Made available in DSpace on 2014-12-17T13:53:24Z (GMT). No. of bitstreams: 1 LuciaFLGC.pdf: 1316397 bytes, checksum: 19d3ef04b094ef0c8d5123a8909ac6c6 (MD5) Previous issue date: 2009-08-28 / Universidade Federal do Rio Grande do Norte / The present inquiry has as main objective to understand the process of formation of the international strategies of the exporting companies of fruits of the RN through the theory of the resource dependence. Aiming at to clarify as the companies they can carry through the process of internationalization through this theory had been study the behavior and economic theories of the process of internationalization of companies. Amongst the economic theories they are distinguished the eclectic paradigm of Dunning (1958), Vernon (1669) through the theory of the cycle of the product and Bucley and Casson (1979) with the theory of the international operations. In the mannering boarding they had been investigated the school of Upsala through Johanson and Valnhe (1977) with the concept of the increasing of the markets and in the distance psychic starts and the interaction of the purchaser-salesman of Hallen and Wiedersheim-Paul (1979). In this perspective it observes main the occured changes in the organization in function of this process, following the rules observed by the gradual ingression in the international market, having as base ways of entrances in the external market used by these companies, in view of the frist phase that the company presents of businesses. Ahead of you analyze of these theories the study searches to analyze the convergence of the concepts proclaimed for the theory of the dependence of resources (PFEFFER; SALANCIK, 1978). and strategies of internationalization of the companies. The research is characterized as qualitative case study which adopts and exploratory and analytical type, retrospective matrix. The adopted strategy is of case study and the unit of analysis consisting of the Finobrasa, pertaining company to the Vicunha Group. The main method of collection of data was halfstructuralized interview allied the documentary research that together had presented an empirical perspective of the internationalization process. The analysis and quarrel of the results understand the description and the interpretation of the one of the information through the technique of analyzes of content. Initially the historical of the exportation of fruits of the Rio Grande do Norte with the focus in the region A?u/Mossor? is presented and after that the information of the Finobrasa are presented as base of the study. The main events are identified that had constituted the phases of the strategical model of the company. It was observed that the dimensions most excellent amongst those proclaimed by the School of Uppsala had been the learning, staffs and the step-starts is sufficiently gifts in the reality of the company, as well as the aspects of strategical alliances since the consolidated relationship of the Vicunha Group create a more solid trajectory in the international market allied the conditions created windows of marked . One understands, therefore, that the investigated process still has base the theoretical theories of the internationalization strategies corroborating for the theoretical convergence of the rules proclaimed for the theory of the dependence of resources. / A presente investiga??o tem como objetivo principal compreender o processo de forma??o das estrat?gias internacionais das empresas exportadoras de frutas do RN atrav?s da teoria da depend?ncia de recurso. Visando esclarecer como as empresas podem realizar o processo de internacionaliza??o atrav?s das teorias comportamentais e econ?micas do processo de internacionaliza??o de empresas. Dentre as teorias econ?micas destacam-se o paradigma ecl?tico de Dunning (1958), Vernon (1669) atrav?s da teoria do ciclo do produto e Bucley e Casson(1979) com a teoria das opera??es internacionais. Na abordagem comportamental foram investigadas a escola de Upsala atrav?s de Johanson e Valnhe (1977) com o conceito do comprometimento crescente dos mercados e a dist?ncia ps?quica e a intera??o do comprador-vendedor de Hallen e Wiedersheim-Paul (1979). Nessa perspectiva observam-se as principais as mudan?as ocorridas na organiza??o em fun??o desse processo, acompanhando os preceitos observados pelo ingresso gradual no mercado internacional, tendo como base modos de entradas no mercado externo utilizados por essas empresas. Diante da analises dessas teorias o estudo busca analisar a converg?ncia dos conceitos apregoados pela teoria da depend?ncia de recursos (PFEFFER; SALANCIK, 1978) como conte?do base da investiga??o aliado aos conceitos de estrat?gias internacionais. A pesquisa caracteriza-se como qualitativa, do tipo explorat?rio e anal?tico, de cunho retrospectivo. A estrat?gia adotada ? a de estudo de caso e a unidade de an?lise constitu?da pela Finobrasa, empresa pertencente ao Grupo Vicunha. O principal m?todo de coleta de dados foi entrevista semi-estruturada aliada a pesquisa documental que juntos apresentaram uma perspectiva emp?rica do processo de internacionaliza??o. A an?lise e discuss?o dos resultados compreendem a descri??o e a interpreta??o do das informa??es atrav?s da t?cnica de analise de conte?do. Inicialmente ? apresentada a contextualiza??o hist?rica da exporta??o de frutas do Rio Grande do Norte com o foco no p?lo A?u/Mossor? e em seguida s?o apresentadas as informa??es da Finobrasa como base norteadora do estudo. S?o identificados os eventos marcantes que constitu?ram as fases do modelo estrat?gico da empresa. Observou-se que as dimens?es mais relevantes dentre aquelas apregoadas pela Escola de Uppsala foram a aprendizagem, pessoais e o gradualismo s?o bastante presentes na realidade da empresa, bem como os aspectos de alian?as estrat?gicas j? que o relacionamento consolidado do grupo Vicunha oportunizou uma trajet?ria mais s?lida no mercado internacional aliada as condi??es geradas pelas janelas de marcado . Entende-se, portanto, que o processo de internacionaliza??o possui fundamenta??o nas teorias te?ricas das estrat?gias de internacionaliza??o corroborando ainda para a converg?ncia conceitual da teoria da depend?ncia de recursos.