Submitted by Silvana Teresinha Dornelles Studzinski (sstudzinski) on 2015-10-23T15:47:57Z No. of bitstreams: 1 Francisco Sperotto Flores_.pdf: 437036 bytes, checksum: 48604df4848c773fbdbb73cceecc244d (MD5) / Made available in DSpace on 2015-10-23T15:47:57Z (GMT). No. of bitstreams: 1 Francisco Sperotto Flores_.pdf: 437036 bytes, checksum: 48604df4848c773fbdbb73cceecc244d (MD5) Previous issue date: 2015-03-18 / Nenhuma / O objetivo deste trabalho é avaliar o relacionamento entre a sustentabilidade e o desempenho exportador dos frigoríficos exportadores de carne bovina. Para isso, foi utilizada análise de dados em painel a partir da coleta de dados secundários das exportações de carne bovina in natura fresca ou resfriada, oriundas de diversos países, para os mercados italiano, norte-americano, holandês, francês, mexicano, japonês, alemão e para o Reino Unido, entre os anos de 2002 e 2012, totalizando uma média de 125 observações para cada país importador. A sustentabilidade dos exportadores, foi avaliada através do seu desempenho social, utilizando como proxy o Índice de Desenvolvimento Humano (IDH), e do desempenho ambiental, avaliado a partir da Poupança Líquida Ajustada (ANS). Os resultados obtidos pela análise econométrica demonstram que a dimensão social da sustentabilidade exerce uma influencia positiva sobre o desempenho exportador dos frigoríficos exportadores de carne bovina para alguns mercados, enquanto a dimensão ambiental da sustentabilidade está associada à capacidade de entrada e manutenção destas empresas no mercado internacional da carne bovina. Embora a análise utilize dados em nível de país, visto o nível elevado de concentração na indústria exportadora de carne e, ainda, que a cadeia de valor e o mercado internacional do produto são dominados por um pequeno grupo de grandes empresas com presença global, considera-se que, através da análise do comportamento do comércio entre países, seja possível inferir o comportamento do comércio da commodity em nível de firma. / The purpose of this study is evaluating the relationship between sustainability and the export performance of beef exporters. It is used panel data analysis form the collection of secondary data of exports of fresh or chilled beef with regard to Italy, Dutch, French, Mexican, Japanese, German and the UK between the years 2002 and 2012, totaling an average of 125 observations for each importing country. The sustainability of exporters was evaluated through its social performance, using as proxy the Human Development Index (HDI), and environmental performance, evaluated from the Net Adjusted Savings (ANS). The results obtained by econometric analysis show that the social dimension of sustainability has a positive influence on the export performance of refrigerators exporters of beef, while the environmental dimension of sustainability is associated with the input capacity and maintenance of these companies in the international beef market. Although the analysis uses data at the country level, given the hight concentration level in the meat export industry and also that value chain and the beef international market are dominated by a small group of large companies with global presence, it is considered that, by analyzing the behavior of trade between countries, it is possible to infer the commodity trading behavior at firm level.

L'objectif de cette recherche est d'évaluer l'impact du profil du dirigeant sur le niveau d'OE et l'influence de ce dernier sur la performance-export de la PME dans le contexte togolais. A cet effet, une analyse quantitative par la période de régression logistique auprès de 65 PME exportatrices montre que la vision stratégique, les compétences clés, les traits de personnalité du dirigeant et les caractéristiques de la PME affectent positivement l’orientation entrepreneuriale internationale et la performance-export. Ces résultats ont le mérite de confirmer le modèle conceptuel adapté de Miller/Friesen et celui de Covin/Slevin dans le cadre du Togo. / The objective of this research is to assess the impact of the CEO's profile on the EO level and its influence on the export performance of the SMBs in the togolese context. The results of a quantitative analysis by logistic regression led to 65 exporting SMBs to this purpose, show that the strategic vision, the key competences, the CEO's traits of personality and the SMBs characteristics, are positively related to to the international entrepreneurial orientation (IEO) and to the export performance. These results have the merit of confirming the conceptual model adapted from M/F and the one of C/S within the Togolese framework.

