Network formation and internationalization process of the brazilian wine sector: a case-study in the Wines of Brazil

Abstract

This study aims to analyze the forming process of inter-organizational network for internationalization of an industry. Therefore, it has developed a case study of the “Integrated Sector Project Wines of Brasil”, seeking to analyze the process of articulation and performance of the actors in this project. The data were collected through observation, documents and interviews with persons involved in the process of creating and managing of the network. The theoretical propostion is that the relationships that exist in inter-organizational network provide effective solutions to the process of internationalization, especially for small and medium-sized businesses with limited strategic resources. “Wines of Brasil” has been develop the image of wine in the world market, the main challenge for the internationalization of the industry. Network also enables the exchange of information between the actors and access to knowledge about the internationalization process and foreign markets. It was noted that the internationalization also has a positive reflection on the domestic market, because the Brazilian consumer has linked this process to increase the quality of domestic product.