The use of Strategic Alliances in the Internationalization of Small and Medium-Sized Enterprises: A Case Study in a Brazilian Information Technology Enterprise

  • Patrícia Viveiros de Castro Krakawer Faculdade de Economia, Administração e Contabilidade da Universidade de São Paulo
  • Ailton Conde Jussani Jussani Faculdade de Economia, Administração e Contabilidade da Universidade de São Paulo
  • Eduardo Pinheiro Gondin de Vasconcellos Faculdade de Economia, Administração e Contabilidade da Universidade de São Paulo
Keywords: Internationalization, Strategic Alliances, SMEs.

Abstract

This paper aims to understand how strategic alliances can facilitate the internationalization of Brazilian small and medium-sized enterprises (SMEs), so that they can operate with reduced cost and structure. Two aspects were studied in depth: criteria for selecting partners and advantages and disadvantages of using alliances for internationalization, considering strengths and weaknesses. A literature review was performed on topics related to internationalization, strategic alliances and context of SMEs, so that these data were the basis for the development of the research. The methodology was exploratory and qualitative, with a single case study in an information technology company in São Paulo, with a branch in Atlanta, United States. The case analysis demonstrated that there are several advantages gained by using strategic alliances in the internationalization process of small and medium-sized enterprises, especially with regard to cost reduction and improved market access. The importance of the complementary strengths of the partners to the success of the alliance was also evident. This article contributes to SMEs to view the possibility of expanding their market internationally with reduced cost, thus increasing their competitiveness.

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Author Biographies

Patrícia Viveiros de Castro Krakawer, Faculdade de Economia, Administração e Contabilidade da Universidade de São Paulo
Doutoranda em Administração na Faculdade de Economia, Administração e Contabilidade da Universidade de São Paulo (FEA-USP) ̶ São Paulo-SP, Brasil Mestre em Administração pela FEA-USP MBA em Marketing pela FIA
Ailton Conde Jussani Jussani, Faculdade de Economia, Administração e Contabilidade da Universidade de São Paulo
Doutorando em Administração na Faculdade de Economia, Administração e Contabilidade da Universidade de São Paulo (FEA-USP) ̶ São Paulo-SP, Brasil Mestre em Administração pela FEA-USP MBA Executivo Internacional pela FIA-USP
Eduardo Pinheiro Gondin de Vasconcellos, Faculdade de Economia, Administração e Contabilidade da Universidade de São Paulo
Professor Titular do Departamento de Administração na Faculdade de Economia, Administração e Contabilidade da Universidade de São Paulo (FEA-USP) ̶ São Paulo-SP, Brasil Doutor em Administração pela FEA-USP
Published
2013-09-02
How to Cite
Krakawer, P. V., Jussani, A., & Vasconcellos, E. (2013). The use of Strategic Alliances in the Internationalization of Small and Medium-Sized Enterprises: A Case Study in a Brazilian Information Technology Enterprise. REGE Revista De Gestão, 20(3), 299-311. https://doi.org/10.5700/issn.2177-8736.rege.2013.98688
Section
Administração Geral