How to manage business networks to implement an internationalization strategy in the tourism sector

: a case study on Martinhal Family Hotels and Resorts

Abstract

The idea and goal of the present dissertation aims at filling the gap in the literature, based on a case study, regarding the relevance, application and management of networks as an enabler of the internationalization process of a Portuguese hotel company. More specifically in the context of tapping and stabilizing foreign markets for the importation of business to the Portuguese properties. To obtain the answer and draw conclusions on the proposed research question, a qualitative methods approach was performed, using techniques such as interviews and observational experience as collection sources of primary data and other internal and external documentation as secondary data. The findings show that for this company networks are vital. The managerial method this company uses on the network is effective and an added value to the value chain of this firm. Being a hotel, this company depends a lot on business from foreigners, thus, findings show that without having built and managing their own strong network of business partners, it would have been difficult for this company to have had the same international performance and results it observed so far. The study shows that for an efficient internationalization strategy, the company needs a deep knowledge about each foreign market, elucidating further that without the contribution of the network this company would not be able to achieve such goals, failing in the mission of diffusion of the brand and stabilization in foreign markets.

Date of Award	7 Mar 2018
Original language	English
Awarding Institution	Universidade Católica Portuguesa
Supervisor	Laure Leglise (Supervisor)