During the past decade, advances in information technology have facilitated the rapid international expansion of small and medium-sized enterprises (SMEs). Cloud computing has enabled a new wave of firms to offer services on the web regardless of geographic distances. The aim of this study is to explore how cloud computing affect the external variables network and culture in the internationalization process of an SME. In order to explore the impact on these external variables, a qualitative case study is carried out on a business-to-business SME offering cloud services within small and open economies. The findings explain why closeness was important and why the cloud service firm was limited to a gradual internationalization process although the technology has the potential to break this pattern or accelerate it. The results from this study are valuable for scholars since the internationalization process of cloud service firms is an under-researched area. It is also useful for cloud service SMEs when making strategic decisions in the internationalization process.

Despite significant research output in recent decades on international new ventures (INVs),little attention has been paid to understanding the processes and conditions under whichthe entrepreneur identifies and exploits an opportunity and subsequently creates valuewithin the firm. As a result, the dynamics involved in the role of the entrepreneur during theestablishment and internationalization of INVs remain in a black box. In order to understandthe context, interaction among players and other dynamics involved before, during, and afterthe establishment of the INV’s creation and development, a different approach is needed. Theaim of this dissertation is to describe and understand the role of entrepreneurs in the processof establishment and internationalization of international new ventures. Three longitudinal case studies were conducted between 1999 and 2008 with a total of 108interviews using snowball sampling. In addition, comprehensive secondary data have beencollected to enrich the empirical cases with thick descriptions, and to enhance content validityas well as the reliability of the research. This study offers a more nuanced picture of how entrepreneurs’ characteristics influencethe international development of their firms. For example, it appears that it was neitherthe previous foreign experience, the education, nor the previously developed internationalnetwork (as suggested by previous literature) that can be credited for the rapid and vastinternationalization of the case firms. Instead, it is suggested that an entrepreneur’schildhood and prior life story directly influences their behaviour in the INV. We proposethat different types of entrepreneurs are important factors to understanding firms’ differentinternationalization patterns. Depending on the backgrounds of the entrepreneurs, theydeveloped preferences, skills, and especially desires that would come to affect the totalbehaviour of their future organizations. This study also develops the notion of psychicdistance into three separate spaces - the physical, the mental and the social space. Forexample, the context and experience during childhood creates the foundations for theentrepreneurs’ mental and social space, which can separately, but also in relation toeach other, offer a more accurate and deeper understanding of the actions taken by theentrepreneurs in the INV. Furthermore, this study has shown that the role and characteristicsof the entrepreneur do change over time, which also determines the individual’s sensitivity toopportunities and the international behaviour of the company.

Made available in DSpace on 2016-12-12T20:32:02Z (GMT). No. of bitstreams: 1 Dissertacao Lilian Silvestre Laranjeira.pdf: 1522984 bytes, checksum: de7cff7c87be250a6f078e832ac44c25 (MD5) Previous issue date: 2007-05-18 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / The international expansion for several Brazilian companies is surrounded by challenges, inclusively endogenous, that obstruct their more pro-active attitude in the complex and unstable environment where the globalized organizations operate. Notwithstanding, beginning with the comprehension of the internationalization process, based on the stage models, a firm can provide subsidies to predict and plan its internationalization, in addition, influence other companies. From that, the current dissertation presents the outcomes of research with the general objective being to comprehend the internationalization process of Mormaii Indústria e Comércio, Importação e Exportação de Artigos Esportivos Ltda. between the years 1987 and 2005. This research relies on a qualitative and interpretative study case. Primary data was collected via semi-structured interviews with managers from the organization in Brazil, with the director of the partner company in Germany, with managers of three competitor companies at the international fair ISPO Winter 2006 and with the CEO of a winter sports company in Austria. The auxiliary data came from a documental scientific