Organizational cooperation networks to promote export

Abstract

One of the main aspects in the economy of the 21st century is the transition from individual to collective efficiency. Competition is increasingly related to performance of networks of organizations rather than to isolated enterprises (FLEURY; FLEURY, 2003). This study addresses formation of cooperative networks among organizations for international initiative focusing on consortia export. An export consortium is an association of companies in the same industry with the intention of joining efforts to export their products. A review of literature was made on internationalization and export consortia as well as a case study of the Brazilian medical and dental industry including interviews and qualitative analysis. Results emphasize that development of cooperative competence is a key aspect for export consortia. Inappropriate attitude and behavior of this nature may hamper organization and successful operation of such cooperative export endeavors. In conclusion, behavioral aspects of cooperation are fundamental and should be a concern for those who intend to participate in a consortium or other network of companies.