Purpose – This study aims to look into how foreignness and outsidership affect the market entry of a SME and the individual firm's ability to access the correct network as well as look at which support structures are available for the individual firms entering into a new market. Theory/Design & Research Questions – By looking through the lens of Social Network theory, aspects of trust, legitimacy, nodes, foreignness and outsidership, this study has looked into the journey of a large hamburger chain in Sweden that has successfully entered into different markets outside of Sweden. The research questions explored were (i) how SMEs can overcometheir liabilities and leverage network connections to form strategic partnerships with other firms or organizations, and (ii) how centrality of nodes can be utilized by SMEs to gain access to valuable information and resources, and (iii) how intermediary networks can support SMEs in their efforts to enter new markets, and what policies and programs have proven effective in this regard. Methodology – The data was gathered using a non-probability sampling by conducting a semi-structured qualitative interview and was complemented with secondary sources from the company profile. Findings – Depending on the size of the firm the level of ability to access networks can differ. Smaller firms are more inclined to seek help from intermediaries compared to larger firms. Furthermore actors that are more central have been found to have a key role for firms entering foreign markets.

Since the opening of formerly closed markets in Eastern Europe and China in the early 1990s, numerous firms have sought to capture the growth opportunities prevailing in the virgin but institutionally distant business networks in these countries. I claim that the entry process into an institutionally distant business network has been realised when the entering firm has reached an insidership position in the network. To advance this idea, the thesis introduces the overlooked medium-sized multinational exporter (MME) and answers the following overarching research questions: (I) how do MMEs establish insidership positions in institutionally distant business networks, and (II) what critical abilities are developed by MMEs in the process of entering an institutionally distant business network? To answer these questions, qualitative and quantitative methods have sequentially been mixed to first give an in-depth understanding of the empirical field, and second to verify and generalise some of the most central tentative findings. Empirically, the study reports from a case study of eight firms in the Baltic Sea Region and from an on-site survey of 203 Swedish firms with experience of entries in Eastern Europe and/or China. Five individual essays are presented—all designed to reflect different aspects of the institutionally distant network entry process. The findings are condensed in the cover of the thesis, where it is claimed that an insidership position is reached through three main phases: the Scouting phase, the Qualifying phase and the Shielding phase. Furthermore, it is found that that the most critical abilities developed through the institutionally distant network entry process is local experience-based knowledge of high specificity. It is shown that previous experiences, generated in different business networks in mature markets, are not useful in the network entry process in immature markets. As a consequence, there is reason to believe that the entering firm needs to develop unlearning abilities to replace obsolete or misleading experience.

Diese Dissertation handelt von Grenz- und Fremdheitskonstruktionen in iranischen Reiseberichten (sowohl Europa- als auch Russlandreiseberichte) des 19. Jahrhunderts. Durch die Untersuchung der zentralen sozialen und kulturellen Strukturen und Prozesse der Grenz- und Fremdheitserzeugung ist in dieser Studie, die iranische Gesellschaft, in den Besonderheiten ihrer eigenen Geschichte, durch ihre äußeren Begegnungen und Interdependenzen geforscht worden. Anhand der theoretischen Fokussierung auf zwei Konzepte, nämlich Fremdheit und kulturelle und soziale Grenze, wurde die Entwicklung der iranischen Gesellschaft in Anbetracht ihrer Beziehung zu den europäischen Ländern im Laufe des 19. Jahrhunderts rekonstruiert. Zwar ist die Arbeit primär eine soziologische Studie, konnte aber den historischen Kontext der Ereignisse und die literarische Beschaffenheit der Reisetexte nicht unbeachtet lassen. / This work is a comprehensive sociological study on travelogues, specifically with focus on the Iran’s 19th century history (Qajar Dynasty). It presents an analysis that sociologically and systematically registers the staging of cultural boundaries and the socio-historical construction of foreignness in the Iranian society, on the basis of selected Persian travel literature. This study has tried to show that cultural and social boundaries are relational and historical constructs which, in case of Iran, are dramatically affected by the encounters of Iranians (statesmen, students, tourists, etc.) with western countries (Western Europe and Russia).