basis, from the company itself and from the digital media. The data obtained was analyzed in terms of content and significance in order to achieve the categories of explanation. The research results revealed that the internationalization process of this organization has been developed according to the Uppsala Model. There were three consolidated stages of internationalization identified as adopted by the organization. The first two stages were considered emergent while the last stage was a systematic and deliberated process of international expansion activities. / A expansão internacional para muitas empresas brasileiras é cercada de desafios, inclusive endógenos, impedindo uma atitude mais pró-ativa das mesmas frente ao meio complexo e instável em que operam as organizações globalizadas. No entanto, a partir da compreensão do processo de internacionalização com base nos modelos de estágios, a empresa pode gerar subsídios para a previsão e planejamento de sua internacionalização e influenciar demais empresas. Diante disso, a presente dissertação apresenta os resultados de uma pesquisa que teve como objetivo geral compreender o processo de internacionalização da Mormaii Indústria e Comércio, Importação e Exportação de Artigos Esportivos Ltda. entre os anos 1987 e 2005. A pesquisa apóia-se na técnica do estudo de caso, de natureza qualitativa e interpretativa. Os dados primários foram coletados por meio de entrevistas semi-estruturadas com os dirigentes da organização no Brasil, com o dirigente da empresa parceira na Alemanha, com os dirigentes de três empresas concorrentes presentes na feira Internacional ISPO Winter 2006 e com o CEO de uma empresa de esportes de inverno na Áustria. Já os dados secundários foram provenientes de base documental científica, da própria empresa e da mídia digital. Após coletados, os dados foram analisados quanto ao seu conteúdo e significado, visando identificar as categorias de apreciação. Os resultados revelaram que o processo de internacionalização da organização se deu de acordo com o modelo de Uppsala. Foram identificados três estágios consolidados de internacionalização vivenciados pela organização. As duas primeiras foram emergentes enquanto que a última fase ocorreu a partir de um processo sistemático e deliberado de atividades de expansão internacional.

Submitted by Bianca Magnani Tavares (bibimagtav@gmail.com) on 2012-03-10T23:36:33Z No. of bitstreams: 1 The internationalization process of family business_vfinal_Bianca (1).pdf: 1204982 bytes, checksum: 4cd11c9372fa7cdcaee82778cc01b79f (MD5) / Approved for entry into archive by Gisele Isaura Hannickel (gisele.hannickel@fgv.br) on 2012-03-12T13:38:01Z (GMT) No. of bitstreams: 1 The internationalization process of family business_vfinal_Bianca (1).pdf: 1204982 bytes, checksum: 4cd11c9372fa7cdcaee82778cc01b79f (MD5) / Made available in DSpace on 2012-03-12T13:40:15Z (GMT). No. of bitstreams: 1 The internationalization process of family business_vfinal_Bianca (1).pdf: 1204982 bytes, checksum: 4cd11c9372fa7cdcaee82778cc01b79f (MD5) Previous issue date: 2012-02-07 / This dissertation aims to identify the family role in the internationalization process of two family businesses: JBS, the world’s largest protein producer and Cutrale one of the world’s leader in the orange juice market. Family businesses have characteristics that are intrinsic to this type of firms. Many of the internationalization reasons or even the way they internationalize has several characteristics that are common among other family businesses. Therefore, through a qualitative research the two case studies were analyzed based on the internationalization and family businesses theories. However, in those companies the role of the family was not a key role on the firms’ internationalization processes. This aroused questions such as whether the size and/ or industry of the company had an impact on the family’s role on the internationalization process of the business. These questions were not the focus of this study but are subsidies for future research. / Essa dissertação procura identificar o papel da família no processo de internacionalização de dois negócios familiares: JBS, a maior empresa de proteína animal do mundo e Cutrale um dos líderes mundiais no mercado de suco de laranja. Empresas familiares possuem características que são intrínsecas a esse tipo de empresa. Muitos dos motivos de se internacionalizar ou mesmo o modo como eles se internacionalizam podem ser extremamente característicos. Assim, através de uma pesquisa qualitativa, os dois estudos de caso foram analisados baseados em teorias de internacionalização de empresas familiares. Porém, nessas companhias estudadas, a família não desempenhou um papel relevante no processo de internacionalização das mesmas. Com esses resultados, questões surgiram, como por exemplo, se o tamanho ou segmento da empresa tiveram um impacto na importância do papel que a família possui no processo de internacionalização. Essas questões não eram o foco do estudo porém fornecem muitos subsídios para uma próxima pesquisa.

