This thesis examines the risk and internationalisation practices of International New Ventures (INVs) in the environmental sector. The purpose of the research is to make observations regarding the manner in which environmental INVs manage risk when internationalising.The literature review focuses upon the published literature that relates to INVs, risk and risk management, mode of entry and the environmental sector. Section one of the literature review provides the characteristics of what constitutes an INV. Section 2 provides a review of the risk literature, this allows the differences between Multi National Enterprise (MNE) and INV risk and risk management to be reviewed. Section 3 takes the international business risks mentioned in section 2 and relates them to the mode of entry literature (i.e. the internationalisation of firms). The final section of the literature review is used to justify the investigation into the water pollution and control sector of the environmental industry. The research question is 'What strategies do environmental INVs use when entering new international markets?' The research question is broken into five specific research questions and addressed using the Repertory Grid process. The Repertory Grid process is used as it can turn the tacit knowledge held by the participants into explicit knowledge. The results show areas of convergence and divergence between practice and academia. The results also suggest new issues that need to be considered when firms internationalise. This culminates in the observations made in regard to the way environmental INVs manage risk when internationalising.

With social structure and technology rapidly changing, business globalisation has been regarded as a worldwide trend. While there have been many cases and literature on management of culture integration for merger and acquisition from a Western perspective, few have discussed cultural integration in an Asian context. This study provides a case study of cultural integration strategies Lenovo has undertaken to manage employees from both teams after the M&A. It adopts a semi-structure face-to-face interview research method, which 5 participants were selected from the culture integration committee for interview. During the interview, each participant answered the questions from their perspective of the job position they are currently in. The method would enhance the quality of the research as it looks into the problems and strategy that Lenovo has encountered and undertaken from various points of view. However, as no employees from IBM PC-D on the committee were available to participate in the research, it might place some limitations on the research simply because IBM team’s opinions were not taken into account. After analysing the results obtained from the participants, the researcher found that there were several motives for Lenovo to acquire IBM PC-D, including: - 1) internationalization, 2) acquiring technology and skills, 3) acquiring a brand, 4) obtaining access to new customers, 5) increase bargaining position to suppliers. Among these five motives, acquiring brand was considered to be the most important motive. As Chinese product has always been marketed at the lower end of the product line with low costs and poor quality, acquiring IBM’s brand would enable Lenovo to boost its product image and to gain access to customers outside the Chinese market. In managing two teams within the organisation, Lenovo has taken very few steps to integrate two teams into one. Instead, a separate management mode was encouraged by Lenovo to allow IBM PC-D to maintain its own management system and procedures. In addition, a culture integration committee was voluntarily set up by employees from various departments to design initiatives to encourage communication between two teams. When problems arise due to the difference between two teams, Lenovo has adopted an accommodation strategy by making adjustments to the work schedule of its employee in the Lenovo team in order to accommodate employees in IBM team. As a result, it has increased the workload for staff in Lenovo team and this may thus lead to stress and work-life imbalance to its employees. Overall, the strategy that Lenovo has adopted to manage two teams seems to have worked well and the culture integration committee appears to have served well in encouraging the communication between two teams. On the other hand, as the participants in the interview were not directly involved with the designing and crafting the strategy of culture integration, that might have some limitation on the result. Therefore, it is suggested that further research can be done to capture the opinion from members that are directly involved in the design of culture integration strategy as well as teams from IBM PC-D in order to ensure a well provided empirical and consistent view.