L'objectif de cette thèse est d'étudier le rôle des processus sociaux de légitimation sous-jacents au développement local des filiales de firmes multinationales (FMN) dans des environnements lointains du siège. Notre thèse explore la façon dont les filiales tentent de modérer les pressions simultanées issues de leur environnement d'accueil et de leur environnement organisationnel. À partir d'un cadre théorique institutionnaliste fondé sur une littérature pluridisciplinaire. nous étudions la nature des processus de légitimation de huit filiales de banques étrangères en Inde un contexte caractérisé par une forte «Liability of Foreignness» (i.e. LOF : handicap du fait d'être étranger). Nous identifions ensuite les pratiques organisationnelles mobilisées afin de réduire les tensions entre le «central» et le «local». Nos résultats suggèrent que les stratégies de légitimation des filiales -passives (isomorphisme, transfert), réactive (lobbying politique) et proactive (rhétorique)- varient avec le degré d'exposition à la LOF et l'intensité des pressions internes: certaines filiales recherchent un « ancrage local» prononcé tandis que d'autres filiales utilisent plutôt «l'ancrage mondial» en s'appuyant sur la légitimité du siège. Dans un second temps, la thèse développe une estimation de la performance organisationnelle d'une filiale de FMN, en lien avec son processus de légitimation dans l'environnement d'accueil. Les résultats suggèrent qu’un niveau« d'ancrage local» élevé est associé positivement à la performance externe de la filiale et négativement à sa performance interne, ce qui conduit la filiale et le siège à opérer des arbitrages entre performance externe et interne. / The aim of this thesis is to study the role of social processes of legitimation underlying MNE subsidiaries' loci development in distant environments from the headquarters. Our thesis explores how subsidiaries attempt to mitigat simultaneous pressures from both their host and their organizational environments. Using an institutionalist theoretical framework based on a multidisciplinary literature, we investigate the nature of the legitimation processes for eight subsidiaries of foreign banks in India, a context characterized by a strong «Liability of Foreignness» (i.e. LOF). We the identify the organisational practices mobilised in order to decrease the «central/local» tensions. Our results suggest that subsidiaries' legitimation strategies -passive (isomorphism, transference), reactive (political lobbying) and proactive (rhetoric)- vary along with their degree of exposure to the LOF and according to the intensity of internal pressures the face: certain subsidiaries seek a deeper “local anchoring” while other subsidiaries rely more on a “world anchoring” benefitting from the headquarters' legitimacy. In a second development, this thesis sketches an estimate of the organisational performance of an MNE subsidiary in relation to its legitimation process in the host environment. Our results suggest that a higher level of local anchoring' is associated positively with a subsidiary's external performance and negatively with its internal performance. This leads the subsidiary and the headquarters to arbitrage between external and internal performance.

Submitted by Andre Nunes Fernandes (nf.anfernandes@gmail.com) on 2018-07-16T20:53:48Z No. of bitstreams: 1 Dissertação_TA_AndreNFernandes_FGV_VF_16072018.pdf: 3458661 bytes, checksum: caf980aaf795fc2244f0c84a491ceaa1 (MD5) / Approved for entry into archive by Simone de Andrade Lopes Pires (simone.lopes@fgv.br) on 2018-07-16T23:55:46Z (GMT) No. of bitstreams: 1 Dissertação_TA_AndreNFernandes_FGV_VF_16072018.pdf: 3458661 bytes, checksum: caf980aaf795fc2244f0c84a491ceaa1 (MD5) / Approved for entry into archive by Suzane Guimarães (suzane.guimaraes@fgv.br) on 2018-07-17T13:02:23Z (GMT) No. of bitstreams: 1 Dissertação_TA_AndreNFernandes_FGV_VF_16072018.pdf: 3458661 bytes, checksum: caf980aaf795fc2244f0c84a491ceaa1 (MD5) / Made available in DSpace on 2018-07-17T13:02:23Z (GMT). No. of bitstreams: 1 Dissertação_TA_AndreNFernandes_FGV_VF_16072018.pdf: 3458661 bytes, checksum: caf980aaf795fc2244f0c84a491ceaa1 (MD5) Previous issue date: 2018-06-13 / O setor bancário brasileiro nos últimos vinte anos passou por um processo de mudanças profundas com uma onda de fusões, aquisições e a entrada de novas