Submitted by Gisele Isaura Hannickel (gisele.hannickel@fgv.br) on 2011-11-09T13:52:23Z No. of bitstreams: 1 dissertação Jean-Edern Lorillon (2).pdf: 953444 bytes, checksum: be84d39bae82169dab2e461de915e57b (MD5) / Approved for entry into archive by Gisele Isaura Hannickel (gisele.hannickel@fgv.br) on 2011-11-09T13:52:45Z (GMT) No. of bitstreams: 1 dissertação Jean-Edern Lorillon (2).pdf: 953444 bytes, checksum: be84d39bae82169dab2e461de915e57b (MD5) / Made available in DSpace on 2011-11-09T14:08:26Z (GMT). No. of bitstreams: 1 dissertação Jean-Edern Lorillon (2).pdf: 953444 bytes, checksum: be84d39bae82169dab2e461de915e57b (MD5) Previous issue date: 2011-10-25 / The study had the main objective of providing a French SME with the information needed to analyze the viability of an internationalization process to Brazil, a difficult path strewn with obstacles. Indeed, many French companies are currently willing to enter the Brazilian market, which is seen as great host country offering numerous opportunities for growth and profitability. However the lack of resources and the many difficulties that have to be dealt with during the internationalization process lead SMEs to carefully analyze the opportunity of an international project before trying to enter the foreign market. Thus, academicals papers were used as references to identify and present administrative, economical and cultural elements that could facilitate or hamper the internationalization process. The main administrative issues presented were the international market selection, the mode of internationalization, and the challenges of the internationalization process. As regards economical elements, we presented the main lending technologies available to SMEs and the impact of lending infrastructures in the host country on credit granting. Finally, in order for the SME to understand the lending process, we presented the banks’ point of view when supplying credit to SME. Cultural aspects that could facilitate or hamper the internationalization process are pointed out through academicals concepts such as 'cultural distance' or 'psychic distance'. We argue that gaps between cultures are likely to generate culture-related difficulties or advantages, and that cultural distance is also likely to impact the entry mode chosen by the company in the host country. / Este trabalho teve como objetivo principal fornecer subsídios para uma pequena empresa francesa analisar a viabilidade do seu processo de internacionalização no Brasil, um caminho difícil e cheio de obstáculos. De fato, muitas empresas francesas estão tentando entrar no mercado brasileiro, visto como um país que oferece várias oportunidades para o crescimento e rentabilidade destas empresas. No entanto, por causa da falta de recursos e das dificuldades a serem enfrentadas durante o processo de internacionalização, pequenas empresas devem analisar cuidadosamente a viabilidade de um projeto internacional, antes de entrar no mercado estrangeiro. Assim, trabalhos acadêmicos foram usados como referência para identificar e apresentar os aspectos administrativos, econômicos e culturais que poderiam facilitar ou dificultar o processo de internacionalização. Os principais aspectos administrativos apresentados foram a seleção do mercado internacional, o modo de internacionalização e os desafios do processo de internacionalização. Para os aspectos econômicos, apresentamos as principais tecnologias usadas para financiar pequenas e médias empresas, e o impacto das infra-estruturas nessas tecnologias. Também, para que uma PME possa entender o processo de financiamento, apresentamos o ponto de vista dos Bancos. Aspectos culturais que poderiam facilitar ou dificultar o processo de internacionalização são apontados através de conceitos acadêmicos como 'distância cultural' ou 'distância psíquica'. Este trabalho discute também como as diferenças entre as culturas são susceptíveis em gerar dificuldades ou vantagens, e que a distância cultural também pode ter um impacto no modo de entrada escolhido pela empresa no país de acolhimento.

