Förvärv av företag är vanligt förekommande när företag vill växa och skapa diversifiering. Trots detta ses ett stort antal förvärv misslyckas. Förvärv kan även påverka företags nätverk och dess kund- och leverantörsrelationer. Syftet med denna uppsats är att undersöka hur ett företags nätverk påverkas och eventuellt förändras av ett företagsförvärv. Fokus har utgått från det företag som genomfört förvärvet genom att behandla de perspektiv enskilda individer inom företaget har gällande ett specifikt förvärv. En fallstudie av ett grossistföretags förvärv av en ölimportör har legat till grund för uppsatsen. En kvalitativ metod med semistrukturerade intervjuer användes för att med hjälp av konceptet network pictures, vilket innefattas av individers bilder av ett nätverk, undersöka fem individers upplevelser av nätverket. Resultatet visade att olika yrkesroller gav olika network pictures men att respondenterna hade snarlika upplevelser angående förvärvet och även av företagets nätverk. Vidare ses förvärv påverka företags nätverk i detta fall då grossistföretagets ledande ställning inom nätverket har förstärkts, företagets nätverk upplevs större och deras produktportfölj har utvecklats.

For the past twenty years, drawing on the Industrial Network Approach, Industrial Marketing and Purchasing Group researchers have been trying to get a better understanding of organisational networks related issues. Researchers frequently highlight that whatever the researched phenomena, it is important to consider actors’ subjective views of the world. The concept of Network Pictures as introduced in the IMP (Industrial Marketing and Purchasing) body of literature by Ford et al. (2002b), refers to those subjective views and despite its recognised importance no in-depth research had been conducted so far on the concept which has thus remained blurred. Ford et al. (2002b) brought in this concept to emphasise that the network is in fact a varying thing depending on what people see. The question is whether this can be translated into a research device, so that researchers may see in a structured and analytical way what an actor’s picture is. This is what this research project is about. The concept’s theoretical foundations are uncovered by reviewing some principles from Sense-Making Theory. This review results most importantly in the identification of a close association between actors’ views of the world and the outcome of those actors’ sense making processes or frameworks. The relevance of actors’ views to obtain a clearer understanding of organisational networks is highlighted when the relation that is believed to exist between those views and action in organisational networks is addressed. With the aim of developing Network Pictures as research tool a two-stage method is put forward and carried out. The method consisted of operationalising the construct of Network Pictures and then testing it in two different network contexts to see if it was usable and useful for carrying out research in organisational networks. The results point to the usability and usefulness of the developed device: not only does it allow for capturing what is believed to be individuals’ views of the world in a rich and comprehensive way, as it also shows diversity between individuals in different contexts. Also and interestingly, some of the identified ‘practitioner theories’ were found to be not coherent with some IMP theoretical cornerstones.

Submitted by Karem Dantas (karem.c.dantas@gmail.com) on 2018-10-08T15:00:07Z No. of bitstreams: 2 license_rdf: 0 bytes, checksum: d41d8cd98f00b204e9800998ecf8427e (MD5) TESE ROSANA ZAU MAFRA.pdf: 143031487 bytes, checksum: 455c0de72c1d6994e44e5090137b60a8 (MD5) / Approved for entry into archive by Marcos Roberto Gomes (mrobertosg@gmail.com) on 2018-10-08T15:31:27Z (GMT) No. of bitstreams: 2 license_rdf: 0 bytes, checksum: d41d8cd98f00b204e9800998ecf8427e (MD5) TESE ROSANA ZAU MAFRA.pdf: 143031487 bytes, checksum: 455c0de72c1d6994e44e5090137b60a8 (MD5) / Approved for entry into archive by Divisão de Documentação/BC Biblioteca Central (ddbc@ufam.edu.br) on 2018-10-09T15:52:23Z (GMT) No. of bitstreams: 2 license_rdf: 0 bytes, checksum: d41d8cd98f00b204e9800998ecf8427e (MD5) TESE ROSANA ZAU MAFRA.pdf: 143031487 bytes, checksum: 455c0de72c1d6994e44e5090137b60a8 (MD5) / Made available in DSpace on 2018-10-09T15:52:23Z (GMT). No. of bitstreams: 2 license_rdf: 0 bytes, checksum: d41d8cd98f00b204e9800998ecf8427e (MD5) TESE ROSANA ZAU MAFRA.pdf: 143031487 bytes, checksum: 455c0de72c1d6994e44e5090137b60a8 (MD5) Previous issue date: 2018-06-07 / The research aimed to identify the entrepreneurs' perception of interfirms relationships in Amazonian bioindustry. It used bibliographical and field research method applying Network Picture to collect entrepreneurs' perceptions of collaboration. Hundred four ventures were identified in this bioindustry, from which two ventures from each of the seven sectors were selected in order to obtain initial comparisons of certain elements of interorganizational relationships in an intra and intersectorial