instituições estrangeiras. O Liability da Foreignness (LOF) postula que as empresas estrangeiras tendem a estar em desvantagem em relação às empresas locais advindas da distância espacial, desconhecimento do ambiente local, discriminação enfrentada por empresas estrangeiras e restrições do país de origem. A teoria também postula a existência de vantagens para empresas multinacionais oriundas do seu tamanho, abrangência internacional e capitalização. O mercado bancário tem sido palco de uma forte competição aonde alguns bancos estrangeiros de varejo recentemente optaram por deixar o pais por conta de estarem em desvantagem. Com esta pesquisa buscamos evidências que esse LOF pode se manifestar em instituições financeiras através de um conjunto de variáveis que impactam nos seus indicadores de performance medidos através do seu ROA e ROE. Para medir essa evidencia analisamos uma amostra de 114 instituições, 57 nacionais e 57 estrangeiras. Os resultados dos retornos médios (ROE e ROA) da estatística descritiva estão em linha com a teoria do LOF, porém o modelo de análise da regressão do conjunto de variáveis e suas interações propostas que explicam as diferenças de performance para o mercado londrino não se mostraram aderentes para o mercado brasileiro. Buscamos testar como tentativa uma hipótese adicional através da introdução de uma variável relacionando o tempo de atuação da instituição no Brasil e se esta poderia explicar as performances medidas dos indicadores de ROA e ROE e respectivo LOF, e que também não se mostrou aderente. / The Brazilian banking sector in the last twenty years underwent a process of profound changes with a wave of mergers, acquisitions and the entry of new foreign institutions. The Liability of Foreignness (LOF) argues that foreign firms tend to be at a disadvantage relative to local firms as a result of spatial distance, lack of knowledge of the local environment, discrimination faced by foreign firms and restrictions of the country of origin. The theory also postulates the existence of advantages for multinational companies stemming from their size, international reach and capitalization. The banking market has been the scene of a strong competition where some foreign retail banks have recently chosen to leave the country because they are at a disadvantage. Studies seek evidence that this LOF can manifest itself in financial institutions through a set of variables that impact on their performance indicators measured through their ROA and ROE. To measure this evidence, we analyzed a base comprised of 130 institutions, 57 national and 57 foreign. The results of the mean returns (ROE and ROA) of the descriptive statistics are in line with the LOF theory, but the regression analysis model of the set of variables and their proposed interactions that explain the performance differences for the London market did not show suitable for the Brazilian market. We sought to test an additional hypothesis by introducing a variable involving the institution's time in Brazil and whether this could explain the measured performances of the ROA and ROE indicators and their LOF, and that was not adherent either.

Submitted by Luiz Bueno Beznos (luizbeznos@gmail.com) on 2018-07-13T15:56:42Z No. of bitstreams: 1 LuizBBeznos_Foreignness.pdf: 688998 bytes, checksum: 1ee9fe6feb920942bf6288ccd99bc5de (MD5) / Rejected by Simone de Andrade Lopes Pires (simone.lopes@fgv.br), reason: Prezado Luiz, Recebemos eu trabalho aplicado na biblioteca digital mas será necessários alguns ajustes: Estou encaminhando por e-mail os ajudes necessários. Por favor, faça as alterações e submeta o trabalho novamente. Atenciosamente, Simone Pires SRA. on 2018-07-16T19:58:21Z (GMT) / Submitted by Luiz Bueno Beznos (luizbeznos@gmail.com) on 2018-07-17T16:43:47Z No. of bitstreams: 1 LuizBBeznos_Foreignness.pdf: 691106 bytes, checksum: b41d682cebc955aac847c2930d1a7828 (MD5) / Approved for entry into archive by Simone de Andrade Lopes Pires (simone.lopes@fgv.br) on 2018-07-20T18:21:35Z (GMT) No. of bitstreams: 1 LuizBBeznos_Foreignness.pdf: 691106 bytes, checksum: b41d682cebc955aac847c2930d1a7828 (MD5) / Approved for entry into archive by Suzane Guimarães (suzane.guimaraes@fgv.br) on 2018-07-23T12:32:50Z (GMT) No. of bitstreams: 1 LuizBBeznos_Foreignness.pdf: 691106 bytes, checksum: b41d682cebc955aac847c2930d1a7828 (MD5) / Made available