THE INTERNATIONALIZATION PROCESS OF TOTVS SOFTWARE FIRM UNDER THE PERSPECTIVE OF THE BEHAVIORAL APPROACH

Authors

  • Fábio Dal-Sato UNISINOS
  • Juliano Nunes Alves UNICRUZ
  • Anieli Ebling Bulé UFSM
  • Cristiano Couto do Amarante UNICRUZ

Keywords:

Internationalization of Firms, Behavioral Approach to Internationalization, Software Industry.

Abstract

Global changes have led firms to the growing internationalization of their strategies. In this sense, the main objective of this work is to analyze, taking into account the theories of behavioral approach, the internationalization process of Brazilian firm TOTVS, which operates in the software industry. In order to best support the proposed analysis, three theories that make up the behavioral approach are used: Uppsala Model, networks and international entrepreneurship. Therefore, this work is characterized by qualitative bias, accomplished through a single case study that answers five basic questions of the internationalization process, according to the theoretical framework of Carneiro and Dib (2007): why, what, when, where and how the firms internationalize their activities. The results show that the internationalization movements performed by TOTVS combine, at various times, the assumptions of the theories of behavioral approach, practicing sometimes the gradualism advocated originally by the Uppsala Model and sometimes the innovative, proactive and risky behavior widespread more recently by the international entrepreneurship.

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Author Biographies

Fábio Dal-Sato, UNISINOS

Doutorando em Administração na Universidade do Vale do Rio dos Sinos (UNISINOS) Professor do Curso de Administração na Universidade de Cruz Alta (UNICRUZ) – Cruz Alta-RS, Brasil

Juliano Nunes Alves, UNICRUZ

Doutorando em Administração na Universidade Federal de Santa Maria (UFSM) Professor e Coordenador do Curso de Administração na Universidade de Cruz Alta (UNICRUZ) – Cruz Alta-RS, Brasil

Anieli Ebling Bulé, UFSM

Mestre em Administração pela Universidade Federal de Santa Maria (UFSM) – Santa Maria-RS, Brasil

Cristiano Couto do Amarante, UNICRUZ

Graduado em Administração pela Universidade de Cruz Alta (UNICRUZ) – Cruz Alta-RS, Brasil

Published

2016-02-27

How to Cite

Dal-Sato, F., Alves, J. N., Bulé, A. E., & do Amarante, C. C. (2016). THE INTERNATIONALIZATION PROCESS OF TOTVS SOFTWARE FIRM UNDER THE PERSPECTIVE OF THE BEHAVIORAL APPROACH. REGE Revista De Gestão, 22(4), 493-508. Retrieved from https://www.revistas.usp.br/rege/article/view/111501

Issue

Section

Estratégia Empresarial