011 Future Studies Research Journal: Trends and Strategiesinfo:eu-repo/semantics/openAccessMaccari, Emerson AntonioAlonso, Cinthia Maria AmbrogiTanaka, Tony HidekiQuinta Junior, Ariovaldo Martins da2018-07-19T15:46:01Zoai:ojs.future.emnuvens.com.br:article/62Revistahttps://www.revistafuture.org/FSRJ/oai2175-58252175-5825opendoar:2018-07-19T15:46:01Future Studies Research Journal: Trends and Strategies - Fundação Instituto de Administração (FIA)false |
dc.title.none.fl_str_mv |
THE INTERNATIONALIZATION PROCESS OF THE SALES OPERATIONS OF THE PRODUCTS OF A SANITARY WARE INDUSTRY O PROCESSO DE INTERNACIONALIZAÇÃO DAS OPERAÇÕES DE VENDA DE PRODUTOS DE UMA INDÚSTRIA DE LOUÇAS SANITÁRIAS DOI:10.7444/fsrj.v2i2.62 |
title |
THE INTERNATIONALIZATION PROCESS OF THE SALES OPERATIONS OF THE PRODUCTS OF A SANITARY WARE INDUSTRY |
spellingShingle |
THE INTERNATIONALIZATION PROCESS OF THE SALES OPERATIONS OF THE PRODUCTS OF A SANITARY WARE INDUSTRY Maccari, Emerson Antonio |
title_short |
THE INTERNATIONALIZATION PROCESS OF THE SALES OPERATIONS OF THE PRODUCTS OF A SANITARY WARE INDUSTRY |
title_full |
THE INTERNATIONALIZATION PROCESS OF THE SALES OPERATIONS OF THE PRODUCTS OF A SANITARY WARE INDUSTRY |
title_fullStr |
THE INTERNATIONALIZATION PROCESS OF THE SALES OPERATIONS OF THE PRODUCTS OF A SANITARY WARE INDUSTRY |
title_full_unstemmed |
THE INTERNATIONALIZATION PROCESS OF THE SALES OPERATIONS OF THE PRODUCTS OF A SANITARY WARE INDUSTRY |
title_sort |
THE INTERNATIONALIZATION PROCESS OF THE SALES OPERATIONS OF THE PRODUCTS OF A SANITARY WARE INDUSTRY |
author |
Maccari, Emerson Antonio |
author_facet |
Maccari, Emerson Antonio Alonso, Cinthia Maria Ambrogi Tanaka, Tony Hideki Quinta Junior, Ariovaldo Martins da |
author_role |
author |
author2 |
Alonso, Cinthia Maria Ambrogi Tanaka, Tony Hideki Quinta Junior, Ariovaldo Martins da |
author2_role |
author author author |
dc.contributor.author.fl_str_mv |
Maccari, Emerson Antonio Alonso, Cinthia Maria Ambrogi Tanaka, Tony Hideki Quinta Junior, Ariovaldo Martins da |
description |
Internationalization consists of extending an organization's operations abroad. It involves decisions based on objective criteria and on an evaluation of strategies for entering the foreign market. The problem addressed in this study concerns a Brazilian firm’s difficulties developing its operations abroad. Thus, the purpose of this study was to identify the internationalization process of an industry in the sanitary ware segment in the development of its operations in another country. The research method employed was the single case study and data was collected by means of a semi-structured research script applied to company executives. The results showed that the internationalization process is characterized by the dynamic learning model (Uppsala Model), according to which an organization develops its activities abroad gradually, as it acquires experience and expertise in the market. The company is attempting to overcome cultural barriers and psychic distance in a slow internationalization process, aligned with the differentiation strategy and focus that it uses in the Brazilian market. This strategy comprises a sequence of planned and deliberate steps, with low investment exposure and risk. It was found that the firm adopts a strategy of exporting through distributors, this being a critical success factor, but that the distributor approval and development process lacks robust and formalized structuring. There are opportunities for improvement in the process of competitive intelligence in order to systematize the search and interpretation of information about the markets in which the company wants to operate. Key-words: Internationalization of companies. Uppsala Model. Strategy. Competitive intelligence. |
publishDate |
2010 |
dc.date.none.fl_str_mv |
2010-12-07 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Peer-reviewed Article |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
https://www.revistafuture.org/FSRJ/article/view/62 10.24023/FutureJournal/2175-5825/2010.v2i2.62 |
url |
https://www.revistafuture.org/FSRJ/article/view/62 |
identifier_str_mv |
10.24023/FutureJournal/2175-5825/2010.v2i2.62 |
dc.language.iso.fl_str_mv |
eng por |
language |
eng por |
dc.relation.none.fl_str_mv |
https://www.revistafuture.org/FSRJ/article/view/62/108 https://www.revistafuture.org/FSRJ/article/view/62/98 |
dc.rights.driver.fl_str_mv |
Copyright (c) 2011 Future Studies Research Journal: Trends and Strategies info:eu-repo/semantics/openAccess |
rights_invalid_str_mv |
Copyright (c) 2011 Future Studies Research Journal: Trends and Strategies |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf application/pdf |
dc.publisher.none.fl_str_mv |
Future Studies Research Journal: Trends and Strategies |
publisher.none.fl_str_mv |
Future Studies Research Journal: Trends and Strategies |
dc.source.none.fl_str_mv |
Future Studies Research Journal: Trends and Strategies; Vol. 2 No. 2 (2010): Future Studies Research Journal; 162-185 Future Studies Research Journal: Trends and Strategies [FSRJ]; v. 2 n. 2 (2010): Future Studies Research Journal; 162-185 2175-5825 reponame:Future Studies Research Journal: Trends and Strategies instname:Fundação Instituto de Administração (FIA) instacron:FIA |
instname_str |
Fundação Instituto de Administração (FIA) |
instacron_str |
FIA |
institution |
FIA |
reponame_str |
Future Studies Research Journal: Trends and Strategies |
collection |
Future Studies Research Journal: Trends and Strategies |
repository.name.fl_str_mv |
Future Studies Research Journal: Trends and Strategies - Fundação Instituto de Administração (FIA) |
repository.mail.fl_str_mv |
|
_version_ |
1798045834922688512 |