The study of the extent to which incoming FDI results in ‘spillovers’ (technology, R&D, management practices and know-how) has so far yielded only mixed results, and research has largely been restricted to north-north and north-south interactions; this study develops a model of knowledge spillovers based on previous literature and extends inquiry into south-south FDI by investigating spillovers from Chinese FDI to the Cambodian garment and light manufacturing industries. Several significant factors including the nature and extent of FDI linkages, local industry absorptive capacity, nature of the network relationship, and local firms’ learning orientation have been found to influence the extent to which knowledge spillovers occur. These variables are integrated within this paper which develops a conceptual model of knowledge spillovers based on the Awareness-Motivation- Capability framework to examine knowledge spillovers derived through both horizontal and vertical linkages. One area of interest examined in the study is the FDI influence on domestic firms’ export performance since light manufacturing represents the most significant portion of Cambodia's total export products. The thesis, addresses two primary questions: (1) when, where and under what conditions are significant knowledge spillovers created? And (2) what are the effects of the spillovers on domestic companies' technological capability and export performance? The research contributes to the previous literature by further developing the theory on the realisation of knowledge spillovers as well as exploring the nature and channels of knowledge spillovers from South-South FDI in labour-intensive industry, an area of study previously unexplored. Our results show that knowledge spillovers occur through both horizontal and vertical linkages and Cambodian firms receive more spillovers from Chinese FDI than they do from FDI from developed countries.

The objective of this study is to investigate the determinants of the export behavior of small and medium-sized enterprises (SMEs) in Turkey. In SMEs, key decision makers play important roles / therefore, studying the impact of managerial characteristics is of paramount importance for understanding the determinants of SME export behavior. Particularly, possible relations between CEO age, tenure, level of education, international experience and foreign language skills and the export performance of SMEs will be examined. While doing this, two distinct theories, namely, upper echelons perspective and resource-based view of the firm (RBV) will be integrated. Furthermore, the study will focus on the role of the human capital as a strategic resource that may enhance the SME export performance. The relations between international experience and foreign language skills of the human capital and SME export performance will be analyzed from upper echelons perspective and RBV point of view. Overall, this study attempts to illustrate that CEOs and human resources are valuable, rare, inimitable and non-substitutable resources for SMEs, and that studying their attributes in SME internationalization context is crucial to understanding the determinants of expert activities of SMEs. As a result, this study expects to reveal important implications for those who aim at increasing the export performance of SMEs. Practitioners may benefit from the findings by addressing which managerial and human capital characteristics influence SME export behavior and in which directions, so that they can better match the characteristics of CEOs and human capital with SMEs in order to attain higher export performance.

As export competition becomes more intense and export success vital for survival (Katsikeas, 1994), so the effective processing and use of information regarding the international environment becomes a critical prerequisite for gaining competitive advantage (Leonidou and Theodosiou, 2004). Symbolic use of information is one type of information use, which although relatively underexplored to date, may be the most prevalent form of information use within organisations – especially in an export setting (Beyer and Trice, 1982). Symbolic use occurs when information is used for purposes other than the ones which led to its collection (Menon and Varadarajan, 1992). Symbolic use of information has been conceptualised as a multi-dimensional construct encompassing various dimensions (Vyas and Souchon, 2003). Examples include “exporters that engage in distorting market research findings, taking conclusions out of context, disclosing only the findings that confirm an executive‟s predetermined position or consciously ignoring information” (Toften and Olsen, 2004, p. 106). Symbolic use can also legitimate decisions reached on the basis of intuition or managerial assumptions (Vyas and Souchon, 2003). Although conceptual propositions of the potential relationship between each of the symbolic use dimensions and performance exist (Vyas and Souchon 2003), no empirical research has yet been undertaken. As a result, little is known about how and why symbolic use of export information may affect export performance, and under what circumstances. Furthermore, reliable and valid measures for each one of the symbolic use dimensions are absent in the literature. The purpose of this thesis is to fill in these research gaps. In so doing, a combination of both qualitative and quantitative methods is employed. The exploratory phase takes the form of in depth interviews with export decision makers in the UK. The data collected in this exploratory phase are analysed through the use of within-case and cross-case displays as per Miles and Huberman (1994) and are used not just for hypothesis development, but also to identify potential outcomes of using information symbolically in specific ways and to create pools of items for the development of measures of symbolic use. (Continues...).