La motion adoptée dès 1963, à l’issue du colloque d’Uriage-les-Bains, appelle à une unification des réglementations sportives en matière de lutte contre le dopage. Pourtant, à partir des années 1990, des cas et des affaires se multiplient soulignant les dysfonctionnements de réglementations internationales éparses élaborées par des représentants des pouvoirs publics, d’une part, du mouvement olympique, d’autre part. En 1999, près de quarante ans après le premier colloque sur le dopage, l’Agence Mondiale Antidopage (AMA) est créée avec comme mission principale d’harmoniser les règlementations de cette pluralité d’acteurs. Ce travail vise précisément à décrire et analyser ce que font les différents protagonistes dans cette tâche d’harmonisation et, dans une perspective sociologique, à saisir cette figure sociale particulière. Celle-ci met en tension une nécessité de stabiliser des matériaux, des dispositifs et des formes de collaboration avec un minimum de réversibilité et de proposer un travail démocratique qui permette de remettre en question les choix précédents. La création de l’AMA, l’élaboration et la révision du Code mondial antidopage, la mise en conformité des partenaires de l’Agence et la construction d’outils de contrôle et de prévention rendent compte de la façon dont les acteurs tentent de s’accorder en articulant des principes axiologiques, des dispositifs et des pratiques. En cela, une entrée par les critiques et les arguments au fil du temps montre que l’harmonisation consiste en des jeux d’ajustements sur la base de jugements fondés sur l’indépendance de chacun dans ses activités quotidiennes et les degrés de contraintes posés par le processus lui-même. / The motion carried from 1963, as the result of the Uriage-les-Bains conference, calls for some rules standardization concerning the fight against doping in sports. But starting in the 1990’s, situations and scandals have tended to increase, emphasizing the dysfunction of scattered international standards elaborated by representatives from local authorities on one side and from the olympic authorities on the other side. In 1999, almost forty years after the first conference on doping in sports, the World Anti-Doping Agency (WADA) is created, meaning to harmonize anti-doping policies and regulations among the great number of protagonists. This particular thesis aims precisely to describe and analyse who does what in this very task of harmonization and, from a sociologic perspective, to understand this particular social figure. It shows the necessity of stabilizing materials, devices and forms of partnerships with a minimum of reversibility and of offering some democratic approach which would allow to question previous choices and orientations. The creation of WADA, processing and updating of the World Anti-Doping Code, compliance of the partners of WADA and building of control and prevention instruments tend to show how the participants are trying to find an agreement combining axiological principles, devices and practices. Thus, entering through critics and arguments in history shows that harmonization is based on adjustment processes which rely on each and every one’s independence in its daily activities and on degrees of constraints inherent in the process of harmonization itself.

Cette étude se penche sur les expériences et les transformations identitaires de doctorants d’origine brésilienne dans des établissements universitaires canadiens. La pertinence de cette étude se justifie en raison des accords bilatéraux Canada-Brésil en matière d’éducation et de recherche ainsi que sur de rares écrits portant sur cette population. De surcroît, les connaissances acquises peuvent être utiles pour contribuer au progrès des stratégies de rétention d’étudiants étrangers au Canada ainsi qu’à la compréhension des enjeux d’une expérience internationale en recherche. L’étude des expériences en adoptant le point de vue du développement identitaire permet de saisir en profondeur la réalité des étudiants (Torres, Jones et Renn, 2009). Ainsi, l’objectif de notre recherche consiste à comprendre les conditions et la manière dont l’identité de doctorants évolue dans le cadre d’un programme d’études au Canada. Un cadre conceptuel englobant le développement des étudiants doctoraux (Gardner, 2009a), le concept d’expérience (Dubet, 1994a), le développement identitaire (Dubar 2000, 2007), le métier d’étudiant (Coulon, 1997, 2017) de même que les référents culturels et identitaires dans un contexte migratoire (Abdallah-Pretceille, 2017; Bauman, 2001, 2010; Hall, 1996a, 2003) a été mis en place. En ce qui a trait à la méthodologie, une approche biographique a été choisie pour concrétiser cette étude (Bertaux, 2016; Clandinin et Connelly, 2000; Denzin, 1989; Polkinghorne, 1995, 2007). Dans ce contexte, les données furent recueillies auprès de onze participants dans des universités en Ontario et au Québec. Chacun d’entre eux a été invité à produire un récit de vie dans le cadre de deux entretiens individuels et d’un groupe de discussion. Les données ont été soumises à deux méthodes analytiques complémentaires : l’analyse holistique de contenu et l’analyse thématique. Les résultats suggèrent que le milieu de vie constitue un sujet omniprésent dans leurs récits avant de partir à l’étranger. En ce qui concerne les caractéristiques individuelles, les transformations identitaires relatées par les participants se produisent, entre autres, dans le contact avec différents contextes et les socialisations. En ce qui concerne leurs vécus après être arrivés au Canada, ils ont relaté des défis d’ordre académique et social. La langue s’est révélée l’un des principaux thèmes mis en évidence par les répondants, ayant des répercussions dans toutes les dimensions de leurs vies. Chaque participant a réalisé une rétrospection sur son histoire. Le séjour au Canada apparaît, en fin de compte, comme la concrétisation d’un rêve et une opportunité avec des gains pour eux-mêmes et pour leur pays. Le Canada est un environnement où les relations interpersonnelles peuvent se révéler exigeantes, mais où le contexte sociopolitique est perçu comme un idéal comparativement au Brésil.

