Submitted by Vinícius Molina (vinicius.lbm@gmail.com) on 2013-01-11T02:13:51Z No. of bitstreams: 1 Tese_Vinicius Molina_20130110_VF_PUBLICACAO.pdf: 1676647 bytes, checksum: decdd09b10a112867608c374dfb58e38 (MD5) / Approved for entry into archive by Eliene Soares da Silva (eliene.silva@fgv.br) on 2013-01-11T12:58:54Z (GMT) No. of bitstreams: 1 Tese_Vinicius Molina_20130110_VF_PUBLICACAO.pdf: 1676647 bytes, checksum: decdd09b10a112867608c374dfb58e38 (MD5) / Made available in DSpace on 2013-01-11T13:08:04Z (GMT). No. of bitstreams: 1 Tese_Vinicius Molina_20130110_VF_PUBLICACAO.pdf: 1676647 bytes, checksum: decdd09b10a112867608c374dfb58e38 (MD5) Previous issue date: 2012-12-12 / This work is in the field of Business Strategy and deals with the subject of internationalization of companies, specifically in the field of internationalization of Private Bank in Brazil. The main purpose of this study was to identify what factors drives the internationalization of companies in the Private Banking industry in Brazil. The methodology used in this research was based on a qualitative approach and had an exploratory nature. A case study of the International Private Bank of Banco Itaú Unibanco SA. was developed. Accordingly to this, 7 semi-structured interviews were conducted with professionals who work or have worked in the Private Bank of the selected bank. The main findings in the research were: (i) the business of Private Banking has not yet been the subject of specific analysis by those interested in the internationalization of banks, (ii) it was also identified that the authors that have studied the internationalization of banks did not resort to the Offshore Financial Centers (OFC) to explain the internationalization of financial institutions, this research suggests that it is of fundamental importance to analyze the OFC in order to understand the internationalization of the Private Banking industry, (iii) the main factors influencing the internationalization in the case selected are: the need of providing international financial services for clients from both domestic and international markets, and the search for new markets to expand the customer base, (iv) differently from what was appointed by previous researches, the present study suggested that one possible reason for bank internationalization is to follow domestic client's investments and financial flows made offshore, more than to follow the internationalization of current domestic customers;(v) finally, it is also suggested that the competition of the companies in the Private Banking industry in Brazil is not just related or driven by the international presence of its competitors, but by the capacity of linking different resources from different countries in order to generate value and competitiveness through this international network. / Este trabalho situa-se no campo de Estratégia Empresarial e trata do tema de internacionalização de empresas, mais especificamente da internacionalização no ramo de Private Bank no Brasil. O objetivo desta pesquisa foi realizar um levantamento dos fatores que influenciam a internacionalização de empresas atuantes no ramo de Private Bank no Brasil. Utilizou-se uma metodologia com abordagem qualitativa de natureza exploratória. Foi realizado um estudo de caso do Private Bank Internacional do Banco Itaú Unibanco S.A.. Foram realizadas 7 entrevistas semiestruturadas com profissionais que atuaram ou atuam no Private Bank do banco selecionado. Os principais resultados encontrados na pesquisa foram: (i) o ramo de Private Bank ainda não foi alvo de análise específica pelos interessados na internacionalização de bancos; (ii) também foi identificado que os autores que estudaram a internacionalização de bancos não recorreram à análise dos Offshore Financial Centers (OFC) para explicar a internacionalização das instituições financeiras, a presente pesquisa propõe que é de fundamental importância a análise dos OFC para o entendimento da internacionalização no ramo de Private Bank; (iii) os principais fatores que influenciaram a internacionalização no caso selecionado são: a busca de fornecimento de serviços financeiros internacionais para os clientes domésticos ou internacionais e a busca de novos mercados para a ampliação da base de clientes; (iv) sugere-se que ao invés do que proposto em outras pesquisas, a internacionalização em bancos não se dá por conta dos bancos seguirem seus clientes fisicamente, mas sim seguirem os investimentos e fluxos financeiros dos clientes; (v) finalmente, sugere-se também que a competição das empresas de Private Bank atuantes no Brasil não se dá somente pela presença internacional, mas sim pela capacidade de interligar recursos diferenciados presentes em diversos países e conseguir gerar valor através dessa rede.

