Denise Rossato Quatrin

A matter of survival: proposition of a framework to expand the quantity of partners in inter-organisational networks

Inter-organisational networks represent a strategy for companies to become more competitive. The literature addresses the importance of increasing the number of partners to reach such goals, and empirically, it is noted that organisations encounter difficulty in this regard. Given this panorama, this study aimed to propose a framework to expand the number of partners in inter-organisational networks. To reach this objective, literature on other inter-organisational relationships supported the construction of a questionnaire and script for interviews. One hundred twenty managers of inter-organisational networks answered the questionnaires, and 16 managers were interviewed. These data were assessed using univariate and interpretative analyses, enabling the complementation of data. The resulting framework consists of 11 steps. This study contributes theoretically to filling a research gap and, in practical terms, serves as a guide for inter-organisational networks seeking to increase their number of partners.

A FORMAÇÃO, O DESENVOLVIMENTO E O FORTALECIMENTO DE REDES DE COOPERAÇÃO

A formacao e o desenvolvimento de redes interorganizacionais tem sido utilizada como forma de atuacao de varias empresas no mercado. No entanto, muitas redes nao conseguem se fortalecer e desenvolver vantagens competitivas aos seus participantes, e acabam encerrando suas atividades. Diante disso, o presente trabalho tem como objetivo verificar quais os aspectos que sao fundamentais na formacao de redes e refletem no desenvolvimento e fortalecimento desses arranjos cooperativos. Para consecucao do objetivo proposto foram estudadas sete redes de empresas de distintas regioes do estado do Rio Grande do Sul. Atraves de entrevistas com os presidentes destas redes foram coletados os dados e os mesmos foram analisados pela tecnica da analise de conteudo. Os resultados evidenciam alguns fatores fundamentais para formacao, o desenvolvimento e fortalecimento de redes, dentre eles a definicao de criterios para selecao dos integrantes, a confianca, o comprometimento e o coletivismo.

The operationalization of member expansion in an interorganizational network case

The interorganizational networks constantly seek to expand the benefits they provide to members, which leads many of them to seek to expand the number of members. Thus, this study aims to design a plan for expanding the number of members of an inter-organizational network, which guides the selection of partners with features aligned to the network. Held primarily a descriptive, critical to sustain the work. After, a case study was conducted in a cooperative network through the application and analysis of process steps for attracting members, proposed by Philip (2011), adapted from Futrell (2001, pp.252-264), Kotler and Keller (2006, pp. 627 629). The analysis of this process has enabled the achievement of proposed goals, and allows verification of gaps on issues related to the expansion in the context of interorganizational networks.