Esta tese tem como objetivo principal analisar o impacto dos recursos existentes clusters vitivinícolas na internacionalização das empresas. O argumento teórico em que se baseia este trabalho é de que o pertencimento a clusters possibilita o acesso a recursos, que influenciam o processo de internacionalização das firmas. Especificamente no setor vitivinícola, diante de uma crescente globalização do mercado, observa-se também uma forte preocupação com a valorização e o fortalecimento da região de origem das vinícolas para a agregação de valor ao produto e a obtenção de um diferencial competitivo junto ao consumidor final. Ressalta-se ainda que, nesse setor, a região de origem pode ser um indicativo de qualidade e um elemento importante no processo decisório de compra do consumidor. Este contexto reforça a necessidade de uma análise dos recursos ligados às aglomerações geográficas e a influência que estes podem exercer na internacionalização das empresas. Esta pesquisa abrange dois estudos no setor vitivinícola, realizados no Brasil e na França de julho de 2009 a junho de 2010. O primeiro, de natureza qualitativa, visou a uma contextualização do setor vitivinícola mundial e nos países investigados. Também se conduziu um estudo de múltiplos casos em seis vinícolas com atuação internacional, sendo três francesas localizadas no cluster da Provence e três brasileiras situadas no cluster da Serra Gaúcha. O estudo quantitativo na França abrange 130 vinícolas localizadas em clusters diferentes, sendo 50 em Languedoc, 21 na Provence, 33 no Vallée du Rhône e 26 de outros clusters franceses. No Brasil, a amostra foi formada por 18 vinícolas, que correspondem à população de vinícolas com atuação internacional pertencentes ao cluster da Serra Gaúcha em 2010. No estudo qualitativo, as evidências confirmaram que os recursos compartilhados e desenvolvidos no âmbito do cluster podem influenciar a internacionalização das vinícolas. Nesse sentido, nos casos brasileiros destacou-se o recurso “relações de cooperação horizontais”, enquanto nos casos franceses predominou a influência da “reputação da região”. Na elaboração de uma estratégia de internacionalização coletiva para as empresas do cluster, identificou-se a importância da governança do cluster no desenvolvimento e implementação desta estratégia. O estudo quantitativo no Brasil apresenta uma análise estatística descritiva do processo de internacionalização das vinícolas exportadoras. Na França, além da análise descritiva, procedeu-se uma análise fatorial dos recursos e o teste das quatro hipóteses de pesquisa propostas. Constatou-se que as empresas localizadas em diferentes clusters apresentaram um desempenho exportador diferente, bem como identificou-se que os recursos do cluster ligados ao fator “terroir e instituições” são percebidos de maneira diferente pelas empresas pertencentes a clusters diferentes. Entretanto, rejeitou-se a hipótese de que empresas com desempenho exportador inferior perceberão os recursos do cluster como mais importantes do que os recursos singulares para a internacionalização da empresa. Também se verificou que as empresas com desempenho exportador superior percebem os recursos singulares ligados ao fator “comercial” como mais importantes do que as empresas de desempenho exportador inferior. Considerando o tempo de internacionalização, os resultados indicam que as empresas com menor tempo de atuação internacional consideram os recursos singulares mais importantes do que os recursos do cluster, enquanto as com maior tempo de internacionalização percebem os recursos do cluster como mais importantes do que os singulares. Os resultados também indicam que recursos do país, como a reputação, podem trazer ma vantagem competitiva no processo de internacionalização das empresas, sendo esse efeito de maior relevância em setores como o vitivinícola. Novas pesquisas poderão se aprofundar no impacto desses recursos no desempenho e na internacionalização das empresas. / This thesis aims to analyse the effects of existing resources related to wine clusters towards the internationalisation process in the wine industry. This work is based on the assumption that ‘belonging to clusters’ facilitates access to resources that influence the internationalisation process. Notably, there is a growing concern over the importance of the region where the companies are based in order to increase the product’s value and achieve competitive potential. It is also worth noting that the ‘region of origin’ may indicate the level of wine quality and thus determine the consumers’ choice. As such, this shows the need to analyse the resources associated with the region and their effects towards the internatiolisation process within the wine industry. This investigation was conducted in Brazil and France from July 2009 to June 2010. The first part of this research is qualitative and addressed generally the international wine industry, and particularly the Brazilian and French contexts. This qualitative study include a multiple case study that involved six wineries with international operation: (i) three companies based in ‘Serra Gaúcha,’ Brazil; and (ii) three companies based in ‘Provence,’ France. The second part of this research is survey conducted in France and Brazil.. In France, this survey included 130 wineries located in different geographical clusters (50 in ‘Languedoc,’ 21 in ‘Provence,’ 33 in ‘Vallée du Rhône’ and 26 amongst other French clusters). In Brazil, the investigation included 18 wineries. The qualitative study showed that the resources shared within the geographical cluster may influence