Sedan 1980-talet har avregleringen av den finansiella sektorn öppnat nya vägar för svenska bankers internationalisering. Detta har inneburit att de svenska storbankerna i allt större utsträckning blickat utanför Sveriges gränser. Men processen att etablera sig på en ny marknad utomlands är inte riskfri. Skillnader mellan länder samt företagens begränsade kunskap, skapar osäkerhet och hinder att förstå nya marknader. Kina är ett exempel på en marknad som till följd av stark ekonomisk utveckling och successiv avreglering lockat många svenska företag, trots att marknaden anses komplex och förknippas med hög risk. Denna undersökning avser att studera detta fenomen närmare genom att beskriva hur SEB:s internationaliseringsprocess i Kina gått till och därigenom belysa bankens riskhantering och incitament att vara etablerad i landet. En kvalitativ metod har genomförts och data har baserats på både primärkällor och sekundärkällor. Resultaten indikerar att SEB:s drivkraft att verka på den kinesiska marknaden är att följa sina kunder. Genom en stegvis etablering har erfarenhet och ny kunskap erhållits som minskat osäkerhet och därmed risk. Ju mer kunskapen har ökat, desto mer har engagemangen i landet vuxit. / Since the 1980s, deregulation of the financial sector has opened new ways for the internationalization of Swedish banks. As a result, the Swedish banks increasingly look beyond the nation's borders. But the process of establishment on a new market abroad is not without risk. Differences between countries and companies limited knowledge creates uncertainty and barriers in understanding new markets. China is an example of a market that, as a result of strong economic development and gradual deregulation, attracted Swedish companies, despite the fact that the market is considered complex and associated with high risk. This study intends to examine this phenomenon closer by describing how SEB's internationalization process in China has proceeded, highlighting the bank's risk management and incentives to be established in the country. A qualitative method has been implemented with data based on both primary sources and secondary sources. The results indicate that SEB's driving force to act on the Chinese market is to follow its customers. Through a gradual establishment, experience and new knowledge has been obtained reducing uncertainty and thus risk. With increasing knowledge follows deeper commitment in the country.

A partir das narrativas escritas por carnavalescos, o carnaval ganha forma pelas mãos de ferreiros, marceneiros, costureiras, bordadeiras e artesãos. Das favelas para o mundo, as escolas de samba do Rio de Janeiro se organizaram e, juntas, conquistaram respeito e prestígio que se materializaram por meio da construção de um Sambódromo, da Cidade do Samba, dentre outras. Realizou-se estudo de casos de natureza exploratória em que se utilizou fonte de dados primários e secundários, visando verificar as características do sistema de controle gerencial e o processo de internacionalização das escolas de samba. A questão geral é: Os sistemas de controle gerenciais das escolas de samba da cidade do Rio de Janeiro são influenciados pelo fenômeno da internacionalização? Os achados da pesquisa mostram que não, da mesma forma que alguns pesquisadores já observaram que existem circunstâncias em que o processo de internacionalização não implica, necessariamente, em grande complexidade e sofisticação do sistema de controle de gestão. / As from narratives writings, the carnival earns form for the hands of blacksmiths, cabinetmakers, dressmakers and craftsmen. Of the "favelas" for the world, the samba schools of Rio de Janeiro self-organized and, together, conquered respect and prestige that if materialized for half of the construction of the one "Sambódromo", and a City of Samba, out of other. A study was carried out in cases of exploratory nature of using source of primary and secondary data, in order to verify the characteristics of the system of management control and the process of internationalization of the samba schools. The general question is: The management control systems of the samba schools in Rio de Janeiro are influenced by the phenomenon of internationalization? The findings of the survey show that no, the same way that some researchers have observed that there are circumstances in which the process of internationalization does not necessarily implies in great complexity and sophistication of the management control system.

