<p>This Bachelor thesis studies the internationalization strategy of a Finnish label stock company, UPM Raflatac, in China during the late 1990’s. The purpose of this descriptive study is to facilitate the understanding of companies’ internationalization processes. This was done by studying UPM Raflatac’s internationalization strategy’s connection to the internationalization theories of the Uppsala model and the eclectic paradigm. The findings were established by presenting an Internet based questionnaire for the employees of the company. The results showed that the company did not have a country specific strategy and that the resemblance to the reference material was therefore limited.</p>

This Bachelor thesis studies the internationalization strategy of a Finnish label stock company, UPM Raflatac, in China during the late 1990’s. The purpose of this descriptive study is to facilitate the understanding of companies’ internationalization processes. This was done by studying UPM Raflatac’s internationalization strategy’s connection to the internationalization theories of the Uppsala model and the eclectic paradigm. The findings were established by presenting an Internet based questionnaire for the employees of the company. The results showed that the company did not have a country specific strategy and that the resemblance to the reference material was therefore limited.

The purpose of this essay is to find how Location specific factors affect the FDI of MNEs.This is done through the use of Dunning's eclectic paradigm, mainly the L-factor of OLI. TheL-factor is then combined with market agglomeration and unexploited markets as aframework to find location as a motivator for companies´ FDI. We also use Dunning’s fourmotivations for FDI when trying to find how Location affected FDI.Three companies are interviewed in semi-structured interviews to ensure their views on thesubject can transpire but still keep them within the subject at hand. We found that all thecompanies we interviewed mainly looked for agglomerated markets, access to markets,customers and access to competent people within the markets when deciding which market tosettle in. We also found that unexploited markets were not something the companies weinterviewed were searching for nor valued highly in their investment decision. This has to dowith the fact that we only interviewed three companies and did not interview in a wideenough range of industries to be able to conclude our findings.

本研究以個案公司切入中國市場，採取個案研究法討論個案公司如何配合產業的特性進行策略轉換，進一步達到擴張階段布局的效果；並討論B2B軟體產業如何應付價格與價值的兩難，切入新興市場，並且享受高門檻軟體產品所帶來的套牢(Lock-in)效果。以期待能夠複製此種模式至其他開發中國家，或提供不同產業策略啟發之用。 研究了解除巨觀的進入策略外，必須同時透過細部交易分析考量微觀的交易成本。在面對國際市場的進入策略選擇時，通常會藉由進入策略的分析，期待能在各種不同的進入模式中，挑到合適的選項。但必須更深入考慮，不論是採行獨資、合資、授權等方式，對客戶而言產業所獨有的交易模式與在地企業沒有兩樣。因此必須要針對交易本身進行深入的分析，即使是採取獨資設立子公司的方式，也必須考慮與客戶進行交易的模式，才是完整的進入策略。 而針對交易模式的特性，必須分階段破解交易成本的限制，當中又以專屬資產最是重要。既有大型系統軟體可利用模組分割，採取近似免費增殖（Freemium）的作法分階段獲利。在銷售前期以基礎功能模組的方式，降低使用者的採購成本以換取快速的市場佔有率，並且可以藉此建立使用者的專屬資產，有利後續再銷售的獲利模式。而在進行模組分割的同時，除藉此降低前期銷售的單價外，必須考慮如何降低再銷售時所衍生的系統擴充成本。因此遠端試用及軟體授權開通的設計，就對中國市場幅員遼闊差旅費用高的困難，有很大的幫助。 且除了銷售與再銷售的系統設計外，藉由系統整合建立與經銷商和使用者間的專屬資產，則是確保經銷商在較長時間的採購頻率中，仍會選擇同一企業作為優先合作的對象，以達到策略目標中的獲得再銷售收益的效果。

Australia and the UK are both prominent economies in the international arena and share a strong trade and investment relationship. Interestingly, the UK while being a significant destination for Australian exports is an even more significant destination for Australian direct investment, a case anomalous to international trends. Analysis of this case elicits the question as to what factors differentiate between the firms that export and those that FDI. It is imperative to understand the differentiating factors between exports and direct investment as market entry decisions are decisive to the success of firms in international markets. A number of theories of international market entry have developed over the last quarter century, the ownership, location, and internationalisation model (OLI) is used in this study. The importance of the variables developed in this model are identified, and assessed as to their relevance to entry of Australian firms into the UK market through FDI or Exports. Qualitative information is used to support initial quantitative profiling. Results of the investigation indicate that while some variables were at times decisive, they were not predictive at all in other situations. The full interaction of the variables in the model was therefore concluded to be essential to fully differentiate between exports and FDI in all cases.

