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

  • 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., Bulé, A., & do Amarante, 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
Section
Estratégia Empresarial