The internationalization process of the firm
: a relationship building perspective in China

  • André Lacerda Sarmento (Student)

Student thesis: Master's Thesis

Abstract

In this thesis, I conduct a qualitative study based on the data collected from six Portuguese firms who engaged in the internationalization process to the Chinese market. The findings shed light on key partners targeted in relationship building efforts in China, as well as the reasons behind building specific relationships. I identify differences in relationship building efforts by foreign direct investment (FDI) and import/export firms. Also, I analyze the commitment of organizations to internationalization revealed by the involvement of organizational members in the process of building relationships, and I identify key determinants of trust from Chinese business partners. Last, but not the least, I discuss ethical issues associated with the efforts of successful internationalization to China. Testable propositions are formulated for future research that may link relationship building efforts of organizations to their success or failure in the Chinese market.
Date of Award8 Jul 2013
Original languageEnglish
Awarding Institution
  • Universidade Católica Portuguesa
SupervisorIrina Cojuharenco (Supervisor)

Designation

  • Mestrado em Gestão

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