The objective of this paper is to analyze the export performance of Turkish manufacturing industries in the East-Asian countries between the years 1992-2002. SITC (Rev.3), three digit data were used in calculations and three methodologies were applied in order to discover promising sectors of the Turkish exports. Constant Market Share Analysis was used to explain the causes of the change in the market shares of the exports of Turkey from one period to another. Revealed comparative advantage indices were calculated to determine sectors in which Turkey had comparative advantage. Grubel-Lloyd Index was used to determine the rate of intraindustry trade. Results signal important changes in the export structure of Turkey.

隨著科技及技術的快速發展，網路逐漸改變企業的營運模式，其中電子商務已成為一項相當重要的商業工具。過去與網路相關的文獻較多著重於探討網路與國際行銷之間的關係，與出口相關的研究也大多探討網站複雜程度或網站內容對出口績效的影響，B2B電子市場對出口績效的影響較少成為研究主題，因此本研究除了網站外，更進一步將B2B電子市場列入影響出口績效的因素。 本文以129間中國大陸中小企業為研究對象，分別探討架設自有網站與採用B2B電子市場對企業出口績效的影響，並檢驗同時架設自有網站與採用B2B電子市場對出口績效是否改變上述之影響。 本研究採用量化方法，以複線性迴歸中的階層式迴歸進行分析，並以平均數平減法以降低共線性問題。模型自變數為網站功能複雜程度、B2B電子市場使用程度；應變數出口績效以出口比例作為衡量方式；控制變數包含員工人數、公司年齡、R&D員工人數、網站語言數、電子平台數、自有品牌數、商展數以及認證數等。 研究結果顯示當網站功能複雜程度愈高時，出口績效愈差；當B2B電子市場使用程度愈高時，出口績效愈佳；而在同時架設功能複雜程度愈高的網站與使用B2B電子市場程度愈高的情況下，出口績效愈佳。當網站功能複雜程度愈高，亦即可直接在網站上進行下單時，對於國內銷售績效的增加大於出口績效的增加，使得出口比例下降；當B2B電子市場使用程度愈高時，表示外包給第三方有助於提升企業比較利益及競爭優勢；而在同時架設網站及採用B2B電子市場下，可互相彌補風險及缺失，因此使出口績效提升。 / With the rapid growth of technology and the Internet, the way people do business is changed dramatically. Specifically, e-commerce is becoming more and more essential as a business vehicle for firms. There is growing volume of literatures doing research on the Internet, but scholarly attention has been paid to define the Internet’s role in marketing. Even if there still some studies attempted to link the Internet to exporting, these literatures put more emphasis on the impacts of firm’s own websites on export performance. Thus, in addition to websites, B2B electronic markets are viewed as the determinant of export performance in this study. 129 samples in this study are selected from Small and medium-sized enterprises (SMEs) in China. Multiple linear regression is adopted, and mean-centering is used as a means to reduce multicollinearity. The purpose of this study is to investigate respective impacts of own websites and B2B electronic markets on export performance and impacts of simultaneous use of own websites and B2B electronic markets on export performance. The results indicate that there is negative relationship between level of functionality of websites and export performance. Export performance here is measured by export percentage. In other word, when level of functionality of websites is higher, export percentage becomes lower. Second, the study findings demonstrate that a greater level of B2B electronic market a firm adopts is positively associated with its export performance. Finally, a firm’s simultaneous use of website and B2B electronic market is positively associated with its export performance.