Submitted by Estagiário SPT BMHS (spt@fgv.br) on 2013-08-08T14:03:31Z No. of bitstreams: 1 Dissertação_Joaquim Brasileiro_2009.pdf: 2936365 bytes, checksum: ee94e64edd96faf9f9c0d116839e24ad (MD5) / Approved for entry into archive by Estagiário SPT BMHS (spt@fgv.br) on 2013-08-08T14:03:47Z (GMT) No. of bitstreams: 1 Dissertação_Joaquim Brasileiro_2009.pdf: 2936365 bytes, checksum: ee94e64edd96faf9f9c0d116839e24ad (MD5) / Approved for entry into archive by Estagiário SPT BMHS (spt@fgv.br) on 2013-08-08T14:04:16Z (GMT) No. of bitstreams: 1 Dissertação_Joaquim Brasileiro_2009.pdf: 2936365 bytes, checksum: ee94e64edd96faf9f9c0d116839e24ad (MD5) / Made available in DSpace on 2013-08-08T14:04:36Z (GMT). No. of bitstreams: 1 Dissertação_Joaquim Brasileiro_2009.pdf: 2936365 bytes, checksum: ee94e64edd96faf9f9c0d116839e24ad (MD5) Previous issue date: 2009 / A presente pesquisa possui um enfoque no processo de internacionalização das empresas brasileiras, um fenômeno que vem ocorrendo de forma lenta e gradual ao longo dos últimos 25 anos, com grande ênfase nos anos 1990, quando o Brasil abriu sua economia ao capital externo, proporcionando maiores investimentos em novos produtos, novas tecnologias, e a adoção por parte das nossas organizações de novas formas e práticas de gestão empresarial, as quais já faziam parte há um bom tempo das organizações multinacionais pelo mundo afora, que sempre utilizaram essas melhores formas de gestão empresarial em seu estado da arte. Este atraso do Brasil em relação ao mundo desenvolvido, em que o País se fechou como uma verdadeira 'ostra', refletiu-se em prejuízos imensuráveis ao desenvolvimento social, político e econômico, resultando em atrasos tecnológicos e educacionais e na consequente falta de pessoal qualificado em face de um mundo globalizado, no qual se mostram imprescindíveis as inovações tecnológicas e a capacitação humana. Nesse contexto, o processo de internacionalização de empresas, especificamente o segmento do cooperativismo de agronegócio no estado do Paraná, ganha um impulso significativo, quando as cooperativas, a partir da década de 1980, buscam sua inserção internacional no mundo globalizado através de um aumento gradativo em suas exportações, inicialmente somente com produtos in natura e, posteriormente, com a introdução de novas tecnologias, equipamentos, pesquisas, modernas formas de gestão e educação continuada de pessoal, possibilitando às cooperativas, e de forma geral ao setor cooperativista paranaense, um grande salto financeiro e um aumento expressivo na composição do PIB do Paraná, representando nos dias atuais aproximadamente 40% do total das exportações do estado. Dessa forma, este trabalho procura contribuir com a academia e com as organizações cooperativistas do estado do Paraná no sentido de buscar as razões para esse importante e irreversível processo de internacionalização, que trouxe, e ainda traz, vantagens financeiras, tecnológicas e dinamismo à economia local com os seus diversos atores, e que transforma essas organizações paranaenses e brasileiras em grandes players globais nos negócios internacionais. / The present research focuses on the Brazilian company internationalization process that has stated twenty five years ago and continues up to the present. The research highlights the 1990s when Brazil opened its economy to foreign investments thus bringing about new technologies, products and managerial practices that had already been optimized by foreign organizations. The Brazilian delay in catching up with the developed world latest progress caused immeasurable damages to social, political and economic development. As a consequence, Brazil experienced technological and educational slowdown, and lack of qualified labor to face a globalized world where technological innovations and human qualification are crucial to development. In the aforementioned context, the State of Paraná agribusiness cooperatives improved significantly from 1980 on, when they sought insertion into a globalized world through increasing their exportation gradually. At first, Paraná only exported in natura products. Later on, the inclusion of new technologies, equipment, researches, management systems and personnel continuing education provided a huge financial increase in the Paraná cooperative sector, as well as an expressive increase in its GDP that represents 40% of he State total exports. So, the present work seeks to bring a positive contribution to the theme discussion and to the State of Paraná cooperative organizations in order to understand this important and irreversible internationalization process, which brought about, and continues bringing, financial and technological advantages and dynamism to our local economy transforming the Paraná and Brazilian organizations into big global players acting in international business.