in DSpace on 2018-07-23T12:32:50Z (GMT). No. of bitstreams: 1 LuizBBeznos_Foreignness.pdf: 691106 bytes, checksum: b41d682cebc955aac847c2930d1a7828 (MD5) Previous issue date: 2018-06-13 / International management literature arguments that foreign firms operate under Liability of Foreignness (LOF). Several previous studies looked at LOF in banks, with contradictory results. Our study however is focused exclusively in the business of Sales and Trading of investment banks. We hypothesize this holds true for this business of investment banks, as the disadvantages of foreignness will be greater than advantages such as access to global markets. We looked at profitability for 87 domestic and foreign investment banks in Brazil for 27 quarters, using Pooled OLS as our statistical model. We found that there is indeed liability of foreignness. Testing characteristics that might mitigate LOF, we found that the smaller psychic distance and large home country economy can have a positive effect in foreign banks profitability. Surprisingly, experience does not appear to have a mitigating effect on LOF. / A literatura de administração internacional argumenta que empresas estrangeiras operam sob Liability of Foreignness (LOF). Vários estudos prévios abordaram LOF em bancos, com resultados contraditórios. Nosso estudo, entretanto foca exclusivamente na linha de negócios de Sales and Trading de bancos de investimento. Nossa hipótese central é de que existe LOF nesta linha de negócio dos bancos de investimento, e que as desevantagens de ser estrangeiro serão maiores que as vantagens. Nós analisamos a lucratividade de 87 bancos locais e estrangeiros no Brasil por 27 trimestres, usando Painel Empilhado como metodologia estatística. Os resultados indicam que realmente há LOF. Testando características mitigadoras deste LOF, encontramos indicativos que menor distância psíquica e maior economia no país sede podem ter um efeito positivo na lucratividade de bancos de investimento estrangeiros. Surpreendentemente, experiência não parece ter um efeito mitigador sobre LOF.

No description available.

[pt] Deslocar-se no horizonte impossível propõe múltiplas articulações em torno da questão da estrangeiridade. A narrativa Durante a construção da Muralha da China, de Franz Kafka, oferece o modelo estrutural, em que, a partir de blocos erguidos e dispostos num fluxo de viagem, são compostas zonas de vizinhança heterogêneas. Em 2007, Biño Sauitzvy, artista nascido no sul do Brasil, que havia migrado para a França quatro anos antes, retornava para apresentações de seus dois trabalhos mais recentes, H to H e La Divina. São produções intersecionais, entre a dança-teatro e a performance, em que um jovem diretor de teatro regressa como performer, coreógrafo e bailarino. No contato da narradora da tese com esse corpo novo se dá o encontro com o estrangeiro que se revela ali. É ele o meio disparador deste trabalho. O estrangeiro se apresenta nas relações corpo-gênero-sexo, em discussões em torno do eixo linguagem-língua-escrita-silêncio, em desdobramentos sociais, e em diferentes aparições de fronteiras e suas fissuras. Essa situação se impõe na escrita e é discutida no cruzamento entre trabalhos de arte (performance, dança-teatro, artes plásticas e literatura), pensamento teórico e experiência fabuladora. Busca-se assim a elaboração de uma escrita no caminho aberto pela pesquisadora e escritora americana Maggie Nelson, isto é, o de uma autoteoria — gênero que desenvolve a partir de modos de escrita presentes em obras de Roland Barthes, Susan Sontag e de Paul B. Preciado. É a partir desses textos e espaços que se desenvolve uma escrita em movimento, atravessada, por fim, pela estratégia fragmentária do escritor Jean Genet em Diário de um ladrão e Um cativo apaixonado, produzindo uma tese em que vida, memória, viagem e escrita se percorrem mutuamente. / [en] Moving into the impossible horizon proposes multiple articulations around the issue of foreignness. The narrative During the construction of the Wall of China, by Franz Kafka, offers the structural model, in which, heterogeneous zones of similarities are composed from blocks erected and arranged in a flux of journey. In 2007, Biño Sauitzvy, an artist born in southern Brazil, who had migrated to France four years earlier, returned to give presentations of his two most recent works, H to H and