the internationalisation process of wineries. Notably, the resource ‘horizontal cooperation relationships’ predominated in the Brazilian cases, whereas the resource ‘geographical region reputation’ predominated in the French context. In addition to this, the governance of cluster proved to be an important element for the strategy of the internationalisation process. The Brazilian survey includes an statistical analysis, whereas the French survey includes not only an statistical analysis but also hypothesis testing. The analysis showed that companies located in different clusters presented different export performance. In addition, clusters´ resources (eg ‘terroir' and ‘institutions’) are perceived differently in different clusters. Further, companies with superior export performance perceived the ‘singular resources’ associated with the commercial factor as more important than companies with inferior export performance. None the less, the hypothesis that companies, with inferior export performance perceive the resources of the cluster as more important than ‘singular resources’ was not confirmed. The results indicated that national resources (eg ‘reputation’) may lead to competitive advantage within the internationalisation process. Further research may explore the impact of these resources towards the performance and internationalisation process of wineries.

This thesis has been created as a response to the growing interest among small and medium-sized business-to-business software developers to internationalise in order to grow their businesses. The initial study of the problem lead to the insight that a strategic mix of communication channels is a key success factor for an internationalisation. The purpose of this thesis was therefore determined to be to explore what and how different factors influence the effectiveness and efficiency of a business-to-business marketing communication mix strategy that leverages the brand, in the context of internationalisation of software developing small and medium-sized enterprises. Academic literature within three areas, related to the purpose of the thesis, was identified and discussed and presented in a frame of references. The first area concerned the development process of a strategic business-to-business marketing communication mix. Following this, the culture factor, including how communication is affected by cultural differences, was considered as a relevant area to study and add to the frame of references. Finally, the internationalisation process of business-to-business small and medium-sized enterprises was studied. Based on the study of academic theory, an analytical model was constructed and targeted issues for each area identified for the subsequent empirical study. An explorative case study approach was found to be suitable for the purpose of the thesis. It was performed by conducting qualitative interviews with representatives of the studied case company as well as a selection of its customers. Additional secondary data was withdrawn to triangulate with the primary data for the analysis of culture. By applying the analytical model to analyse the empirical evidence, using the academic theories and models from the frame of references, insights were generated and conclusions could be drawn. The analysis found that a key success factor is to build credibility in the eyes of prospects, regardless of where they are on the journey from being unaware of the company to becoming loyal customers. This is due to the risk avert nature of business-to-business decision makers. The most important factor for establishing credibility is to be able to show strong customer references, which makes nurturing present customer relationships a critical activity for success. Further, it was firmly established that the particularly long sell cycle that characterises the software industry in which the studied case company operates in, requires the communication channels to be integrated in order to be effective for the whole customer journey. Channels through which the communication can be adapted to suit a specific audience should be prioritised. Also, cultural differences and similarities should be considered, especially when it comes to views on power and the level of social restraint in the country to which the internationalisation is directed. The digitalisation of communication is a trend that evidently has a significant impact on the effectiveness of a marketing communication strategy. Digital communication channels are becoming increasingly relevant and suitable for communicating customer references, demonstrating product features and conveying corporate brand messages. By developing a business-to-business digital marketing communication strategy that is culturally adapted, the preconditions for the internationalisation of small and medium-sized enterprises are improved. On a final note, this Master’s thesis has identified a number of factors that influence the effectiveness and efficiency of a business-to-business marketing communication mix strategy that leverages the brand, in the context of internationalisation of software developing small and medium-sized enterprises. While this has contributed to academic theory, the findings concerning how these factors influence the effectiveness and efficiency provide practitioners with actionable insights. It is therefore the belief of the authors of this Master’s thesis that the content of this report can help managers of internationalising software developing small and medium-sized enterprises in their communication strategy development process.

