ExportaÃÃo de software via internet : um modelo para pequenas empresas brasileiras

AUTOR(ES)
DATA DE PUBLICAÇÃO

2007

RESUMO

Traditionally, Brazilian software companies were focused on the domestic market. Several attempts to enhance national software exports failed, mainly because of the lack of financial capability, weak culture for international businesses and the inexistence of strong distribution channels. On the other hand, the growth of the Internet usage, especially with the advent of broadband connections, created a new opportunity for software exportation. The generalized use of e-commerce enables several new kinds of businesses, including the small software companies. In this context, the objective of this research work is to create a model for Internet-based software exportation that is viable to small Brazilian enterprises. The search focused on the tactics, practices and processes that can be implemented by software companies who want to start selling to external markets. The conceptual background that was identified includes themes such as e-commerce, virtuality (organizations and products) and managerial aspects (experiential marketing, trust and piracy). To create the model, within an exploratory context, a multi-method approach with qualitative and quantitative phases was used. One case-study was conducted to find out the dimensions and practices to build the model. Then a survey was applied to evaluate the model dimensions in a representative sample of companies that export software on-line. Itâs expected that the model, the result of this work, will be valuable guide to help the growth of Brazilian software companies trough online exports

ASSUNTO(S)

comÃrcio eletrÃnico administracao modelo de negÃcio software exportation digital goods exportaÃÃo de software business models produtos virtuais electronic commerce

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