The world market has during recent decades become an increasingly globalized arena, in which lowered trade barriers, enhanced technology, worldwide communication and containerization have made internationalization an easily obtainable option for companies. The once dominating multinational enterprises are present day challenged by small- and medium sized enterprises as global actors, and competitiveness is an ever-increasing factor, making the pursuit and exploitation of opportunities essential.   The International Entrepreneurship Theory has during the last two decades emerged as a theory explaining the phenomena of small- and medium sized enterprises internationalizing their operations at an early age; a theory comprehending entrepreneurial behavior, the ability to explore and take advantage of opportunities overlooked by others in order to create value in the organization.   The purpose of this thesis is to create an understanding of the emergence, definition and theoretical framework of the International Entrepreneurship Theory. By implementing a deductive research approach and a quantitative research method, empirical data is collected in order to confront the theoretical framework in the analysis. The analysis will further be the basis for conclusions and recommendations that will conclude our thesis.

金融業健全與否對於一國之經濟發展關係密切，近年來本國銀行積極朝海外市場發展。本文從金融全球化的角度探討國際化對我國銀行業經營績效之影響，首先，根據統計資料分別檢視我國銀行業國際化程度與外資銀行進入程度，其次，利用多元迴歸分析法探討2005-2013年本國銀行國際化與外資銀行進入程度對我國銀行整體財務績效之影響，最後，進一步分析國際化策略之不同是否會造成銀行間之績效差異，以下為本文研究結果： 分別從海外分支機構占總機構比例、海外資產占總資產比例、海外收益占總收益比例三個面向檢視我國銀行業國際化程度，可以發現除了海外收益比率呈現先下滑後上升之外，基本上近十年來是呈現穩定成長的趨勢，至2014年底為止，我國銀行之國際化程度分別為10.4%、17.5%、19.3%。在外資銀行進入程度方面，同樣從外資銀行分支機構占國內銀行總機構比例、外資銀行資產占總資產比例、外資銀行收益占總收益比例三個面向檢視，至2013年底為止，外資銀行進入程度分別為4.7%、14%、13.5%。整體而言並不算太高。 在本國銀行國際化方面，研究結果顯示三種國際化變數FSTS、FATA、OSTS對於ROA、ROE皆呈現顯著正相關；外資銀行進入程度方面，FATA2、OSTS2對於ROA、ROE皆呈現顯著正相關。表示國際化確實對於我國銀行之財務績效有正面助益。最後進一步分析國際化策略差異之影響，發現採用攻擊型國際化策略之銀行績效顯著高於防禦型國際化策略之銀行，唯邊際效果並不顯著，因此建議銀行業可積極採取至具高成長潛力的海外國家設立據點的國際化策略。 / The robustness of the financial sector is usually closely related to a country’s economic development. In recent years, domestic banks have proactively expanded into overseas markets. This study investigates the influence of internationalization on the performance of Taiwan’s banking sector in terms of financial globalization. First, the degree of internationalization of Taiwan’s banking industry and the extent of foreign bank entry will separately examined on the basis of statistical data. Next, the effects of the domestic banks’ internationalization and foreign banks entry on overall financial performance of Taiwan banks from 2005-2013 will be evaluated by applying the multiple regression analysis. Finally, a further analysis on whether the various internationalization strategies will lead to different performance among the banks will be conducted. The results of this study are as follows: The degree of internationalization of Taiwan’s banking sector is explored from the following aspects: the proportion of oversea branches, the ratios of oversea assets, and the percentage of oversea revenues. The results show that there has been a steady growth of oversea branches and assets in the past decade except oversea revenues that declined initially but rose later. The degree of internationalization of Taiwan’s banking sector was 10.4%, 17.5%, 19.3% respectively by the end of 2014. Similarly, the degree of foreign bank entry is inspected from the following aspects: the proportion of foreign bank branches, the ratios of foreign bank assets, and the percentage of foreign bank revenues. The percentage of foreign banks entry was 4.7%, 14%, 13.5% by the end of 2013. Overall, this rate is not too high. When it comes to domestic banks’ internalization, the results demonstrate that three variables FSTS, FATA, and OSTS are significantly positively correlated with ROA, and ROE. As for the foreign bank entry level, FATA2, OSTS2 are significantly positively correlated with ROA and ROE. This indicates that globalization does have a positive effect on the financial performance of Taiwan’s banks. Finally, as far as the further analysis of internationalization strategies is concerned, it is found that banks with offensive approaches have significantly higher performance than those with defensive approaches. However, the marginal effect is not significant. Thus, it is recommended that the banking industry can adopt an aggressive internationalization strategy to establish overseas branches in countries which have a high growth potential.