La Divina. They are inter-sectional productions, between dance-theater and performance, in which a young theater director returns as a performer, choreographer and dancer. In the contact of the narrator of the thesis with this new body occurs the encounter with the foreigner that reveals itself there. He is the trigger for this work. The foreigner presents himself in the body-gender-sex relations, in discussions around the language-language-writing-silence axis, in social unfoldings, and in different appearances of frontiers and their fissures. This situation imposes itself in the writing and is discussed in the intersection between works of art (performance, dance-theater, plastic arts and literature), theoretical thinking and the fabling experience. It seeks to elaborate a writing on the path opened by the American researcher and writer Maggie Nelson, that is, of self-theory - a genre that develops from the writing modes present in works by Roland Barthes, Susan Sontag and Paul B Precious. It is from these texts and spaces that a writing in movement is developed, crossed, finally, by the fragmentary strategy of the writer Jean Genet in Diary of a thief and A passionate captive, producing a thesis in which life, memory, travel and writing cross (trespass) each other.

The purpose of this study was to explore key factors to consider for a Swedish Knowledge Intensive Business Services (KIBS) firm to successfully enter the Norwegian market, and examine how these factors compare to incumbent theories on foreign market establishment. The study is based on an interpretivist research design and utilizes qualitative methods in order to achieve the intended purpose. The empirics were gathered by a combination of methods, namely, an extensive literature review, a pilot-study, and a multiple-case study. The data gathering methods utilized in the pilot study were semi-structured interviews conducted with individuals with expertise in the KIBS environment, as well as participant observations. The pilot study resulted in a deeper understanding of the KIBS sector. The multiple-case study consisted of semi-structured interviews with Swedish KIBS firms that have entered the Norwegian market. The empirics have been analyzed and discussed in relation to existing literature. Consequently, several success factors and pitfalls have been identified that may aid an internationalizing firm, especially a Swedish KIBS firm entering the Norwegian market. The identified success factors were: Narrow your focus through relational embeddedness, Understand customer’s business, Educate customers, Become familiar with foreign laws, Be aware of network position, Exploit existing networks, Identify new relevant networks, Refresh and expand the network, and Ensure relational embeddedness with key actors. The identified pitfalls were: Underestimation of time and resources required, Lacking awareness of aggravating effects, Knowledge transfer problems, Failure of internally anchoring foreign ventures, Underestimation of the language barrier, Underestimation of differences in organizational structures, Underestimation of the cost of spatial distance, Underestimation of Patriotism, and Underestimation of loyalty to suppliers. Moreover, the study provided insights as to how the concepts of liability of foreignness and liability of outsidership might interplay, and thereby exert pressure on a firm's dynamic internationalization capabilities in the foreign market establishment process. As such, the need for firms and researchers to undertake a holistic view in order to avoid faulty conclusions has been discussed and visualized. / Syftet med denna studie var att utforska nyckelfaktorer för svenska KIBS-företag som vill expandera till den norska marknaden. Vidare analyserades det hur dessa faktorer relaterar till befintliga teorier inom marknadsetablering. Studien är baserad på en forskningsdesign där kvalitativa metoder används för att uppnå syftet. Empirin är insamlad via en kombination av metoder, nämligen en omfattande litteraturstudie, en pilotstudie och en flerfallsstudie. Datainsamlingsmetoderna som användes i pilotstudien var semistrukturerade intervjuer med personer som har erfarenhet inom KIBS-miljön och även deltagarobservationer. Pilotstudien resulterade i en djupare förståelse av KIBS-sektorn. Flerfallsstudien bestod av semistrukturerade