Parcerias estratégicas no processo de internacionalização de empresas: estudo de caso em uma empresa multinacional brasileira do setor de tecnologia da informação

Abstract

In today's globalized world, organizations have faced an increasingly competitive and fierce environment, which has demanded new solutions to new problems. In this sense, internationalization has been one of the issue in search of reaching new paths. However, the new dynamics of today's markets have forced companies to strike a balance between cooperation and competition, and strategic partnerships have been one of the most important tools in this new context. In order to help each other, strategic partnerships in business have grown more and more. This study aims at analyzing the contribution of strategic partnerships to the process of internationalization and obtaining the competitive advantage of the Brazilian multinationals in the information technology sector, making a connection with the theories already studied on the subject. For that, the methodology of qualitative research, of an exploratory-descriptive character, seeking to report facts and real phenomena was used. To support the research, three methods were used: bibliographical and documentary research, by means of the survey of what had already been published on the subject and use of company documents and a case study of the internationalization process of the company CPQi. Data collection was done through the application of a semi-structured questionnaire with managers of a Brazilian multinational company in the technology sector. The work of analysis between theory and practice makes it possible to conclude that strategic partnerships have in fact contributed to the internationalization process of the company CPQi, as well as, the information technology sector has specificities that require strategic partnerships. In addition, partnerships are important tools in acquiring competitive advantage in a highly competitive environment, and their success is closely linked to a relationship based on trust and mutual co-responsibility between partners.