Syftet med den här undersökningen är att studera, och identifiera tillvägagångssätt för tjänsteföretag att internationalisera sig samt sälja sina produkter. För att göra det, samt att kunna kartlägga ett eventuellt mönster är det väsentligt att öka förståelsen kring hur försäljningen av tjänsten går till samt hur säljaren hanterar de kulturella skillnader som uppstår vid internationalisering.  Vi har valt en kvalitativ metod, med en deduktiv ansats för undersökningen där utgångspunkt finns i teori. Den teoretiska referensramen inkluderar välkända modeller som beskriver företags processer vid en internationalisering, samt teorier riktade mot tjänsteföretag, internationell försäljning, säljarens roll samt kultur och kommunikation. Därefter har vi i det empiriska materialet, redogjort för vad de fallföretag vi har arbetat med, i praktiken har hanterat dessa fenomen i deras internationaliseringsprocesser. I analysen har vi sedan ställt empirin mot teorin för att identifiera ett mönster rörande internationalisering samt internationell försäljning av tjänsteföretag.  I slutsatsen har vi till sist haft möjlighet att presentera detta mönster för internationalisering av tjänsteföretag, där vi har konstaterat att processen är baserad på drivna individer på ledningsnivå som initierar internationaliseringen. Denna process är beroende av säljaren i företaget, som nätverkar, bygger relationer samt kommunicerar ut nyttan med de immateriella produkterna. Genom bland annat research ökar denne sin befintliga kunskap för att möta kulturella skillnader och därmed skapa förtroende hos kunderna för att till sist sälja den immateriella produkten genom ett löfte där kundens förväntningar läggs på en realistisk nivå. / The purpose of this thesis is to study and identify approaches for service companies to internationalize and sell their products. In order to do so, and to identify possible patterns, it is important to increase our understanding of how sales of the services is done, and how the sales person manages the cultural differences that arise in internationalization.  Our methodology is a qualitative study with a deductive approach. The theoretical framework includes well known models describing the process of internationalization of firms, also theories concerning service firms, international sales, the sales person’s role, and culture and communication are included. The empirical chapter which follows, contains a review for our case companies, and how they have handled their internationalization and international sales. Next, we have compared empirical data to theory in an analysis to identify an outcome regarding internationalization and international sales of services.  Finally in our conclusion, we have been able to present a pattern of the internationalization process of service firms, whereas the process is initiated mainly by driven individuals on a leading position. The process is dependent on the firm’s salesmen who network, build strong relationships, and communicate the benefits with the immateriell products. By inter alia, research they can increase their already existing knowledge in order to meet cutural differences and thereby be trustworthy for the customer. Thereafter the salesmen are able to sell the service by a promise where the customers expectations is placed on a realistic level.