This study aims to verify the relation between strategic decisions and performance of exporting companies from Rio Grande do Sul state, Brazil. In addition, it is described the profile and the international performance characteristics. Besides, it is measured the performance of exporting companies in study. In order to reach the results, it were reviewed issues related to internationalization of business, entry modes, export performance, export marketing strategy and strategic types in order to guide the empirical research. A descriptive research was conducted with application of survey as a procedure for collecting data, which were analyzed by three techniques: a) descriptive statistics, b) analysis of variance, and c) Pearson correlation. The results showed that the surveyed companies are mostly small and medium businesses. The strategy that they most identified was the prospector, followed by the analyst. The most part of the surveyed companies positioned themselves as having from medium to substantial experience in international market. Considering aspects of international operations, the main entry mode used by companies was exportation, in addition, more than half the respondents negotiate with up to 10 countries and pointed out the intention to internationalize from beginning of its operations and the existence of request coming from client abroad as main reasons for internationalization. The obtained data also revealed that the clarity of the specification to the destination market, the high adaptation of the pack and the language of the product label to destination country and that over half of the products were consumer products with established position in the company. The surveyed companies marketed mainly with competitive or highly competitive countries, which showed medium cultural similarity and large potential demand. Considering the export performance, it is verified that the surveyed companies placed themselves at the extremes in terms of export intensity, performed predominantly around the mean response considering the economic, strategic and satisfaction of the export venture and were classified mostly as low performance. The results showed the existence of a relation between strategic decisions and export performance. Considering export performance, in strategic terms, it was noticed a difference in behavior between companies that have adopted different strategic types, and is evidenced a correlation between the variables of the marketing strategy of export and the dimensions of export performance. / O presente estudo tem por objetivo geral verificar a relação existente entre as decisões estratégicas e a performance das empresas exportadoras gaúchas. Além disso, buscou-se descrever o perfil, caracterizar a atuação internacional e mensurar a performance exportadora das empresas pesquisadas. Para tanto, foram revisados temas relativos à internacionalização de empresa, modos de entrada, performance exportadora, estratégia de marketing de exportação e tipos estratégicos, de modo a orientar a pesquisa empírica. Foi realizada pesquisa descritiva com aplicação de survey como procedimento para coleta de dados, os quais foram analisados por meio de três técnicas: a) estatística descritiva; b) análise de variância; e c) correlação de Pearson. Os resultados mostraram que as empresas pesquisadas são na maioria de pequeno e médio porte, que a estratégia com a qual mais se identificaram foi a prospectora, seguida de perto da analista e que a maioria dos respondentes posicionaram-se como possuidores de média a substancial experiência no mercado internacional. No que se refere aos aspectos de atuação internacional, o principal modo de entrada utilizado pelas empresas foi a exportação, além disso, mais da metade dos respondentes atende até 10 países e apontaram como principais razões para internacionalização, a intenção em internacionalizarem-se desde o início de suas operações e a existência de solicitação vinda de cliente no exterior. Os dados obtidos revelaram, ainda, a clareza para os respondentes da especificação do mercado de destino, a alta adaptação da embalagem e da linguagem do rótulo do produto ao país destino e que mais da metade dos produtos comercializados eram de consumo e com posição já estabelecida na empresa. As empresas pesquisadas comercializaram, principalmente, com países competitivos ou altamente competitivos, que apresentavam similaridade cultural média e demanda potencial ampla. Quanto à performance exportadora, verificou-se que as empresas pesquisadas colocaram-se nos extremos, em termos de intensidade exportadora, apresentaram comportamento predominantemente em torno da resposta média com relação às dimensões econômica, estratégica e de satisfação do empreendimento exportador e classificaram-se, em sua maioria, como de baixa performance. Os resultados apontaram para a existência de relação entre as decisões estratégicas e a performance exportadora, uma vez que com relação à performance exportadora, em termos estratégicos, percebeu-se a diferença de comportamento entre as empresas que adotaram tipos estratégicos diversos, bem como se evidenciou a correlação existente entre as variáveis da estratégia de marketing de exportação e as dimensões da performance exportadora.

