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An interaction and network perspective of horizontal relationships in the portuguese pharmaceutical industry
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Resumo(s)
Os relacionamentos horizontais, como sejam as alianças estratégicas, são cada vez mais importantes e prevalecentes. O propósito desta investigação é a compreensão do desenvolvimento de relacionamentos horizontais, utilizando a perspetiva de interação e redes. Foi desenvolvida investigação de relevo em alianças estratégicas salientando as motivações, antecedentes, formação e resultados. Todavia, os investigadores têm vindo a descurar os processos de desenvolvimento destes relacionamentos. Para o objetivo da investigação são considerados dois quadros conceptuais complementares, focando tanto a interação, como o desenvolvimento dos relacionamentos. É considerada uma estratégia de caso de estudo múltiplo na indústria farmacêutica portuguesa. Foram identificadas onze empresas portuguesas com unidades de produção em Portugal e todas participaram na presente investigação. Nove casos de estudo foram selecionados, considerando o acesso a ambos os lados do relacionamento e a riqueza dos dados recolhidos. Os dados forarn obtidos sobretudo em entrevistas aprofundadas e foram complementados com observação e com dados secundários. Os dados qualitativos foram tratados através de urn processo analítico que envolve compilação, desagregação, remontagem, interpretação e conclusão.
A interação entre concorrentes pode ser caracterizada através de quatro dimensões: contexto, natureza, processos de interação e resultados. 0 papel do contexto partilhado, do grau de coopetição (ao·nível da empresa e do departamento), da troca de informação, dos processos de coordenação e dos laços criados está fortemente relacionado com a interação e o desenvolvimento do relacionamento horizontal. 0 desenvolvimento do relacionamento entre concorrentes pode conter cinco fases: co-existência, formação, desenvolvimento, dormência e dissolução. É identificada a presença de um catalisador (e.g. agência governamental) que induz o desenvolvimento do relacionamento entre concorrentes. 0 desenvolvimento de relacionamentos entre concorrentes afeta o poder de negociação, os processos de intemacionalização e o desenvolvimento de relacionamentos público-privados.
Horizontal relationships, such as strategic alliances, are of increasing importance and prevalence. The purpose of this research is to understand horizontal relationships ' development within an interaction and network perspective. Significant research has been carried out on strategic alliances, focusing on motivations, antecedents, formation, and outcomes. However researchers have paid far less attention to the developmental processes of these business relationships. To tackle the research objective two complementary conceptual frameworks are considered, one, addressing the interaction and, another, the relationship development. This research, mainly supported by the industrial marketing and purchasing approach, focuses on: the interaction between competitors, the intercompetitor relationship development and the network effect of such business relationships. It is considered a multiple case study strategy within the Portuguese pharmaceutical industry. Eleven Portuguese pharmaceutical companies with production facilities in-country were identified and all participated in the present research. Nine case studies were purposefully selected, considering the access to both sides of the intercompetitor relationship and the intensive and rich information within. Data was collected mainly through in-depth inteniiews and complemented by observation and secondary data. The qualitative data·· was examined adopting the analytical process of compiling, disassembling, reassembling, interpreting and concluding. Intercompetitor interaction can be characterized along four linked dimensions: context, nature, interaction processes and outcomes. The role of the relationship shared context, coopetition degree (at the company and department levels), informat.ion exchange, coordination processes and bond development is strongly related with the·interaction and the development of the horizontal relationship. The intercompetitor relationship development may comprise five main phases: co-existence, formation, development, dormant and dissolution. The presence of a catalyst (e.g. government body) triggering the intercompetitor relationship development is denoted. The development of relationships between competitors affects the companies' negotiation power, the internationalization processes and the public-private relationships development.
Horizontal relationships, such as strategic alliances, are of increasing importance and prevalence. The purpose of this research is to understand horizontal relationships ' development within an interaction and network perspective. Significant research has been carried out on strategic alliances, focusing on motivations, antecedents, formation, and outcomes. However researchers have paid far less attention to the developmental processes of these business relationships. To tackle the research objective two complementary conceptual frameworks are considered, one, addressing the interaction and, another, the relationship development. This research, mainly supported by the industrial marketing and purchasing approach, focuses on: the interaction between competitors, the intercompetitor relationship development and the network effect of such business relationships. It is considered a multiple case study strategy within the Portuguese pharmaceutical industry. Eleven Portuguese pharmaceutical companies with production facilities in-country were identified and all participated in the present research. Nine case studies were purposefully selected, considering the access to both sides of the intercompetitor relationship and the intensive and rich information within. Data was collected mainly through in-depth inteniiews and complemented by observation and secondary data. The qualitative data·· was examined adopting the analytical process of compiling, disassembling, reassembling, interpreting and concluding. Intercompetitor interaction can be characterized along four linked dimensions: context, nature, interaction processes and outcomes. The role of the relationship shared context, coopetition degree (at the company and department levels), informat.ion exchange, coordination processes and bond development is strongly related with the·interaction and the development of the horizontal relationship. The intercompetitor relationship development may comprise five main phases: co-existence, formation, development, dormant and dissolution. The presence of a catalyst (e.g. government body) triggering the intercompetitor relationship development is denoted. The development of relationships between competitors affects the companies' negotiation power, the internationalization processes and the public-private relationships development.
Descrição
Doutoramento em Gestão
Palavras-chave
Abordagem de Interação e Redes Relacionamentos entre concorrentes e público-privados Casos de estudo Parcerias multi-organizacionais Alianças estrategicas Interaction and network approach Intercompetitor and public-private relationships Case Studies Multiplayer partnerships Strategic alliances
Contexto Educativo
Citação
Santos, José Manuel Novais de Magalhães (2016). "An interaction and network perspective of horizontal relationships in the portuguese pharmaceutical industry". Tese de Doutoramento, Universidade de Lisboa. Instituto Superior de Economia e Gestão.
Editora
Instituto Superior de Economia e Gestão