Made available in DSpace on 2016-12-12T20:32:02Z (GMT). No. of bitstreams: 1 Dissertacao Lilian Silvestre Laranjeira.pdf: 1522984 bytes, checksum: de7cff7c87be250a6f078e832ac44c25 (MD5) Previous issue date: 2007-05-18 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / The international expansion for several Brazilian companies is surrounded by challenges, inclusively endogenous, that obstruct their more pro-active attitude in the complex and unstable environment where the globalized organizations operate. Notwithstanding, beginning with the comprehension of the internationalization process, based on the stage models, a firm can provide subsidies to predict and plan its internationalization, in addition, influence other companies. From that, the current dissertation presents the outcomes of research with the general objective being to comprehend the internationalization process of Mormaii Indústria e Comércio, Importação e Exportação de Artigos Esportivos Ltda. between the years 1987 and 2005. This research relies on a qualitative and interpretative study case. Primary data was collected via semi-structured interviews with managers from the organization in Brazil, with the director of the partner company in Germany, with managers of three competitor companies at the international fair ISPO Winter 2006 and with the CEO of a winter sports company in Austria. The auxiliary data came from a documental scientific basis, from the company itself and from the digital media. The data obtained was analyzed in terms of content and significance in order to achieve the categories of explanation. The research results revealed that the internationalization process of this organization has been developed according to the Uppsala Model. There were three consolidated stages of internationalization identified as adopted by the organization. The first two stages were considered emergent while the last stage was a systematic and deliberated process of international expansion activities. / A expansão internacional para muitas empresas brasileiras é cercada de desafios, inclusive endógenos, impedindo uma atitude mais pró-ativa das mesmas frente ao meio complexo e instável em que operam as organizações globalizadas. No entanto, a partir da compreensão do processo de internacionalização com base nos modelos de estágios, a empresa pode gerar subsídios para a previsão e planejamento de sua internacionalização e influenciar demais empresas. Diante disso, a presente dissertação apresenta os resultados de uma pesquisa que teve como objetivo geral compreender o processo de internacionalização da Mormaii Indústria e Comércio, Importação e Exportação de Artigos Esportivos Ltda. entre os anos 1987 e 2005. A pesquisa apóia-se na técnica do estudo de caso, de natureza qualitativa e interpretativa. Os dados primários foram coletados por meio de entrevistas semi-estruturadas com os dirigentes da organização no Brasil, com o dirigente da empresa parceira na Alemanha, com os dirigentes de três empresas concorrentes presentes na feira Internacional ISPO Winter 2006 e com o CEO de uma empresa de esportes de inverno na Áustria. Já os dados secundários foram provenientes de base documental científica, da própria empresa e da mídia digital. Após coletados, os dados foram analisados quanto ao seu conteúdo e significado, visando identificar as categorias de apreciação. Os resultados revelaram que o processo de internacionalização da organização se deu de acordo com o modelo de Uppsala. Foram identificados três estágios consolidados de internacionalização vivenciados pela organização. As duas primeiras foram emergentes enquanto que a última fase ocorreu a partir de um processo sistemático e deliberado de atividades de expansão internacional.

Submitted by Bianca Magnani Tavares (bibimagtav@gmail.com) on 2012-03-10T23:36:33Z No. of bitstreams: 1 The internationalization process of family business_vfinal_Bianca (1).pdf: 1204982 bytes, checksum: 4cd11c9372fa7cdcaee82778cc01b79f (MD5) / Approved for entry into archive by Gisele Isaura Hannickel (gisele.hannickel@fgv.br) on 2012-03-12T13:38:01Z (GMT) No. of bitstreams: 1 The internationalization process of family business_vfinal_Bianca (1).pdf: 1204982 bytes, checksum: 4cd11c9372fa7cdcaee82778cc01b79f (MD5) / Made available in DSpace on 2012-03-12T13:40:15Z (GMT). No. of bitstreams: 1 The internationalization process of family business_vfinal_Bianca (1).pdf: 1204982 bytes, checksum: 4cd11c9372fa7cdcaee82778cc01b79f (MD5) Previous issue date: 2012-02-07 / This dissertation aims to identify the family role in the internationalization process of two family businesses: JBS, the world’s largest protein producer and Cutrale one of the world’s leader in the orange juice market. Family businesses have characteristics that are intrinsic to this type of firms. Many of the internationalization reasons or even the way they internationalize has several characteristics that are common among other family businesses. Therefore, through a qualitative research the two case studies were analyzed based on the internationalization and family businesses theories. However, in those companies the role of the family was not a key role on the firms’ internationalization processes. This aroused questions such as whether the size and/ or industry of the company had an impact on the family’s role on the internationalization process of the business. These questions were not the focus of this study but are subsidies for future research. / Essa dissertação procura identificar o papel da família no processo de internacionalização de dois negócios familiares: JBS, a maior empresa de proteína animal do mundo e Cutrale um dos líderes mundiais no mercado de suco de laranja. Empresas familiares possuem características que são intrínsecas a esse tipo de empresa. Muitos dos motivos de se internacionalizar ou mesmo o modo como eles se internacionalizam podem ser extremamente característicos. Assim, através de uma pesquisa qualitativa, os dois estudos de caso foram analisados baseados em teorias de internacionalização de empresas familiares. Porém, nessas companhias estudadas, a família não desempenhou um papel relevante no processo de internacionalização das mesmas. Com esses resultados, questões surgiram, como por exemplo, se o tamanho ou segmento da empresa tiveram um impacto na importância do papel que a família possui no processo de internacionalização. Essas questões não eram o foco do estudo porém fornecem muitos subsídios para uma próxima pesquisa.