Several changes are affecting the Earth‟s sustainability and start to change the way people perceive the organizations, bringing consequences and alterations in their organizational strategies. The current research aimed to analyze the relations between the sustainability, strategy and the process of making these rubber companies international ones. The research had two distinct phases, being the first one a qualitative and descriptive research with semi-structured interviews. The empirical concretization of this paper occurred in two huge industrial plants in Rio Grande do Sul state, one located in São Leopoldo municipality and the other in Santa Cruz do Sul municipality. Both companies are Brazilian and produce rubber products. The second stage encompassed the application of a quantitative and descriptive research where it was proposed the characterization of the company, the strategic management of sustainability, the international experience and their export performances. The statistic and descriptive data of the quantitative research were collected from the companies associated to ABIARB‟, Brazilian Association of Rubber Product Industries, to SINBORSUL‟, Union of the Rubber Industries of Rio Grande do Sul state, and to SINDIBOR‟, Union of Rubber Product Industries of São Paulo state. The results of the qualitative phase point out that the companies analyzed here search for the involvement of their providers and stakeholders in the environmental and social management, they show several internal barriers in the implementation of sustainability, make their employees aware about sustainability, try to innovate by having the sustainability as something linked to their business actions, are advanced international enterprises and use their sustainable consciousness in their strategic performances. The results from the quantitative stage show that these companies are mostly small or medium ones, with some experience in the market of light products (internationalized companies) and in the rubber industry (non-internationalized). Generally, it was possible to verify that the analyzed firms involve their stakeholders and their employees in sustainable strategies, become international due to exports, by means of intermediary workers in Brazil and are in their initial stages of internationalization. The analyzed data allowed identify the great importance of sustainability, with few barriers against their implementations. Furthermore, it is possible to say that the actions which are towards the practice of sustainability management helped positively for the export performance, confirming the hypotheses of this paper. / Várias mudanças estão afetando a sustentabilidade do planeta e começam a alterar o modo de percepção das organizações, acarretando consequências e alterações em suas estratégias organizacionais. A presente pesquisa teve como objetivo analisar a relação entre as práticas de sustentabilidade, estratégia e o processo de internacionalização de empresas industriais do setor de artefatos de borracha. A realização da pesquisa aconteceu em duas fases distintas, sendo a primeira uma pesquisa qualitativa de natureza descritiva com entrevistas semi-estruturadas. A concretização empírica da pesquisa qualitativa deu-se em duas unidades industriais de grande porte do Estado do Rio Grande do Sul, uma localizada na cidade de São Leopoldo e a outra na cidade de Santa Cruz do Sul, as duas de origem brasileira, que atuam no setor de artefatos de borrachas. A segunda fase da pesquisa compreendeu a aplicação de uma pesquisa de natureza quantitativa e descritiva, em que se propôs a caracterização da empresa, gestão estratégica da sustentabilidade, a experiência internacional e o desempenho exportador das empresas pesquisadas. Os dados estatísticos e descritivos da pesquisa quantitativa foram coletados nas empresas associadas da Associação Brasileira da Indústria de Artefatos de Borracha ABIARB, Sindicato das Indústrias de Borrachas do Rio Grande do Sul SINBORSUL e o Sindicato da Indústria de Artefatos de Borracha no Estado de São Paulo SINDIBOR. Os resultados da fase qualitativa evidenciaram que as empresas analisadas envolvem seus fornecedores e acionistas na gestão socioambiental; os parceiros externos são envolvidos na estratégia sustentável; evidenciam várias barreiras internas na implantação da sustentabilidade; sensibilizam os funcionários quanto à sustentabilidade; procuram inovar tendo a sustentabilidade como uma iniciativa integrada da ação empresarial; são empresas internacionalizadas com estágio avançado; e utilizam a consciência sustentável em seu desempenho estratégico. Os resultados da fase quantitativa evidenciaram que as empresas pesquisadas são, na maioria, de pequeno e médio porte, com experiência no mercado de atuação, atuam no ramo de artefatos leves (internacionalizadas) e na indústria de borracha (não internacionalizada). De modo geral, foi possível verificar que as empresas analisadas envolvem os stakeholders e seus funcionários nas estratégias sustentáveis; se internacionalizam via exportação, por meio de intermediários no Brasil e encontram-se em estágio inicial de internacionalização. Os dados analisados permitiram identificar a elevada importância atribuída à sustentabilidade com poucas barreiras à sua implantação. Além disso, é possível afirmar que as ações voltadas para as práticas de gestão da sustentabilidade contribuem positivamente para o desempenho exportador, confirmando as hipóteses da pesquisa.

Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / Environmental changes have created new requirements and conditions for industrial activity in Brazil, highlighting the need for exploration of the aspects related to sustainable development and expansion into new markets. This study aimed to understand how the adoption of sustainable management strategies influence the export performance of Brazilian internationalized industrial sector of Gems and Jewelry. The sustainable strategies were evaluated from the adaptation of the strategic model of the Batelle American Institute, presented by Placet, Anderson and Fowler (2005), which addresses the interaction of economic, social and environmental aspects, considering innovation as perspective, reflected in the company and in society. The export performance was analyzed through the adaptation of the model of Papadopoulos and Martin (2010) that develops and evaluates a formative measure of export performance, identifying and quantifying the relative contribution of its consequences concerning the economic and strategic dimensions. The research is characterized as qualitative and exploratory, and was carried out through semi-structured interviews in the industrial internationalized sector of gems and jewelry as well as quantitative and descriptive, given that subjects responded to a survey. Data was analyzed by univariate and bivariate correlation test and Spearman's Rho. Such tests allow to understand which sustainable management practices of the model are being added in the industrial sector, and which dimensions of sustainable development affect the export performance of companies in the gems and jewelry sector, establishing the correlations of greater significance. The results may contribute to a better understanding of such sector, pointing out which each year has contributed to the positive balance of trade. The actions in the international market of surveyed companies are in the early stages of internationalization. The changes offered by the internationalization of the industrial companies of the sector are felt and influence the strategic management and growth of companies. / As mudanças ambientais criaram novas exigências e condicionantes para a atividade industrial brasileira, ressaltando a necessidade da exploração dos aspectos relacionados ao desenvolvimento sustentável e a ampliação para novos mercados. Este trabalho teve como objetivo entender como a adoção de estratégias de gestão sustentáveis influencia no desempenho exportador de empresas industriais brasileiras internacionalizadas do setor de Gemas e Joias. As estratégias sustentáveis foram avaliadas a partir da adaptação do modelo estratégico do Instituto Americano Battelle, apresentado por Placet, Anderson e Fowler (2005), que aborda a interação dos aspectos econômicos, social e ambiental tendo como perspectiva a inovação, com reflexos na empresa e na sociedade. O desempenho exportador foi analisado a partir da adaptação do modelo de Papadopoulos e Martín (2010) que desenvolve e testa uma medida formativa do desempenho exportador e identifica e quantifica a contribuição relativa das suas consequências nas dimensões econômica e estratégica. A pesquisa caracteriza-se por ser uma investigação de natureza qualitativa e exploratória realizada com entrevistas semi estruturadas em empresas industriais internacionalizadas do Setor Mineral de Gemas e Joias e; quantitativa e descritiva, através da aplicação de uma survey. Os dados foram avaliados por meio da análise univariada e bivariada e teste de correlação de Ró de Spearman. Foi possível perceber quais práticas de gestão sustentável apresentadas no modelo estão sendo inseridas nas empresas industriais do setor, e quais as dimensões do desenvolvimento sustentável influenciam o desempenho exportador das empresas do setor de gemas e joias, estabelecendo as correlações de maior significância. Através dos resultados pode-se ter um melhor entendimento desse setor , que a cada ano vêm contribuindo para o saldo positivo da balança comercial. A atuação no mercado externo da maioria das empresas pesquisadas se encontra nos dois primeiros estágios de internacionalização. As mudanças proporcionadas pela internacionalização das empresas industriais do setor, se fazem sentir e influenciam na gestão estratégica e no crescimento das empresas do setor.