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There has been prior research on the internationalization process of retail firms. However, most of the research has investigated the developed countries' markets. There has been little research on the internationalization process of retail firms, especially in the emerging Asian markets. The emerging Asian markets are different from developed markets. Therefore, internationalization challenges and hindrances are dissimilar in this region than in developed countries' markets. Previously, there have been numerous researches on IKEA and other Swedish retail firms on the internationalization process. However, most of the research study has been done on its movement to developed markets. There has been little research done on IKEA's internationalization into emerging Asian markets. There are different challenges faced by firms, when entering into the emerging Asian market and during the business in these markets. However, the emerging Asian markets are different from other continents, especially the Western and developed markets. This research study aims to fill the existing knowledge gap by exploring the challenges that IKEA faces in emerging Asian markets. In addition to this, by the research, we seek to develop our understanding of the challenges faced by Swedish retail firms while entering emerging Asian markets. Furthermore, by exploring the challenges that retail firms face in the emerging Asian markets, we also aim to provide possible solutions on how IKEA and other retail firms can resolve or tackle the issues they face in emerging Asian markets.

The corporate political activity field has focused on the study of political capabilities that allow firms to influence governments and regulators. Building on previous studies, this thesis examines a set of capabilities that allow host firms to adapt to rather than influence political environments. Specifically, this set of adaptive political capabilities can be used by firms to confront host country political contexts in emerging economies that share two characteristics: authoritarian regimes and weak institutions. The findings of this thesis show that host firms can develop and use adaptive political capabilities rather than political capabilities to start and sustain their operations in this type of political contexts. This entails attuning firm processes, structures, and practices to local norms and political behaviors, rather than attempting to shape the host country political environment in its own likeness. Our results suggest host firms can develop adaptive political capabilities to enhance their strategic repertoire when starting or sustaining operations in emerging economies with such characteristics. Our contribution is that by using mixed methods, we provide and test several exploratory propositions that support the conceptualization of a framework to guide the development of adaptive political capabilities by host firms and we make explicit a taxonomy of corporate adaptive political strategies that can enable firms to envision how they can adapt to host political contexts.

International business strategy is a widely investigated topic, with a plethora of related research. Aspects such as the internationalization process and the challenges faced when entering a foreign market have been widely examined, with the majority of existing literature linked to multinational corporations and companies of a traditional nature. However, there is a lack of research based on companies operating within the sharing economy. This is in contrast to the attention that has been given to the study of small entrepreneurial firms, such as international new ventures and born globals. Hence making the sharing economy a valuable area of investigation in terms of internationalization.   With more and more companies breaking away from the traditional norms of operation, this modern approach to business requires a deeper understanding. Due to the very nature of the sharing economy, companies are highly likely to internationalize and do so from an early stage, and knowledge of the challenges related to the process is therefore vital. Such recognition provided the motivation for this study, in the belief that it will provide valuable knowledge to companies, as well as contribute to the existing body of literature.   This study sets out to fill this knowledge gap by exploring the challenges faced by sharing economy companies when internationalizing. Furthermore, the study seeks to examine the effects such challenges have on the company and how they can be overcome. Research was carried out through a qualitative case study of six companies, out of which; four have already internationalized and two are yet to internationalize. Semi-structured interviews were conducted with the founders and senior managers, with questions relating to both internal and external challenges. The challenges were examined and their impact on the internationalization process explained.   The researchers conclude that both internal and external challenges impacted the internationalization process, and that many challenges were somewhat interconnected. From the challenges identified, the following were considered critical: networks, business model, funding and leadership decision-making. Overcoming such challenges can lessen the effects of other challenges and make the internationalization process more successful.

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中國大陸的崛起以及逐漸融入西方主導的國際建制，引起外界對於中共對外行為的研究興趣。 這本論文從國際關係新制度主義途徑檢視改革開放政策實施後逐漸融入國際建制的中共外交行為趨勢，探討中共對於國際經濟體制之調適與中共對外行為的關係，中共因應國際經濟體制表現出來的外交行為與美國以及西方政策圈所預期行為的關係。所以，本文研究的步驟即是第一、闡明新制度主義對於改革開放後逐漸國際化的中共之外交行為的研究假設；第二、藉由與中共外交政策具體實踐相對照，檢驗新制度主義對於國際化的中共外交行為之假設相符度；第三、探討中共新制度主義途徑的合作取向外交持續與變遷的相關變數；第四、經過上述三個步驟的分析，提出敘述和解釋冷戰後中共外交發展動態的概念，並對其未來發展作一預期。 經由上述程序，本論文在結論部分描述中共外交的未來兩種圖像與場景，並且根據制度主義以及學習理論建構了促成中共新制度主義合作取向外交的持續的政策建議。 / Internationalization and Chinese Foreign Policy under Reform and Open Door Policy: An Analysis of Neo-institutional Approach ABSTRACT The rise and gradual integration of China into the western dominated international regime, incur the research interest of the outside world. This dissertation examines the trends of the Chinese foreign behavior under the reform and open-door policy, exploring the relationship between China’s adaptation to the international economic regime and Chinese foreign behavior, and find out the difference between Chinese foreign behavior and Western expectation. This dissertation first explores the neo-institutional hypothesis about the impacts of internationalization on Chinese foreign behavior; then it examines the validity of these hypotheses by the yardsticks of the practice of Chinese foreign behavior. This dissertation also explains the variables of the continuity of the cooperative Chinese foreign behavior, and finally, it describe and explain the dynamics of post-cold war Chinese foreign behavior, and predict the future development of Chinese foreign behavior. In the conclusion, this dissertation describes the two maps and scenarios of Chinese foreign behavior, and proposes a policy recommendation from the perspectives of neo-institutional approach and learning theory.

