Motivating elements of coopetition among organizations: a multicase study in the service sector
The objective of this study is delimited in the search for the understanding of the motivating elements responsible for the formation of coopetition relations between companies. Using the multicases method, two relations of coopetition of the service sector in the south of Brazil are presented: one...
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Max Leandro de Araújo Brito
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oai:periodicos.ufrn.br:article-256072021-07-15T23:02:24Z Motivating elements of coopetition among organizations: a multicase study in the service sector Elementos motivadores de la coopetición entre organizaciones: un estudio multicasa en el sector de servicios Elementos motivadores de coopetição entre organizações: um estudo multicasos no setor de serviços Telocken, Suelen Geíse Santos, Cristiano Silveira Dal-Soto, Fábio Zanatta, Jocias Maier Zaluski, Felipe Cavalheiro Halberstadt, Ismael Alan Competição; Coopetição; Motivações; Benefícios. Competition; Coopetition; Motivation; Benefits. Competencia; Cooperación; Motivaciones; Beneficios. The objective of this study is delimited in the search for the understanding of the motivating elements responsible for the formation of coopetition relations between companies. Using the multicases method, two relations of coopetition of the service sector in the south of Brazil are presented: one located in the printer maintenance niche and the other in the supply of commercial automation software and systems. The results show that in the printer maintenance sector, the coopetitive relationship resulted in the purchase of one company by the other, in a friendly and strategic way for both organizations. In the software and automation sector, the coopetitive relationship between the companies demonstrated that the main fruits of the unions are related to the sharing of the customer portfolio, in the improvement of the services provided and in the strengthening of these companies in the face of possible competitors entering the market. El objetivo de este estudio se delimita en la búsqueda de comprender los elementos motivadores responsables de la formación de relaciones de cooperación entre empresas. Utilizando el método de casos múltiples, se presentan dos relaciones de cooperación en el sector de servicios en el sur de Brasil: una ubicada en el nicho de mantenimiento de impresoras y la otra en el suministro de software y sistemas de automatización comercial. Los resultados muestran que en el sector de mantenimiento de impresoras la relación cooperativa derivaba de la compra de una empresa por la otra, de forma amigable y estratégica para ambas organizaciones. En el sector de software y automatización, la relación competitiva entre las empresas mostró que los principales frutos de las uniones están relacionados con el reparto de la base de clientes, la mejora de los servicios prestados y el fortalecimiento de estas empresas frente a posibles competidores que ingresan al mercado. O objetivo deste estudo delimita-se na busca pela compreensão dos elementos motivadores responsáveis pela formação de relações de coopetição entre empresas. Utilizando do método multicasos, são apresentadas duas relações de coopetição do setor de prestação de serviços do Sul do Brasil: uma situada nicho de manutenção de impressoras e outra no fornecimento de softwares e sistemas de automação comercial. Os resultados apresentam que no setor de manutenção de impressoras a relação coopetitiva derivou na compra de uma empresa pela outra, de forma amigável e estratégica para ambas as organizações. No setor de softwares e automação a relação coopetitiva entre as empresas demonstrou que os principais frutos das uniões estão relacionados ao compartilhamento da carteira de clientes, na melhoria dos serviços prestados e no fortalecimento destas empresas frente a possíveis competidores entrantes no mercado. Max Leandro de Araújo Brito 2021-07-15 info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion application/pdf https://periodicos.ufrn.br/casoseconsultoria/article/view/25607 Revista de Casos e Consultoria; v. 12 n. 1 (2021); e25607 2237-7417 por https://periodicos.ufrn.br/casoseconsultoria/article/view/25607/14438 Copyright (c) 2021 Suelen Geíse Telocken, Cristiano Silveira Santos, Fábio Dal-Soto, Jocias Maier Zanatta, Felipe Cavalheiro Zaluski, Ismael Alan Halberstadt |
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Periódicos UFRN |
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Portal de Pediódicos Eletrônicos da UFRN |
language |
por |
format |
Online |
author |
Telocken, Suelen Geíse Santos, Cristiano Silveira Dal-Soto, Fábio Zanatta, Jocias Maier Zaluski, Felipe Cavalheiro Halberstadt, Ismael Alan |
spellingShingle |
Telocken, Suelen Geíse Santos, Cristiano Silveira Dal-Soto, Fábio Zanatta, Jocias Maier Zaluski, Felipe Cavalheiro Halberstadt, Ismael Alan Motivating elements of coopetition among organizations: a multicase study in the service sector |
author_facet |
Telocken, Suelen Geíse Santos, Cristiano Silveira Dal-Soto, Fábio Zanatta, Jocias Maier Zaluski, Felipe Cavalheiro Halberstadt, Ismael Alan |
author_sort |
Telocken, Suelen Geíse |
title |
Motivating elements of coopetition among organizations: a multicase study in the service sector |
title_short |
Motivating elements of coopetition among organizations: a multicase study in the service sector |
title_full |
Motivating elements of coopetition among organizations: a multicase study in the service sector |
title_fullStr |
Motivating elements of coopetition among organizations: a multicase study in the service sector |
title_full_unstemmed |
Motivating elements of coopetition among organizations: a multicase study in the service sector |
title_sort |
motivating elements of coopetition among organizations: a multicase study in the service sector |
description |
The objective of this study is delimited in the search for the understanding of the motivating elements responsible for the formation of coopetition relations between companies. Using the multicases method, two relations of coopetition of the service sector in the south of Brazil are presented: one located in the printer maintenance niche and the other in the supply of commercial automation software and systems. The results show that in the printer maintenance sector, the coopetitive relationship resulted in the purchase of one company by the other, in a friendly and strategic way for both organizations. In the software and automation sector, the coopetitive relationship between the companies demonstrated that the main fruits of the unions are related to the sharing of the customer portfolio, in the improvement of the services provided and in the strengthening of these companies in the face of possible competitors entering the market. |
publisher |
Max Leandro de Araújo Brito |
publishDate |
2021 |
url |
https://periodicos.ufrn.br/casoseconsultoria/article/view/25607 |
work_keys_str_mv |
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