Le transfert du pouvoir constituant originaire intervient lorsque, l’adoption d’une constitution s’inscrit dans une procédure qui déplace le centre de décision constitutionnelle vers une autorité externe à l’Etat. Or en droit constitutionnel, la procédure constituante relève par nature de l’expression de la souveraineté d’un Etat. De la même façon, en droit international, le droit des peuples à disposer d’eux-mêmes implique pour le peuple constituant la liberté dans la détermination de son statut politique. En réalité, dès son émergence, la notion de pouvoir constituant est totalement assimilée au pouvoir du peuple libre. L’évolution des systèmes politiques depuis le XVIIIème siècle n’a nullement fait apparaître une nouvelle définition du pouvoir constituant. Cette aptitude est d’ailleurs aujourd’hui synonyme de pouvoir démocratique. Pourtant, dans certaines circonstances historiques et politiques particulières (la guerre, la réalisation du droit des peuples à disposer d’eux-mêmes et la démocratisation), l’exercice du pouvoir constituant originaire s’inscrit dans une procédure internationalisée. Dans sa forme la plus intégrale, l’internationalisation du pouvoir constituant originaire se fonde sur une procédure faisant fît du lien irréductible entre le pouvoir constituant originaire et la souveraineté. Il convient dès lors, dans un contexte général de remise en question de la souveraineté, de s’interroger sur l’impact de cette pratique sur le droit public. Soit le transfert du pouvoir constituant originaire constitue la fin du système juridique, dans lequel la souveraineté représente la pierre angulaire. Soit le droit public est en mesure de répondre à la nécessité circonstancielle de l’internationalisation du pouvoir constituant originaire, tout en l’inscrivant dans un respect de la souveraineté. / The transfer of the original constituent power comes when the adoption of a constitution falls under a procedure which moves the constitutional decision-making centre towards an external authority in the State. However in constitutional law, the constituent procedure concerns by nature the expression of the State’s sovereignty. In the same way, in international law, the right of peoples to self determination implies for the constituent people, the freedom in the determination of its political status. Actually, ever since the beginning, the concept of constituent power is completely comparable with the power of the free people. The evolution of the political systems since the 18th century by no means revealed a new definition of the constituent capacity. Moreover, this aptitude is today synonymous with democratic capacity. However, in certain historical circumstances and particular policies (the war, the fulfilment of the right of peoples to self determination, process of democratization), the exercise of the constituent capacity is internationalized. In its most integral form, the internationalization of the original constituent power is based on a procedure that overshadows the irreducible link between the originating constituent capacity and sovereignty. Consequently it’s appropriate, in a general context of challenge of the sovereignty, to wonder about the impact of this practice on the public law. Either the transfer of the original constituent power is the end of the legal system, in which sovereignty represents the angular stone. Either the public law is able to answer the circumstantial need for the internationalization of the original constituent power, while coming within the respect of sovereignty.

