TOWARDS OVERSEAS: TRAJECTORY OF OIL AND GAS CHAIN SMALL AND MEDIUM BUSINESSESES

• Autor(a) principal: Almeida Serra, Fabiana
• Data de Publicação: 2017
• Outros Autores: Barbosa, Jenny Dantas
• Tipo de documento: Artigo
• Idioma: por
• Título da fonte: Revista Eletrônica de Estratégia e Negócios
• Texto Completo: https://portaldeperiodicos.animaeducacao.com.br/index.php/EeN/article/view/3902
• topic: Internationalization; Small and Medium Enterprises; Strategies.; Internacionalización; Pequeñas y Medias Empresas; Estrategias.; Internacionalização; Pequenas e Médias Empresas; Estratégias.

The main objective of this study is to analyze the trajectory of Sergipe’s small and medium chain oil gas enterprises in foreign markets. This is a qualitative study and exploratory research and the method used was case study. It was reached that the motivation of entrepreneurs to enter the foreign market was mainly by the need to reduce the internal market, to seek new markets and opportunities arising abroad. Strategies differentiation and focus are the most used by companies in their internationalization process, and direct export and partnership are the most widely used types of entry. Technical competence of managers, market knowledge and partnerships were crucial to the trajectory of international companies. The internationalization process of companies follows the assumptions of the Uppsala model and has similarities with the Nordic School.