perspective. Thus, this is a multiple case research with a qualitative, exploratory and descriptive approach, with most of the companies studied being startups. One of the main result regarding intrasector interfirm relationship can be due complementarity of resources Different from what is observed in developed countries, interorganizational collaborations are incipient in some Brazilian industries. The same is true for Amazonian bioindustry, where weaknesses have already been identified by local researches, including the firm-institution of science and technology (ICT) interaction, as proved in this study. The study points out the existence of rare cooperation between firms with similar activities (horizontal intrasectoral cooperation) and between firms from other sectors of the Amazonian bioindustry (intersectorial collaboration). Among the reasons for low incidence of intrasectoral collaboration are: the simple lack of interest that, in some cases, is related to a kind of firm's 'autonomy' in its activities (as is the case for medium and large size firms); the lack of adding value's perspective from a potential partnership; and the low or lack of confidence on service or product quality that a firm would add to the relationship, should a partnership be signed. One of the reasons for low incidence of intersectoral collaboration in the bioindustry is associated with lack of knowledge of opportunity for collaboration. The dominant relationship link identified is the academic, followed by professional link. In the firm-ICT relationship, particularly for startups, the reasons for collaboration are the use of 'infrastructure' and the acquisition of 'knowledge', resources considered essential for research and technological development. These results indicate that inter firm relationships of Amazonian bioindustry are below what one expects of a business network — an essential practice to increase competitiveness and the ability to remain in the market. The research also indicates some necessary actions for approximating actors involved in this industry, among them: broad dissemination of local competencies, solidification of discussion forums, and rapid response of public entities. / O estudo objetivou identificar a percepção dos empresários acerca dos relacionamentos interorganizacionais empresa-empresa na bioindústria amazonense. Baseou-se em pesquisa bibliográfica e de campo para o qual se destaca a coleta de dados por meio do uso de 'imagens da rede' (network pictures). Foram identificados 104 empreendimentos nesta bioindústria, dos quais foram selecionados dois empreendimentos de cada um dos sete setores no intuito de obter comparações iniciais de determinados elementos dos relacionamentos interorganizacionais, em uma perspectiva intra e intersetorial. Trata-se, portanto, de uma pesquisa multicasos, com abordagem qualitativa e enfoques exploratório e descritivo, sendo a maioria das empresas estudadas startups. Como um dos principais resultados da pesquisa, na relação empresa-empresa pode ser citada a busca por complementaridade de recursos. Diferente do que se observa em países desenvolvidos, as colaborações interorganizacionais são incipientes em algumas indústrias brasileiras, ocorrendo o mesmo na bioindústria do Amazonas, onde foram identificadas fragilidades, inclusive nas relações empresa-instituição de ciência e tecnologia (ICT) e comprovadas neste estudo. O estudo aponta a existência de rara cooperação entre os empresas com atividades semelhantes (cooperação horizontal intrasetorial) e entre empresas de outros setores da bioindústria amazonense (colaboração intersetorial). Dentre os motivos para a baixa incidência de colaboração intrasetorial estão o simples desinteresse que em alguns casos está relacionado à certa 'autonomia' da empresa em suas atividades (caso das empresas de médio e grande porte), à inexistência de perspectiva de agregação de valor a uma possível parceria, e à falta ou baixa confiança na qualidade do serviço ou produto que a empresa parceira agregaria ao relacionamento, caso uma parceria viesse a ser firmada. Um dos motivos para a baixa incidência de colaboração intersetorial na bioindústria está associado à ausência de conhecimento de oportunidade para colaboração. O vínculo dominante identificado nesses relacionamentos é o acadêmico, seguido do profissional. Na relação empresa-ICT, particularmente para as start ups, os motivos para a colaboração são o uso da 'infraestrutura' e a aquisição do `conhecimento', recursos considerados essenciais para a pesquisa e desenvolvimento tecnológico. Estes resultados alcançados apontam que os relacionamentos interorganizacionais da bioindústria amazonense estão aquém do que se espera de uma rede de empresas ou rede de negócios - prática relevante para ampliação de competitividade e de capacidade de se manterem no mercado. O estudo aponta ainda algumas ações necessárias para a aproximação dos atores envolvidos nesta indústria, entre as quais: ampla divulgação das competências locais, solidificação de fóruns de discussões, e rapidez nas respostas das entidades públicas.