Made available in DSpace on 2009-11-18T19:01:33Z (GMT). No. of bitstreams: 1 lmarcenes.pdf: 442663 bytes, checksum: 55ad83f1453e6545fe10a3fce5113f63 (MD5) Previous issue date: 2009 / With the improvement of the international trade on the last decades, the Brazilian firms are searching to operate beyond the national borders in order to guarantee its presence on the key markets. The dissertation aimed to analyze the motivations and the strategies of internationalization implemented by the firms: Petrobras, Vale, Embraer, Gerdau and Marcopolo as well as determine the existence of a dominant strategy. In order to do that, Dunning¿s eclectic paradigm and the strategies of internationalization supported by him were revised along with the main literature from Brazilian authors on the internationalization process of the selected firms. The comparative analysis between the strategies of internationalization selected and the industrial sector, origin of capital and the preferred mode of entrance on the markets were done through an exploratory research, with a qualitative character and collection of secondary data from the internationalization process of the firms. At the end of this research, it was possible to identify that each firm had adopted a predominant strategy however it was also possible to observe that new strategies were aggregated in complementation of the previous one. Besides that, no evidence was found between the predominant strategy of internationalization and the origin of the capital neither with the preferred mode of entrance. / Com o incremento do comércio mundial nas últimas décadas, percebe-se que as empresas brasileiras têm buscado atuar além da fronteira nacional garantindo presença nos mercadoschave. Este estudo objetivou analisar as motivações e as estratégias de internacionalização adotadas pelas empresas Petrobras, Vale, Embraer, Gerdau e Marcopolo e determinar se existe modelo de estratégia dominante. Para isso, foi revisada a abordagem teórica do paradigma eclético de Dunning e as estratégias de internacionalização defendidas por este autor, assim como os estudos já elaborados sobre as empresas pesquisadas por autores brasileiros. A análise comparativa entre as estratégias de internacionalização adotada e o setor de atividade, origem do capital e modo de entrada nos mercados foi feita a partir de uma pesquisa exploratória, de cunho qualitativo, com coleta de dados secundários do processo de internacionalização dessas empresas. Ao final desta pesquisa foi possível apontar que cada empresa adotou uma estratégia de internacionalização predominante, contudo pode-se observar que novas estratégias foram sendo agregadas em complementação às anteriores. Além disso, não ficou evidente existir relação entre a estratégia de internacionalização adotada e a origem do capital ou ao modo preferencial de entrada nos mercados.

Studien undersöker de huvudsakliga motiven bakom kinesiska företagsförvärv på den svenska marknaden. På senare tid har Kinas direktinvesteringar inom de europeiska länderna ökat, där Sverige har varit en av de huvudsakliga mottagarna. Som följd har det uppstått en oro i såväl Europa som Sverige kring vilka motiv som ligger bakom investeringarna. För att undersöka vilka de huvudsakliga motiven är har en egen analysmodell med fyra propositioner utarbetats. Analysmodellen baseras på Dunnings fyra motiv för utländska direktinvesteringar (FDI), tidigare studier om Kinas investeringsmönster samt fakta om den svenska marknadens egenskaper. För att besvara studiens forskningsfråga genomfördes fyra intervjuer. Resultatet visade att samtliga av Dunnings motiv går att applicera på kinesiska investerare vid val av investeringsmarknad, men där vissa motiv är mer vanligt förekommande. Studien tyder även på den kinesiska statens starka inflytande över kinesiska investerare och hur det kan överträffa individuella motiv.