Face aux nouveaux conflits armés en Afrique, généralement à caractèreinterne, même si le caractère international ou internationalisé n'est jamaiséloigné, l'internationalisation de leur règlement affecte tout naturellement lemodèle de reconstruction proposé.Les Accords de paix sont devenus les vecteurs, sinon, l'expression de cetteinternationalisation sans s'écarter de leur fonction d'instrument dereconstruction du pacte national. Le modèle de reconstructioninternationalisé qui en découle postule la mise sur pied d'un État de droitinternationalisé comme référant lequel s'appuie sur la justice internationalecomme garde-fou.Si ce modèle dans la pratique des États du panel sous examen dans cette étudereste globalement théorique faute de substantialité, il n'en demeure pas moinsla seule voie perfectible dans un monde aux intérêts aussi antagonistes avecune telle perméabilité des normes et ordres juridiques qui reflètentl'effritement de l'État classique et sa souveraineté.De telle sorte que dans les processus de paix, l'ordre international pénètre lenoyau dur de l'ordre interne pour pallier à ses défaillances structurelles, lerestaurer, non sans lui imposer un modèle de sortie de crise. Cette étudedémontre la nécessité d'enrichir ce modèle en fonction de paramètres internessans renoncer à l'universalité de ses valeurs et principes. / The latest armed conflicts in Africa are generally local, though potentiallyinternational or internationalised, white the internationalisation of theirresolution naturally impacts on the proposed models of reconstruction.Peace agreements have become the vector, if not the very expression, of thisinternationalisation, white still acting as instruments of the reconstruction ofthe national pact.The basic premise of the ensuing model of internationalised reconstruction isthe implementation of an internationalised rule of law that will act as a pointofreference while relying on the international criminaljustice system.This model is mostly theoretical in the panel of countries under study. Yet it isalso the only perfectible solution in a world based on such antagonisticinterests, and porous norms and legal orders leading to the erosion of thestandard model of state. As part of these peace processes, international orderthus supports failing states to restore them while imposing a way out of thecrisis.

Esta tese tem como objetivo principal analisar o impacto dos recursos existentes clusters vitivinícolas na internacionalização das empresas. O argumento teórico em que se baseia este trabalho é de que o pertencimento a clusters possibilita o acesso a recursos, que influenciam o processo de internacionalização das firmas. Especificamente no setor vitivinícola, diante de uma crescente globalização do mercado, observa-se também uma forte preocupação com a valorização e o fortalecimento da região de origem das vinícolas para a agregação de valor ao produto e a obtenção de um diferencial competitivo junto ao consumidor final. Ressalta-se ainda que, nesse setor, a região de origem pode ser um indicativo de qualidade e um elemento importante no processo decisório de compra do consumidor. Este contexto reforça a necessidade de uma análise dos recursos ligados às aglomerações geográficas e a influência que estes podem exercer na internacionalização das empresas. Esta pesquisa abrange dois estudos no setor vitivinícola, realizados no Brasil e na França de julho de 2009 a junho de 2010. O primeiro, de natureza qualitativa, visou a uma contextualização do setor vitivinícola mundial e nos países investigados. Também se conduziu um estudo de múltiplos casos em seis vinícolas com atuação internacional, sendo três francesas localizadas no cluster da Provence e três brasileiras situadas no cluster da Serra Gaúcha. O estudo quantitativo na França abrange 130 vinícolas localizadas em clusters diferentes, sendo 50 em Languedoc, 21 na Provence, 33 no Vallée du Rhône e 26 de outros clusters franceses. No Brasil, a amostra foi formada por 18 vinícolas, que correspondem à população de vinícolas com atuação internacional pertencentes ao cluster da Serra Gaúcha em 2010. No estudo qualitativo, as evidências confirmaram que os recursos compartilhados e desenvolvidos no âmbito do cluster podem influenciar a internacionalização das vinícolas. Nesse sentido, nos casos brasileiros destacou-se o recurso “relações de cooperação horizontais”, enquanto nos casos franceses predominou a influência da “reputação da região”. Na elaboração de uma estratégia de internacionalização coletiva para as empresas do cluster, identificou-se a importância da governança do cluster no desenvolvimento e implementação desta estratégia. O estudo quantitativo no Brasil apresenta uma análise estatística descritiva do processo de internacionalização das vinícolas exportadoras. Na França, além da análise descritiva, procedeu-se uma análise fatorial dos recursos e o teste das quatro hipóteses de pesquisa propostas. Constatou-se que as empresas localizadas em diferentes clusters apresentaram um desempenho exportador diferente, bem como identificou-se que os recursos do cluster ligados ao fator “terroir e instituições” são percebidos de maneira diferente pelas empresas pertencentes a clusters diferentes. Entretanto, rejeitou-se a hipótese de que empresas com desempenho exportador inferior perceberão os recursos do cluster como mais importantes do que os recursos singulares para a internacionalização da