鋼鐵産業是象徵國家經濟情況的重要基礎産業，也是代表社會發展程度、經濟實力的重要標誌。因此鋼鐵產業常被認為是具有代表國力強弱的指標性意義，不論是先進國家或發展中國家，皆長期的、積極的振興鋼鐵產業。 現今臺灣的鋼鐵業者在面對上、下游皆瘦而中游獨大的特殊產業環境之下，許多企業為了達到產業規模經濟與拓展銷售市場，紛紛前往海外另闢戰場。傳統的國際化理論認為國際化過程的演變是大型企業為了因應產品生命週期的演進而選擇在海外市場發揮其資源優勢的行為，然而從網絡連結觀點我們可以把國際化看成是企業試圖和國外網絡連結建立關係的作為。通常非大型企業並不具備獨自建立國外相關網絡的資源深度，然而透過網絡關係的合作卻可以快速取得當地市場知識並藉由現有通路進入國際市場。這對於具有高進入障礙、高度資本密集、高度技術密集且企業難以獨自擁有足夠生產資源等特性的鋼鐵產業而言，網絡關係連結相當重要。 在這個全球化的時代，大多數企業遲早都會在國際上競爭。因此，專注於國內市場交易的在地企業會被迫具有國際競爭力並參與國際商業活動。所有管理國內企業或跨國集團的經理人都必須意識到這個潮流的影響力。全球化經濟現在已經充斥在世界的各個角落，而且國際化現在所影響的不僅是大型企業集團連許多的非大型企業也是。本次研究針對鋼鐵產業使用多點個案研究法，調查網絡連結對企業國際化進程的影響。來自六家鋼鐵業者的研究證據顯示可以印證在企業的國際化過程中，網絡連結會觸發並驅動企業的國際化、影響企業的海外市場選擇決策與進入模式決策、幫助企業獲得起始信用、接近新網絡關係與現成通路、也協助降低成本與風險，並且影響企業的國際化步調。 / The iron-and-steel industry is an important basic industry to symbolize national economics, and a main indicator which represents social development level and economics power. Because the iron-and-steel industry is usually considered as an index of national strength, no wander many developed and developing nations all have prospering iron-and-steel industries. Now iron-and-steel firms in Taiwan are facing a unique industrial environment, and many are expanding new overseas markets to exploit economies of scale. Traditional internationalization theory posited that the internationalization process is a behavior of giant enterprises to adapt to the product life cycle evolvement and exploit the resource advantage abroad. However, we can view internationalization as a behavior of SMEs to establish relationships with foreign networks from the network perspective. Usually small firms can’t afford enough resources to build up international networks by themselves, but by only cooperating through network connections they can obtain foreign market knowledge soon and penetrate international markets via existing channels. The iron-and-steel industry has high entry barriers, high capital requirement and technology intensity, for SMEs difficult to have all kinds of production resources, the network relationship connections are quite crucial to succeed in international markets. In this era of globalization, most firms will sooner or later have to compete in the international market. Therefore, local firms that focus their business on the domestic market are forced to be internationally competitive and to participate in international business. All managers must be aware of this trend when managing a domestic firm or a multinational conglomerate. The global economy now has reached every corner of the world, and internationalization now involves not just the giant corporations but also many SME enterprises. This research use case research method to examine the influence of network connections on the internationalization process of SME iron-and-steel firms in Taiwan. The evidence from the cases of six iron-and-steel firms shows that the firms’ internationalization process was triggered and motivated by network connections which also affected their foreign market-selection decisions and mode-of-entry decisions, helped them obtain initial credibility and access to other relationships and established channels, helped in lowering cost and risk, and influenced their internationalization pace.