Background - The positive impacts of globalization have been widely discussed, whereas many researchers argue that national borders are of less importance. However, as national borders are argued to be of less importance, some researchers miss to point out that the institutional differences remain and they are challenging to change. Purpose - The purpose of this study is to examine and compare the entry strategies of three Swedish firms entering both a developed and an emerging market with a focus on the different institutional contexts. Method - This study has applied a qualitative method with an abductive approach and an instrumental case study strategy, whereas 3 semistructured interviews with 3 different firms having experience from both a developed and an emerging country were conducted. Conclusion - When firms enter a developed country with few institutional differences, they commit more resources and do not feel the urge to use a local partner. Entering an emerging country, the firms choose a more cost-efficient entry with less resource commitment and prefer to use a local partner with local knowledge. / Bakgrund - Globaliseringen och dess effekter har diskuterats flitigt under de senaste decennierna och en centralpunkt i debatten är att nationella gränser minskat i betydelse. Trots att många hävdar att vi rör oss mot en alltmer gränslös värld förbises institutionella skillnader som generar stora utmaningar. Syfte - Syftet med denna studie är att undersöka och jämföra tre svenska företags etableringsstrategier i både ett utvecklat och ett utvecklingsland med fokus på de olika institutionella förhållandena. Metod - Denna studie har använt sig av en kvalitativ metod med en abduktiv ansats och en instrumental case studiestrategi. Studien har använt sig av 3 semi-strukturerade intervjuer med 3 olika bolag, där bolagen haft erfarenhet av etablering i ett utvecklat och ett utvecklingsland. Slutsatser - I ett utvecklat land där de institutionella skillnaderna är små, väljer bolagen att lägga ner mer resurser på sin etablering och känner ett mindre behov av att ha en lokal partner. I ett utvecklingsland med större institutionella skillnader väljer bolag en mindre resurskrävande och mer kostnadseffektiv etablering, där behovet av att ha en lokal partner med lokal kännedom är stort.

The evolution of globalization and technology have changed the playground for international business and made it possible for smaller businesses to compete internationally among large and capital intensive companies. Markets become increasingly alike with converging product preferences and changing the world into one large integrated marketplace easily accessible for firms of all sizes. Recent research in the field of International Business has shed light on small firms that rapidly become international market players, called “born globals” (BGs). These firms’ behavior contradicting traditional theory, such as the Uppsala Model, which propose that internationalization is an incremental process where firms must gain market knowledge and psychical distance to markets to internationalize. The Uppsala Model describes internationalization as a relatively resource-demanding process. However, the BGs most often have scarce resources, but still manages to enter several markets simultaneously. Previous studies have focused on manufacturing exporting BGs when investigate this relatively new phenomenon. Yet, little light is shed on BG service firms and their internationalization. The purpose of this study is to investigate the facilitating factors of resource-scarce Internet-based service BGs’ internationalization and barriers connected to it. Thus, this study aims to fill the research field of BG Internet-based service firms with more empirical data. The research questions are formulated as followed: RQ1: What important factors enable internationalization for Swedish born global Internet-based service firms? RQ2: Do the perceived barriers to internationalization for SMEs apply to Swedish born global Internet-based service firms, or are there other barriers present in their internationalization? As a theoretical framework, the researchers have combined three main theories, explicitly the Resource-Based View, Dynamic Capabilities and Business Models. Further, SMEs’ perceived barriers to internationalization are included in the theoretical framework as a sub-theory, to investigate if those barriers apply to BG Internet-based service firms. The researchers have performed a qualitative exploratory multiple-case study including six Swedish companies. The empirical data acquired is presented in a case-by-case structure relating back to the theoretical framework. The data has further been analyzed in a thematic way based on theories using the cross-case analysis technique. From the study, the researchers have found that the most important factors enabling internationalization for Swedish BG Internet-based service firms are an internationally standardized business model, human capital, and the level of dynamic capabilities. Regarding SME’s perceived barriers to internationalization, no clear pattern was found regarding the sample firms’ perceived barriers to internationalization. Which implies that more research is needed in this area.