empresa. Também se verificou que as empresas com desempenho exportador superior percebem os recursos singulares ligados ao fator “comercial” como mais importantes do que as empresas de desempenho exportador inferior. Considerando o tempo de internacionalização, os resultados indicam que as empresas com menor tempo de atuação internacional consideram os recursos singulares mais importantes do que os recursos do cluster, enquanto as com maior tempo de internacionalização percebem os recursos do cluster como mais importantes do que os singulares. Os resultados também indicam que recursos do país, como a reputação, podem trazer ma vantagem competitiva no processo de internacionalização das empresas, sendo esse efeito de maior relevância em setores como o vitivinícola. Novas pesquisas poderão se aprofundar no impacto desses recursos no desempenho e na internacionalização das empresas. / This thesis aims to analyse the effects of existing resources related to wine clusters towards the internationalisation process in the wine industry. This work is based on the assumption that ‘belonging to clusters’ facilitates access to resources that influence the internationalisation process. Notably, there is a growing concern over the importance of the region where the companies are based in order to increase the product’s value and achieve competitive potential. It is also worth noting that the ‘region of origin’ may indicate the level of wine quality and thus determine the consumers’ choice. As such, this shows the need to analyse the resources associated with the region and their effects towards the internatiolisation process within the wine industry. This investigation was conducted in Brazil and France from July 2009 to June 2010. The first part of this research is qualitative and addressed generally the international wine industry, and particularly the Brazilian and French contexts. This qualitative study include a multiple case study that involved six wineries with international operation: (i) three companies based in ‘Serra Gaúcha,’ Brazil; and (ii) three companies based in ‘Provence,’ France. The second part of this research is survey conducted in France and Brazil.. In France, this survey included 130 wineries located in different geographical clusters (50 in ‘Languedoc,’ 21 in ‘Provence,’ 33 in ‘Vallée du Rhône’ and 26 amongst other French clusters). In Brazil, the investigation included 18 wineries. The qualitative study showed that the resources shared within the geographical cluster may influence the internationalisation process of wineries. Notably, the resource ‘horizontal cooperation relationships’ predominated in the Brazilian cases, whereas the resource ‘geographical region reputation’ predominated in the French context. In addition to this, the governance of cluster proved to be an important element for the strategy of the internationalisation process. The Brazilian survey includes an statistical analysis, whereas the French survey includes not only an statistical analysis but also hypothesis testing. The analysis showed that companies located in different clusters presented different export performance. In addition, clusters´ resources (eg ‘terroir' and ‘institutions’) are perceived differently in different clusters. Further, companies with superior export performance perceived the ‘singular resources’ associated with the commercial factor as more important than companies with inferior export performance. None the less, the hypothesis that companies, with inferior export performance perceive the resources of the cluster as more important than ‘singular resources’ was not confirmed. The results indicated that national resources (eg ‘reputation’) may lead to competitive advantage within the internationalisation process. Further research may explore the impact of these resources towards the performance and internationalisation process of wineries.

Esta tese tem como objetivo principal analisar o impacto dos recursos existentes clusters vitivinícolas na internacionalização das empresas. O argumento teórico em que se baseia este trabalho é de que o pertencimento a clusters possibilita o acesso a recursos, que influenciam o processo de internacionalização das firmas. Especificamente no setor vitivinícola, diante de uma crescente globalização do mercado, observa-se também uma forte preocupação com a valorização e o fortalecimento da região de origem das vinícolas para a agregação de valor ao produto e a obtenção de um diferencial competitivo junto ao consumidor final. Ressalta-se ainda que, nesse setor, a região de origem pode ser um indicativo de qualidade e um elemento importante no processo decisório de compra do consumidor. Este contexto reforça a necessidade de uma análise dos recursos ligados às aglomerações geográficas e a influência que estes podem exercer na internacionalização das empresas. Esta pesquisa abrange dois estudos no setor vitivinícola, realizados no Brasil e na França de julho de 2009 a junho de 2010. O primeiro, de natureza qualitativa, visou a uma contextualização do setor vitivinícola mundial e nos países investigados. Também se conduziu um estudo de múltiplos casos em seis vinícolas com atuação internacional, sendo três francesas localizadas no cluster da Provence e três brasileiras situadas no cluster da Serra Gaúcha. O estudo quantitativo na França abrange 130 vinícolas localizadas em clusters diferentes, sendo 50 em Languedoc, 21 na Provence, 