The literature on export management and export behaviors conventionally analyze export as a general mode without distinguishing different options of choice. In the process of internationalization, small firms build up unique perceptions and pursuits of their international opportunities. Within different levels of internationalization, exporting firms also develop a different approach to the exploitation of capabilities and resources. The lack of resources and capabilities of small and medium enterprises is among the major obstacles for their internationalization. This research explores how firms develop capabilities and utilize external resources during their internationalization process. The study aims to answer the two main questions: What are the patterns of capabilities and resources utilization in SMEs export mode choices? How do these patterns explain the differentials in the export mode choices? Two phases of empirical investigation have been conducted, focusing on explaining the differentials of capabilities and network resources in different mode choices of export engagement. By applying a mixed method, the study ensures validity by using multiple sources of data. In the exploratory phase, three different groups of SMEs are investigated, including non-regular exporters, indirect exporters using independent agents, and regular direct exporters. The preliminary research phase examines essential patterns of dynamic capabilities and network resources that enable SMEs in different export modes. A series of semi-structured interviews were conducted with senior business managers, coming to the aid of drawing the research model and building up reliable constructs. In the findings, the thematic content analysis technique was used to generate important patterns and themes with the presence of quotes and evidence from the respondents. The analysis was in conjunction with the literature review with the aim of drafting the questionnaire survey. The confirmatory phase specifies insights and differences in the direct and indirect export mode choice. Outcomes from the non-parametric test show that direct exporters have a significantly greater endowment of dynamic capabilities and network resources than indirect exporters. This explicit evaluation of dynamic capabilities and network resources support firm decisions to choose between direct and indirect export mode or the combination of both. The results enrich the contextual understanding of the differentials in mode choices of export engagement, thus, contributing to the export management literature an empirical input of the SMEs participation in the global trade. The findings corroborate that researchers should not generalize SMEs internationalization export mode as a whole, given the significant differences between direct and indirect exporters. Understanding different mode choices of export, especially in their development of dynamic capabilities and utilization of network resources can help firms improve performance on their export journey. In the specific context of this study, it is strategically for small manufacturing exporters to select the appropriate entry mode. As overcome resource scarcity is vital for firms to succeed in coping with business risks and uncertainties in accessing foreign markets. Last but not least, the study also suggests some directions for future research in the internationalization process of small and medium enterprises.:TABLE OF CONTENTS ABBREVIATIONS LIST OF TABLES LIST OF FIGURES 1 INTRODUCTION 1 1.1 Research background 1 1.2 Research question 6 1.3 Structure of the thesis 8 2 VIETNAMESE ECONOMY AND THE MANUFACTURING INDUSTRY 11 2.1 Vietnam economic outlook 11 2.2 Description of manufacturing SMEs in Vietnam 13 2.2.1 SMEs definition 13 2.2.2 SMEs in manufacturing sector 14 2.2.3 Development characteristics during 2006-2015 16 2.3 International trade and export status of Vietnamese manufacturing SMEs 18 2.4 Vietnam government support policies to SMEs 23 2.5 Remaining challenges 25 3 LITERATURE REVIEW 32 3.1 Internationalization theories 32 3.1.1 The network theory 35 3.1.2 The transaction cost theory 36 3.1.3 The eclectic paradigm 37 3.1.4 The resource-based view 37 3.2 The internationalization process of SMEs 39 3.2.1 The Uppsala models (U-model) 39 3.2.2 The Innovation-related internationalization models (I-models) 42 3.2.3 The born-global phenomenon 44 3.3 International market expansion strategy and entry modes 46 3.3.1 International market expansion strategy 46 3.3.2 International market entry modes 47 3.3.3 Foreign market entry decisions 55 3.4 Proposed research model for further research on firm internationalization 56 3.4.1 Capabilities and resources as drivers of export 58 3.4.2 SMEs mode choice of export engagement 68 4 RESEARCH METHODS 73 4.1 Research strategy 73 4.1.1 Design rationale 74 4.1.2 Research process 78 4.2 Phase I: Qualitative research approach 80 4.2.1 Qualitative research design 80 4.2.2 Subject identification and sample 82 4.2.3 Instruments and interviews 82 4.2.4 Data analysis 86 4.3 Phase II: Quantitative research approach 88 4.3.1 Quantitative research design 88 4.3.2 Data preparation 90 4.3.3 Pre-testing 91 4.3.4 Survey instruments 92 4.3.5 Questionnaire design 95 4.3.6 Exploratory factor analysis 100 4.3.7 Reliability and validity test 108 4.3.8 Data analysis 111 5 RESULTS AND DISCUSSION 112 5.1 Results of Phase I 112 5.1.1 Code structure 112 5.1.2 Motivation