O valor da capacidade de gestão de alianças estratégicas contratuais no setor de biotecnologia farmacêutica, segmento de saúde humana

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Alves, Simone Basile
Bataglia, Walter
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Klement, Claudia Fernanda Franceschi
Binder, Marcelo Pereira
Silva, Adilson Aderito da
Hoffmann, Valmir Emil
Administração de Empresas
The challenge of competing in highly dynamic and complex environments, which involve high technology and knowledge and resources distributed among different agents, encourages organizations to develop strategic alliances contract. Alliances are a way to expand the boundaries and a way to transfer knowledge and to access complementary assets. However, a large number of alliances fail to meet expectations of the partners involved. In this work, there is the question of how the ability to manage strategic alliances contract relates to the performance of alliances. The relevance of the research is to conduct a qualitative study to complement previous theoretical and quantitative studies and seeking to expand the understanding of the relationships between the processes of relational capacity and performance of alliances. To study this question we chose to map the alliances in the sector of pharmaceutical biotechnology, in human health segment. Noteworthy is the fact that the Brazilian government has chosen this sector as a central tenet of its industrial policy through several incentive programs. This sector is highly complex and dependent on multidisciplinary knowledge, and is characterized by the distribution of knowledge and resources needed by the agents, with a large number of alliances involving activities such as research, development, innovation, clinical testing, marketing, which are crucial to the good performance and competitive advantage. For the study we opted for the methodology of multiple case studies. We studied three biotechnology organizations, and one alliance from each organization. We interviewed managers of rank 1 and 2 (directors and managing partners), one manager for each alliance. Data were analyzed through categorical thematic analysis, with categories defined a priori from the literature on the subject. The main categories and cases have been crossed. It was concluded that the business model through alliances is very present in biotechnology sector, and the ability to manage alliances have a value for organizations, as it contributes to the performance of alliances. Another highlight is the importance of the relationship of cooperation and trust between partners, for the good performance of alliances.
alianças estratégicas contratuais , gestão de alianças , capacidade relacional , desempenho , valor , capacidades dinâmicas , capacidade e rotina organizacional , contractual strategic alliances , alliance management , relational capacity , performance , value , dynamic capabilities , capacity and organizational routine