En digital Born Global expanderar tidigt efter sitt grundande till nya internationella marknader, trots att en begränsning i erfarenhet och resurser finns i verksamheten. I en internationaliseringskontext varierar marknadsförutsättningarna sett till vilka externa hot eller möjligheter som ställer krav på lokal anpassning av verksamheten och affärsmodellen. Samtidigt agerar digitala Born Globals ofta i intensiva konkurrenslandskap, vilket ställer ytterligare krav på differentiering och utveckling. Affärsmodellsinnovation har möjlighet att bidra med ett resurseffektivt sätt att skapa hållbara konkurrensfördelar för en digital Born Global. Trots det finns ett begränsat antal studier som undersöker hur affärsmodellsinnovation sker inom de kontextuella förutsättningar som en digital Born Global möter i sin internationalisering. Den här studien syftar därför till att undersöka hur förutsättningarna för en digital Born Global i dess internationalisering påverkar dess affärsmodellsinnovation. Studien innefattar en litteraturstudie och en kvalitativ enfallsstudie. I litteraturstudien identifierades ett kunskapsgap mellan teori kring vilka förutsättningar en Born Global möter i sin internationalisering och hur affärsmodellsinnovation utformas inom denna kontext. Empiriska data erhölls från elva semistrukturerade intervjuer med personer som varit involverade i marknadsexpansioner på studiens valda fallföretag. Då empiriska data behandlat aktörer eller händelser utanför fallföretaget har triangulering av data skett med hjälp av externa källor. Studiens resultat visar på att en digital Born Global, på grund av intensiv konkurrens och en upplevd komplexitet i det digitala värdeerbjudandet, genomför affärsmodellsinnovation tidigt efter att marknadsinträden skett. Det skiljer sig från tidigare teorier som menar att innovation av affärsmodellen främst nyttjas i en senare, mer etablerad marknadsfas. Den upplevda komplexiteten som förhindrar kunder och externa nätverksrelationer att förstå värdet i det digitala värdeerbjudandet innebär även att affärsmodellsinnovation främst genomförs inkrementellt utifrån en central grund i affärsmodellen. Det möjliggörs av den skalbarhet som digitala företag ofta innehar. En digital Born Global har även möjlighet att expandera internationellt utan att etablera fysisk närvaro. Trots det påvisar studien att en fysisk närvaro enbart underlättar affärsmodellsinnovation som relaterar till leverantörsdelen av värdekedjan, men inte påverkar innovationer ut mot slutkund. Med en begränsad fysisk närvaro ökar beroendet av ett starkt lokalt nätverk, vilket även avspeglas i utformningen av affärsmodellsinnovationen. Utifrån studiens slutsatser rekommenderas en digital Born Global att genomföra affärsmodellsinnovation utifrån en tydlig definierad central grund av affärsmodellen som sedan byggs på med lokala marknadsanpassningar. Affärsmodellsinnovationen bör även främja utvecklingen av det lokala nätverket så att resurser inom det kan nyttjas.

