Os mecanismos de alinhamento de interesses entre desenvolvedoras de software e empresas de serviços de consultoria nas alianças estratégicas contratuais globais
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Tipo
Dissertação
Data de publicação
2013-08-13
Periódico
Citações (Scopus)
Autores
Rocha, Fábio Neves da
Orientador
Bataglia, Walter
Título da Revista
ISSN da Revista
Título de Volume
Membros da banca
Marcondes, Reynaldo Cavalheiro
Zylbersztajn, Decio
Zylbersztajn, Decio
Programa
Administração de Empresas
Resumo
The increasing adoption of enterprise software in Brazil has led domestic market
to a higher level of maturity on the usage and exploitation of such technology, first
among large corporations, and most recently among medium and small companies as
well. It has attracted much attention in the practitioner literature, especially about the
capacity of software houses and consulting firms to cooperate in such a way that makes
them capable for bringing software innovation to the market. In this sense, this research
aimed to identify the mechanisms of alignment of divergent interests among large
global consulting firms and global software houses for the introduction of new
technologies. It was designed as a qualitative, exploratory and descriptive research,
given the gap in the literature on the abovementioned topic, and used the multiple case
studies methodology, bringing two cases chosen by convenience that involve six
different companies, each of them having one consulting firm, one software house and
one customer. The data gathering was based on structured interviews and documents
both publicly accessible and accessed upon authorization, having a categorical thematic
analysis using predefined categories, along with a cross-case analysis. The research has
brought to light 11 mechanisms, both formal and informal, that promote the alignment
between software houses and consulting firms in their adaptation processes. In addition
to the contributions that complement the existing literature, it has found some elements
that contradict it, such as the use of hierarchical escalation, in opposition to mediation or
arbitration; or the diversity of the corporate strategy among partners in a co-innovation
venture, what was meant to have only product leadership kind of constituents. The
research s raw material has just scratched the surface of the complex and dynamic
universe of the abovementioned actors. At the end of the paper, there are some
reflections that cast possibilities for both exploitation of the material in statu quo, or its
expansion in order to broadly understand the strategic alliances relationship among
firms of the enterprise application software segment. The collaborative innovation
mechanisms, for instance, deserve study under the product development strategy pointof-
view, in order to provide practitioners with substance for their R&D planning and
policies. The interdependence between software houses and consulting firms is
presented as a key factor for longevity and stability of alliances, which on one hand
brings a major contribution to the literature in the search for a consistent explanation
xii
about the durable existence of hybrid organization forms in the markets, and on the
other hand gives rise to the need for detailed analysis of the interdependence degree, in
order to support the planning and management of the most appropriate governance
forms in the process of adaptation. Starting from a better understanding of the
mechanisms of interest alignment in contractual strategic alliances in particular on the
relationship between software houses and consulting firms a new research agenda can
be set for the discovery of the alliance relationship dimensions among the firms in the
software industry.
Descrição
Palavras-chave
alianças estratégicas contratuais , mecanismos de alinhamento de interesse , ERP , softwares empresariais , contractual strategic aliances , mechanisms of interest alignment , ERP , enterprise software