to export 116 5.1.3 Frequencies of codes 119 5.1.4 Capabilities and Resources utilization in First-time export 123 5.1.5 Current Status of Capabilities and Resources utilization 133 5.1.6 Future importance of Capabilities and Resources utilization 142 5.1.7 Code relations 150 5.1.8 Most important patterns 150 5.1.9 Summary of Qualitative research results 153 5.2 Results of Phase II 165 5.2.1 Respondent profile 165 5.2.2 Results of the descriptive analyses 168 5.2.3 Results of the non-parametric tests 176 5.2.4 Summary of Quantitative research results 188 6 CONCLUSION 211 6.1 Implications for firms 214 6.2 Implications for policymakers 216 6.3 Limitations and direction for future research 217 REFERENCES 220 APPENDICES Appendix 1. Interview Guide for the Semi-structured Interview 242 Appendix 2. Survey in English version 243 Appendix 3. Code Hierarchy 247 Appendix 4. Zusammenfassung 250 Appendix 5. Lebenslauf 257 Appendix 6. Erklärung 260

[pt] O objetivo dessa tese é investigar em que medida duas importantes perspectivas teóricas – o modelo de processo de internacionalização de Uppsala e a perspectiva de Born Global - explicam aspectos do processo de internacionalização de uma organização não governamental (ONG) internacional, sob a ótica do processo. Para alcançar este objetivo, esta tese fez uso do método do estudo de caso único longitudinal. O estudo busca preencher uma lacuna teórica, uma vez que poucos estudos acadêmicos foram encontrados sobre o tema. A revisão de literatura compreende uma análise das perspectivas teóricas adotadas, de modo a definir as principais categorias de análise aplicadas ao caso, assim como uma revisão dos conceitos associados a ONGs de forma geral, além de referenciar a limitada literatura encontrada sobre internacionalização dessas organizações. O caso estudado é o da ONG denominada Médicos Sem Fronteiras (Médecin Sans Frontières). A seleção do caso foi feita em função da grande disponibilidade de dados secundários, tais como relatórios, livros, teses, entrevistas publicadas, documentos etc. , uma vez que se trata de uma organização grande e respeitada. O uso de depoimentos publicados foi bastante útil, uma vez que permitiu colher dados em maior profundidade e qualidade do que seria possível utilizando-se entrevistas locais. A análise comportou, inicialmente, uma descrição detalhada do histórico do caso, de modo a oferecer um panorama da evolução da ONG ao longo do tempo. O passo seguinte consistiu na análise das categorias, examinando-se em que medida cada uma das categorias previamente destacadas se manifestaria, ou não, no caso da ONG estudada. Procurou-se, nessa etapa, detalhar dados e depoimentos em suporte à interpretação de cada categoria. Concluiu-se que, de fato, há elementos de confluência entre as duas perspectivas teóricas adotadas, mas que as especificidades das ONGs sugerem a necessidade de adaptação de tais perspectivas ao contexto específico em que atuam essas organizações. O estudo encontra-se limitado pelo fato de analisar um único caso, ainda que em profundidade, sugerindo-se a realização de futuras pesquisas que possam contribuir para o objetivo de conhecer melhor de que forma ocorre o processo de internacionalização dessas organizações. / [en] The purpose of this thesis is to investigate to what extent two important theoretical perspectives - the Uppsala internationalization model and the Born-globals perspective - explain aspects of the internationalization process of an international non-governmental organization (NGO) from the process perspective. To achieve this goal, this thesis made use of a longitudinal single case study method and seeks to fill a theoretical gap, since few studies have been found on the subject. In the literature review section, an analysis of the theoretical perspectives is adopted in order to define the main categories to be applied to the case. Also a review of the concepts associated to NGOs in general and specific studies on internationalization of NGOs are presented. The case studied selected is the NGO called Doctors Without Borders (Médecin Sans Frontières). The selection of this case was made due to the large availability of secondary data, such as reports, books, theses, published interviews, documents, etc. , since it is a large and respected organization. The use of published testimonials was very useful, since it allowed to collect data in greater depth and quality than would be possible using local interviews. The analysis proceeds as following: first, a detailed description of the case history was made in order to provide an overview of the evolution of the NGO over time. Second, the selected categories were analized in order to examine the extent each of it would or would not manifest itself in the case of the NGO studied. At this stage, we sought to detail data and statements to support the interpretation of each category. Overall, there are elements of confluence between the two theoretical perspectives adopted. Nevertheless, as NGOs being a very specific organization, further studies are suggest in order to adapt those perspectives to this specific context in which these kind of organizations operate. The study is limited by the fact that only a single case has been analyse, although in depth, suggesting the continuance of debate in future studies that can contribute to the theorethical development of the internationalization process of these type of organization.