Network use in internationalization processes: a longitudinal study on the software industry

This study, from a longitudinal perspective and through dense description, seeks to obtain an understanding of how Brazilian software firms access and use international partner networks over time in their internationalization processes. Four dyad relationships were analyzed of Brazilian software firms and international firms operating in various countries. Data collection considered both primary and secondary sources, allowing for triangulation. The use of interviews with more than one firm director over several years led to further triangulation. Data analysis followed the recommended protocol for case studies: description, theoretical coding, and identification of patterns and contrasts, including comparison between theory and cases. A description of the identified categorization process is completed. A longitudinal analysis of the relationships studied shows a sequence of steps that characterize their evolution. Two network relationship evolution processes were identified: between smaller firms with multinationals and between similar firms. The study provides important contributions to the understanding of how to initiate and develop international social networks over time, in particular, with regards to the role of personal relationships.