intervjuer med svenska KIBS-företag som har expanderat till den norska marknaden. Empirin har analyserats och diskuterats i relation till befintlig litteratur. Utifrån analysen identifierades flertalet framgångsfaktorer samt fallgropar. Genom att belysa dessa faktorer underlättas internationaliseringen för företag, i synnerhet för svenska KIBS-företag som vill expandera till den norska marknaden. De framgångsfaktorer som identifierades var: Begränsa sin fokus genom relationell inbäddning, Förstå kundens verksamhet, Utbilda kunder, Bli bekant med utländska lagar, Var medveten om nätverksposition, Utnyttja befintliga nätverk, Identifiera nya relevanta nätverk, Uppdatera och utöka nätverket och Säkerställa relationell inbäddning med nyckelaktörer. Medan de fallgropar som identifierades var: Underskattning av tid och resurser, Bristande medvetenhet om försvårande effekter, Kunskapsöverföringsproblem, Misslyckande med att internt förankra utländsk satsning, Underskattning av språkbarriären, Underskattning av skillnader i organisationsstrukturer, Underskattning av avståndskostnader, Underskattning av patriotism och Underskattning av lojalitet mot leverantörer. Vidare har det argumenterats för att det finns ett samspel mellan koncepten liability of foreignness och liability of outsidership som sedermera sätter press på ett företags dynamiska internationaliseringsförmågor. Följaktligen har det även visualiserats samt diskuterats att företag och forskare bör vidta ett holistiskt synsätt för att undvika att dra felaktiga slutsatser i internationalseringsprocesser.

Submitted by Sin Eun Lee (leericardo75@gmail.com) on 2016-04-20T10:53:37Z No. of bitstreams: 1 SIN EUN LEE Com Ficha.pdf: 924928 bytes, checksum: 1490142e7d79b58bd3a2181a9cdac7af (MD5) / Approved for entry into archive by Ana Luiza Holme (ana.holme@fgv.br) on 2016-04-20T12:38:54Z (GMT) No. of bitstreams: 1 SIN EUN LEE Com Ficha.pdf: 924928 bytes, checksum: 1490142e7d79b58bd3a2181a9cdac7af (MD5) / Made available in DSpace on 2016-04-20T12:41:31Z (GMT). No. of bitstreams: 1 SIN EUN LEE Com Ficha.pdf: 924928 bytes, checksum: 1490142e7d79b58bd3a2181a9cdac7af (MD5) Previous issue date: 2016 / The aim of this research is to empirically test if the working capital management adopted by multinational companies can be altered in foreign market entries of complex countries like Brazil. Based on the results of a survey of 182 companies in the electro-electronics and machinery sectors in Brazil, tests were conducted to analyze the correlation between the decisions of companies to use factoring with psychic distance and elapsed time of operation in Brazil. Results led to a higher propensity in the use of factoring as an alternative tool for short-term financing by multinationals companies with a greater psychic distance and with less elapsed time of operation in Brazil. Research on international business suggest that greater psychic distance of multinationals companies increase the uncertainty and risks avoidance, thus leading to a higher demand in cash holdings. Depending on the elapsed time of operation in the foreign market, psychic distance can be shortened through a process of organizational learning / O objetivo desta pesquisa é testar empiricamente se a gestão de capital de giro adotada pelas empresas multinacionais em outros países se altera na internacionalização em países complexos como o Brasil. Baseado nas respostas a um questionário obtido de uma amostra de 182 empresas do setor eletroeletrônico, elétrico, e de máquinas e equipamentos do Brasil, testes foram conduzidos para encontrar correlação na decisão de uso de cessão de direitos creditórios com a distância psíquica e o tempo de experiência dessas empresas no Brasil. Resultados apontam a maior propensão no uso de cessão de direitos creditórios como ferramenta alternativa de financiamento de curto prazo pelas empresas multinacionais sediadas em países mais distantes psiquicamente e com menor tempo de experiência no Brasil. Estudos sobre finanças internacionais indicam que uma maior distância psíquica das empresas multinacionais aumenta a aversão a incertezas e riscos, e, logo, a necessidade de manutenção de maiores níveis de caixa. Dependendo do tempo de experiência das empresas no mercado estrangeiro, a distância psíquica pode ser minimizada por meio de um processo de aprendizagem organizacional.