33 no Vallée du Rhône e 26 de outros clusters franceses. No Brasil, a amostra foi formada por 18 vinícolas, que correspondem à população de vinícolas com atuação internacional pertencentes ao cluster da Serra Gaúcha em 2010. No estudo qualitativo, as evidências confirmaram que os recursos compartilhados e desenvolvidos no âmbito do cluster podem influenciar a internacionalização das vinícolas. Nesse sentido, nos casos brasileiros destacou-se o recurso “relações de cooperação horizontais”, enquanto nos casos franceses predominou a influência da “reputação da região”. Na elaboração de uma estratégia de internacionalização coletiva para as empresas do cluster, identificou-se a importância da governança do cluster no desenvolvimento e implementação desta estratégia. O estudo quantitativo no Brasil apresenta uma análise estatística descritiva do processo de internacionalização das vinícolas exportadoras. Na França, além da análise descritiva, procedeu-se uma análise fatorial dos recursos e o teste das quatro hipóteses de pesquisa propostas. Constatou-se que as empresas localizadas em diferentes clusters apresentaram um desempenho exportador diferente, bem como identificou-se que os recursos do cluster ligados ao fator “terroir e instituições” são percebidos de maneira diferente pelas empresas pertencentes a clusters diferentes. Entretanto, rejeitou-se a hipótese de que empresas com desempenho exportador inferior perceberão os recursos do cluster como mais importantes do que os recursos singulares para a internacionalização da empresa. Também se verificou que as empresas com desempenho exportador superior percebem os recursos singulares ligados ao fator “comercial” como mais importantes do que as empresas de desempenho exportador inferior. Considerando o tempo de internacionalização, os resultados indicam que as empresas com menor tempo de atuação internacional consideram os recursos singulares mais importantes do que os recursos do cluster, enquanto as com maior tempo de internacionalização percebem os recursos do cluster como mais importantes do que os singulares. Os resultados também indicam que recursos do país, como a reputação, podem trazer ma vantagem competitiva no processo de internacionalização das empresas, sendo esse efeito de maior relevância em setores como o vitivinícola. Novas pesquisas poderão se aprofundar no impacto desses recursos no desempenho e na internacionalização das empresas. / This thesis aims to analyse the effects of existing resources related to wine clusters towards the internationalisation process in the wine industry. This work is based on the assumption that ‘belonging to clusters’ facilitates access to resources that influence the internationalisation process. Notably, there is a growing concern over the importance of the region where the companies are based in order to increase the product’s value and achieve competitive potential. It is also worth noting that the ‘region of origin’ may indicate the level of wine quality and thus determine the consumers’ choice. As such, this shows the need to analyse the resources associated with the region and their effects towards the internatiolisation process within the wine industry. This investigation was conducted in Brazil and France from July 2009 to June 2010. The first part of this research is qualitative and addressed generally the international wine industry, and particularly the Brazilian and French contexts. This qualitative study include a multiple case study that involved six wineries with international operation: (i) three companies based in ‘Serra Gaúcha,’ Brazil; and (ii) three companies based in ‘Provence,’ France. The second part of this research is survey conducted in France and Brazil.. In France, this survey included 130 wineries located in different geographical clusters (50 in ‘Languedoc,’ 21 in ‘Provence,’ 33 in ‘Vallée du Rhône’ and 26 amongst other French clusters). In Brazil, the investigation included 18 wineries. The qualitative study showed that the resources shared within the geographical cluster may influence the internationalisation process of wineries. Notably, the resource ‘horizontal cooperation relationships’ predominated in the Brazilian cases, whereas the resource ‘geographical region reputation’ predominated in the French context. In addition to this, the governance of cluster proved to be an important element for the strategy of the internationalisation process. The Brazilian survey includes an statistical analysis, whereas the French survey includes not only an statistical analysis but also hypothesis testing. The analysis showed that companies located in different clusters presented different export performance. In addition, clusters´ resources (eg ‘terroir' and ‘institutions’) are perceived differently in different clusters. Further, companies with superior export performance perceived the ‘singular resources’ associated with the commercial factor as more important than companies with inferior export performance. None the less, the hypothesis that companies, with inferior export performance perceive the resources of the cluster as more important than ‘singular resources’ was not confirmed. The results indicated that national resources (eg ‘reputation’) may lead to competitive advantage within the internationalisation process. Further research may explore the impact of these resources towards the performance and internationalisation process of wineries.