過去紡織產業為台灣的主力產業，由於本國廠商掌握純熟的製造技術與低廉的勞力成本，促使產品達到高品質、低成本之優勢。然而，產業環境逐漸全球化，導致台灣廠商面臨中國大陸及東南亞地區勞力成本低之威脅，而喪失成本優勢，因而促使些許廠商採取海外設立製造據點策略，以因應客戶低成本的需求。但此海外擴張策略需要組織投入大量資金於建置廠房，除了提高組織之營運風險外，此策略並無法有效維持及強化自身與客戶的長遠關係，此外，台灣紡織廠商應運用研發技術之優勢，提供差異化產品以創造更高利潤。而當紡織廠商欲達到此目標且藉此拓展海外潛在客戶合作關係時，唯有利用海外業務據點之成立，才能降低營運風險，且貼近客戶端以了解需求，並提升雙方合作關係之緊密度。 本研究將採取質化個案研究方法，深度訪談台灣紡織產業內的標竿企業─A公司，且輔以蒐集隸屬於同集團下─B公司之次級資料，並加以運用Dunning(1980)之折衷理論，探討個案公司如何運用自擁優勢、區位優勢及內部化優勢，及組織與內外部重要利害關係人之網絡關係，以提高組織設立海外業務據點之成功機會，此外，本研究也蒐集大量之次級資料，分析組織分別設立海外業務據點及製造據點所需具備OLI理論各層面優勢之差異性。 研究結論顯示，於OLI架構下，文化距離差異度愈低之自擁優勢、廠商專屬程度愈高之資產；產業聚合密度較高與人力專屬性較高之區位優勢；母公司掌控程度越高之內部化優勢皆正向影響組織設立海外業務據點；而於內外部網絡關係層面，廠商與相關企業間業務人員銷售能力共用程度高之網絡關係、廠商間相互依存度高之外部網絡關係及地主國政府所提供的資源豐富性越高之外部網絡關係，皆能對於廠商設立海外業務據點形成助益。 / In the past, the textile industry was prosperous in Taiwan because of professional techniques and low labor costs. However, these advantages disappear gradually because of the economic growth of developing countries such as China and Vietnam. Therefore, the managers in textile enterprises in Taiwan have to develop some strategies to overcome the challenges. Most of these companies strengthen their R&D skills to make differentiated products and then gain more profits. At the same time, they will reduce the operational risk and build the strong customer relationships by establishing the overseas sale and marketing sites. The study uses qualitative research method to interview the vice president and the assistant manager in the case company. Furthermore, the research applies the “Eclectic Paradigm”, which was published by Dunning in 1980, to discuss how the case company used the ownership advantages, location advantages, internalization advantages and the network relationships to increase the possibility of expanding the business overseas by establishing the sites. Moreover, the research also compares the differences between the production sites and sales and marketing sites. To sum up, there are some findings in the research. When the ownership advantages with low cultural difference and high specific assets, the location advantages with high cluster density of the industry and high specific labor assets, the internalization advantages with high control by the headquarter will encourage the company to set the sales and marketing sites overseas. On the other hand, the internal social networks about the sale resources between the organization and affiliated companies, the external social networks with high dependency from the customers and the supporting from the host government will encourage the company to implement the global expansion strategy.

Submitted by Paulo Junior (paulo.jr@fgv.br) on 2010-05-05T18:39:38Z No. of bitstreams: 1 Carlos Felipe de Souza Gouveia.pdf: 806002 bytes, checksum: a4ae1938a30d975dba9240f182604742 (MD5) / Approved for entry into archive by Paulo Junior(paulo.jr@fgv.br) on 2010-05-05T18:41:01Z (GMT) No. of bitstreams: 1 Carlos Felipe de Souza Gouveia.pdf: 806002 bytes, checksum: a4ae1938a30d975dba9240f182604742 (MD5) / Made available in DSpace on 2010-05-06T10:52:06Z (GMT). No. of bitstreams: 1 Carlos Felipe de Souza Gouveia.pdf: 806002 bytes, checksum: a4ae1938a30d975dba9240f182604742 (MD5) Previous issue date: 2010-03-23 / O objetivo desta dissertação é analisar algumas das principais teorias de internacionalização de empresas, comparando-as com a prática observada em duas empresas multinacionais brasileiras de grande porte. A busca por conhecimentos mais profundos sobre a expansão internacional das atividades empresariais tornouse muito importante a partir do final do século XX, considerando-se o crescente volume de fusões, aquisições, parcerias e joint-ventures realizadas entre empresas de diferentes países e estudadas por pesquisadores internacionais. Esses últimos começaram a desenvolver teorias em uma tentativa de explicar o comportamento internacionalizante de tais empresas. Ao longo dos anos, estas teorias se sofisticaram e começaram a dividir-se de acordo com condições pré-estabelecidas, como o volume de vendas, o grau de experiência no exterior, a presença de mercados culturalmente próximos e a localização geográfica. Uma vez que a maioria histórica das empresas internacionalmente expressivas é composta por corporações norte-americanas, européias e asiáticas, observou-se apenas um pequeno volume de estudos voltados à empresas oriundas de países emergentes. Assim, esta dissertação se baseia em exemplos brasileiros, representados pelas empresas Odebrecht e Petrobras, como forma de avaliar a aplicabilidade destas teorias frente a realidade de um expressivo mercado emergente.