Micro-multinational is a relatively new term and there are still very few studies about how micro-multinationals choose their foreign entry market modes when internationalizing. This thesis attempts to add new knowledge filling the gap between the internal resources of a company and the foreign entry market mode selected for its internationalization process. Furthermore, a systematic methodology that combines internal resources with the selection of the foreign entry market mode will be developed with the goal of aligning the competitive advantages of the company along its international structure. The methodology that this research employs will show how to combine the internal resources of the case study company and its needs when internationalizing based on the characteristics of each foreign entry market mode. The first step of the methodology is determining the variables that categorize each foreign entry market mode that companies implement. Then, the application of the Resource-based View will show the possible competitive advantages of the case study company. Lastly, accounting for the requirements that the case study company has when internationalizing, the possible competitive advantages, derived from the Resource-based View, will be combined with the characteristics of each foreign entry market mode to determine effective recommendations for the case study company to implement in its internationalization strategy. The results of this research show that when a company wants to enter into a foreign market, it should evaluate that decision based on its internal resources. Only then will the company be able to exploit its competitive advantages and be successful in the new market. The decision to internationalize is influenced by requirements such as the level of control, commitment, risk and flexibility that the parent company is willing to have in the new foreign market. Hence, these requirements must be taken into consideration carefully during the entire decision process. / Micro-multinationals är en relativt ny term och det finns för tillfället få studier kring hur dessa företag ska bedriva sin utlandsexpansion när de internationaliserar verksamheten. Syftet med denna uppsats är att bidra med ny kunskap kring ämnet och medverka till att fylla kunskapsgapet som existerar i hur man kombinerar företagets interna resurser och valet av internationaliseringsstrategi. Vidare utvecklas en systematisk metodologi som kombinerar interna resurser med valet av internationaliseringsstrategi för att anpassa företagets konkurrensfördelar med dess internationaliseringsprocess. Metodologin som används i denna rapport visar hur interna resurser hos företaget i den aktuella fallstudien kan kombineras med dess behov för internationalisering baserat på egenskaperna hos varje enskild typ av utlandsexpansion. Första steget i metodologin är att avgöra vilka variabler som karaktäriserar varje enskild strategi för utlandsexpansion som företag planerar att implementera. Nästa steg är att applicera en “Resource-based View” som visar de möjliga konkurrensfördelarna för företagen i fallstudien. Slutligen kombineras kraven som företagen har ställt för sin internationalisering samt de konkurrensfördelar som de visades ha enligt “esoruce-based view” med de olika typerna av utlandsexpansion som finns tillgängliga med syftet att avgöra lämpliga rekommendationer för fallstudieföretagen rörande hur de ska gå till väga i sin internationalisering av verksamheten. Resultaten visar att när ett företag vill etablera sig på en utländsk marknad bör de evaluera beslutet med hänsyn till sina interna resurser. Först då kan företaget utnyttja sina konkurrensfördelar och bli framgångsrika på den nya marknaden.  Beslutet av hur internationaliseringen ska gå till påverkas av krav som moderbolaget har för den nya marknaden såsom behov av kontroll, grad av åtagande, risk och flexibilitet. Dessa krav måste tas i noggrann beaktning under hela beslutsprocessen.

Au Canada, les universités connaissent une intensification de leurs activités d'internationalisation sans précédent. À ce sujet, une enquête menée par l'AUCC (2014) met en évidence que le recrutement d'étudiants internationaux constitue la première des cinq priorités des établissements d'enseignement supérieur canadiens. En parallèle, plusieurs écrits témoignent de l’intérêt croissant que portent les chercheurs en sciences humaines et sociales pour l'internationalisation des universités. Ils mettent en évidence que, d’une province à l’autre, le processus d'internationalisation est relativement variable (Buckner et al., 2020; Taskoh, 2020). Au Québec, celui-ci varie également d'une institution à l'autre en fonction de plusieurs facteurs, tels que la langue d'enseignement et de communication (français ou anglais), la localisation géographique et les domaines d’études, ce qui crée des contrastes à l'intérieur même du système d'enseignement supérieur. Selon Jane Knight, le processus d'internationalisation se définit comme le « processus d'intégration d'une dimension internationale et interculturelle dans les missions et les fonctions de l'enseignement postsecondaire » (Knight, 2004, p. 2). Cependant, les caractéristiques de ce processus (justifications, bénéfices, résultats, activités et acteurs) divergent d'une institution à l'autre (Knight, 2004). Cette étude se focalise sur le développement des partenariats internationaux, qui sont l'une des composantes du processus d'internationalisation de l'enseignement supérieur, ainsi que sur les stratégies inhérentes à la construction et à la gestion de ceux-ci. Malgré la forte tendance à l'internationalisation qui caractérise les universités, développer des relations durables et stables dans un partenariat n'est pas une mince affaire. Il convient ainsi de consacrer davantage d'attention à l'analyse de la façon dont elles gèrent leur développement international