THE STRATEGIC IMPLICATIONS OF ALLIANCES FOR THE INTERNATIONALIZATION OF FIRMS IN EMERGING COUNTRIES: THE CASE OF TOTVS

The aim of this article is to present the results of research which identified opportunities created by the alliances formed by Totvs, a leading Brazilian firm, to further its internationalization. The study adopted a relationship network perspective using relational constructs. The results suggest that alliances generate more opportunities than threats for Totvs's international expansion, with the most important being those entered into franchises with resellers and into agreements with suppliers. This article seeks to contribute to research on the influence of alliances on firms' internationalization using a network theory approach and also provide support for strategic decision-making regarding alliance management in a global context. [PUBLICATION ABSTRACT]