Titel: Standardisering/anpassning som internationella marknadsföringsstrategier inom upplevelseindustrin Nivå: C-uppsats i ämnet företagsekonomi Författare: Heiko Voeste och Olga Gutman Handledare: Akmal Hyder Datum: 2014 – 05 Syfte: Forskningen om upplevelseinriktade företags marknadsföringsstrategier anses vara otillräcklig, trots att denna industri tillhör den snabbt expanderande tjänstemarknaden. Vi valde därför att utföra denna forskning för att bidra till utvecklingen av teorin inom detta område. Syftet med den här studien har varit att ta reda på hur internationella företag inom upplevelseindustrin arbetar med marknadsföringsstrategier, med avseende på anpassning och standardisering av marknadsföringsmixen. I vårt arbete har vi studerat:  hur upplevelseinriktade företag utformar sina internationella marknadsföringsstrategier;  olika faktorer som påverkar valet av strategier;  hur företag utformar marknadsföringsmixen för att skapa unika erbjudande för sina kunder. Metod: Vår empiriska undersökning baseras på kvalitativ forskning i form av flerfallstudier. Vi undersökte tre verksamheter som agerar inom upplevelseindustrin och har genomfört tio semi-strukturerade intervjuer inom dessa tre företag. Resultat & slutsats: Det vi kom fram till i denna studie var att de undersökta upplevelseinriktade företagen använder sig av både standardiserings- och anpassningsstrategier. Hänsyn tas till varje komponent av marknadsföringsmixen. Valet av marknadsföringsstrategier av dessa företag beror främst på sådana faktorer som, det unika erbjudandet, kulturen, ekonomin samt graden av internationellt verkande. Förslag till fortsattforskning: Vår studie är ganska begränsad eftersom den endast omfattar tre företag, två från Sverige och en från Tyskland. Detta leder till låg generaliserbarhet av vårt arbete. En mer omfattande studie av flera företag från flera olika länder krävs för att skapa mer generella slutsatser om marknadsföringsprinciper inom upplevelseindustrin. Uppsatsens bidrag: Vi hoppas att med detta arbete kunna bidra till utvecklingen av teorier om marknadsföringsstrategier inom upplevelseindustrin. Vi anser att vårt arbete ökar förståelsen inom detta område, främst med hänsyn till standardisering och anpassning samt ger förståelse för vilken roll faktorer som kultur och ekonomi har i valet av internationell strategi. Nyckelord: upplevelseindustrin, internationalisering, marknadsföringsstrategier, standardisering, anpassning, marknadsföringsmix, erbjudande.

Purpose: The purpose of this study is to investigate the strategies used by a Swedish franchise company when they established in the international market. Theoretical perspective: The theoretical frame consists of previous research on internationalization, market entry mode and franchising as a concept. Method: The study follows a qualitative method and has a deductive research approach, with case study as research design. Result: The empirical content is collected from semistructured interviews with three respondents from O’Learys. Conclusion: O’Learys has established on the international market through networking. Through franchise, the company has gradually established restaurants in the Nordic region, the rest of Europe, Asia and the Middle East. During the internationalization process, O’Learys has encountered cultural barriers, which the company handled by being adaptive inits business model, without detracting from the core of the business. O’Learys has had the strategy of working with Multi Unit operators and also being accurate with the analysis work to find potential markets. In addition, the company wants to create safe and profitable franchisees by being a good support office. / Syfte: Syftet med denna studie är att undersöka vilka strategier som ett svenskt franchiseföretag använt sig av vid etablering på den internationella marknaden. Teoretiskt perspetkiv: Den teoretiska referensramen består av tidigare forskning kring internationalisering, market entry mode och franchising som koncept. Metod: Studien följer en kvalitativ metod och har en deduktiv forskningsansats, med fallstudie som forskningsdesign. Empiri: Det empiriska innehållet är insamlat från semistrukturerade intervjuer med tre respondenter från O'Learys. Slutsats: O'Learys har med hjälp av nätverksrelationer etablerat sig på deninternationella marknaden. Genom franchise har företaget stegvis etablerat restauranger i Norden, övriga Europa, Asien och Mellanöstern. Under internationaliseringsprocessen har O'Learys stött på kulturella hinder, som företaget bemött genom att vara adaptiva i sin affärsmodell, utan att frångå kärnan i verksamheten. O'Learys har haft som strategi att arbeta med Multi Unit-operators och att vara noggranna med analysarbetet för att hitta potentiella marknader. Utöver detta vill företaget skapa trygga och lönsamma franchisetagare genom att vara ett bra supportkontor.