et des bonnes pratiques qu'elles mettent en œuvre. En interrogeant des administrateurs d'universités québécoises sur les conditions de leur implication dans des partenariats, cette étude vise à examiner dans quelle mesure ils respectent le principe de réciprocité et quelles stratégies sont mobilisées dans sa mise en application. Le cadre conceptuel et d’analyse repose sur un assemblage de trois concepts: les « justifications » et les « stratégies d'internationalisation », tels que définis par Knight (2004) et la réciprocité. Des chercheurs se sont inspirés du concept de réciprocité (Galtung, 1980) pour examiner les conditions de développement et de gestion de partenariats internationaux (Leng, 2015, 2016; Mwangi, 2017; Wei et Liu, 2015). Le principe de réciprocité comprend quatre objectifs (équité, autonomie, participation et solidarité) par l'atteinte desquels une organisation sera à même de réduire les différences de pouvoir dans ses relations de coopération (Mwangi, 2017). Les données utilisées proviennent de neuf entretiens semi-dirigés menés auprès d’administrateurs et de coordonnateurs de projets de quatre universités différentes. Le processus d'analyse est marqué par une alternance entre analyse déductive et inductive. Les résultats montrent qu'au-delà de la rhétorique économique (présente notamment en matière de recrutement international), des justifications plus symboliques constituent l'un des moteurs de l'internationalisation. L'analyse souligne également la présence de différences dans les perceptions des participants selon qu'ils soient affiliés à des universités francophones ou anglophones. En outre, nous mettons en évidence plusieurs stratégies susceptibles d’instaurer des relations plus pérennes. Dans une certaine mesure, les administrateurs manifestent effectivement des stratégies associées au principe de réciprocité et les traduisent en actions concrètes. Bien que les résultats obtenus ne puissent être généralisés, ils donnent un aperçu des stratégies pouvant faciliter l'opérationnalisation des objectifs d'équité, de solidarité, de participation et d'autonomie. / In Canada, universities are facing an unprecedented increase in internationalization activities. In fact, a survey conducted by AUCC (2014) showed that Canadian institutions' most common top 5 priorities is international undergraduate student recruitment. Concurrently, in the Canadian literature, there is a growing interest regarding the study of the internationalization of Canadian universities. However, provincial variations regarding the internationalization process exist (Buckner et al., 2020; Taskoh, 2020). In Quebec, the internationalization of universities varies from institutions depending on several factors, such as the language of instruction (French-language universities or English-language universities), geographic location and the academic field. Therefore, it creates contrasting challenges inside the higher education system. According to Jane Knight, the internationalization process is defined as "the process of integrating an international, intercultural or global dimension into the purpose, functions or delivery of post-secondary education" (Knight, 2004, p. 2). As mentioned by Knight (2004), the features of this process (rationales, benefits, outcomes, activities and stakeholders) fluctuate across institutions. In this study, we focus on the case of cross-border partnerships, which are one of the components of the internationalization process of higher education, as well as on the strategies inherent in the management of those partnerships. Despite the high demand from universities to engage in collaborations, developing successful and sustainable relationships is not an easy task. Nonetheless, more attention needs to be dedicated to investigating how universities cope with their international development and best practices for success. In this light, our study aims to explore strategies in cross-border partnerships. By interrogating Quebec's administrators, it examines how far those partnerships are characterized by mutuality. Despite the extension of commercial approach and market-based values, we state that strategies and practices emerging from this study show great examples of how universities deal with their international development in a more collaborative way. The conceptual framework relies on a combination of three concepts: "rationales" and " strategies of internationalization" as defined by Knight (2004) and "mutuality". A number of researchers have drawn upon Galtung (1980) concept of mutuality to deeper understand cross-border partnerships development and management (Leng, 2015; Mwangi, 2017; Wei and Liu, 2015). The concept of mutuality comprises four goals (equity, autonomy, solidarity and participation) an organization can reach so as to reduce power differences in collaborations. This study follows a qualitative research design and uses a hybrid process of deductive and inductive analysis. Our data comes from nine semi-structured interviews conducted with administrators. The findings show that despite an economic-related logic (especially when it tales to recruit international students), it is clear that symbolic rationales drive internationalization. Additionally, we find the existence of substantial differences between participants' perceptions from French-language and English-language universities. Importantly, we also highlight several strategies that can lead to more sustainable institutional relationships. To some degree, administrators manifest some aspects of mutuality and turn them into concrete actions. Even if the results cannot be generalized, the findings have important implications for the development of further international collaborations between universities. In fact, it provides insight into the strategies that can be linked to the goals of equity, solidarity, participation and autonomy.