Negotiations in international procurement management: the case of Bank BIC internationalization project within the CPSC space
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| Format: | Artículo científico |
| Sprache: | en |
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Universidade Federal do Rio Grande do Sul
2022
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| _version_ | 1876482726369951744 |
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| author | José Abel Moma |
| author_facet | José Abel Moma |
| contents | Negotiations in international procurement management: the case of Bank BIC internationalization project within the CPSC space José Abel Moma Relaciones Internacionales CPSC Negotiations Procurement management International relations This research paper identifies the instrumental role of the integrative perspective in international procurement negotiations and evaluates how, in the specific case of BPN’s purchase by BIC, the long-term relationship approach provided the maximization of opportunities in international relations. The research applied a qualitative method that explored the case of BIC internationalization project within the CPSC (Community of Portuguese Speaking Countries) space and resorted to techniques of documentary observation, collected through interviews, official statements and communications. The study demonstrates that BIC strategy gave rise to subsequent negotiations with the same international partner, under conditions of a more cooperative perspective. Findings validate the relevance of an integrative perspective, but suggest that it is instrumental to competitive purposes and demonstrates that the entry into action of business economic actors is not unrelated to a strong involvement of States, through their governments. 2022 artículo científico 2178-8839 https://www.redalyc.org/articulo.oa?id=744181032007 en http://www.redalyc.org/revista.oa?id=7441 Conjuntura Austral application/pdf Universidade Federal do Rio Grande do Sul Conjuntura Austral (Brasil) Num.63 Vol.13 |
| format | Artículo científico |
| id | redalyc_744181032007 |
| institution | Redalyc |
| language | en |
| publishDate | 2022 |
| publisher | Universidade Federal do Rio Grande do Sul |
| spellingShingle | Negotiations in international procurement management: the case of Bank BIC internationalization project within the CPSC space José Abel Moma Relaciones Internacionales CPSC Negotiations Procurement management International relations Negotiations in international procurement management: the case of Bank BIC internationalization project within the CPSC space José Abel Moma Relaciones Internacionales CPSC Negotiations Procurement management International relations This research paper identifies the instrumental role of the integrative perspective in international procurement negotiations and evaluates how, in the specific case of BPN’s purchase by BIC, the long-term relationship approach provided the maximization of opportunities in international relations. The research applied a qualitative method that explored the case of BIC internationalization project within the CPSC (Community of Portuguese Speaking Countries) space and resorted to techniques of documentary observation, collected through interviews, official statements and communications. The study demonstrates that BIC strategy gave rise to subsequent negotiations with the same international partner, under conditions of a more cooperative perspective. Findings validate the relevance of an integrative perspective, but suggest that it is instrumental to competitive purposes and demonstrates that the entry into action of business economic actors is not unrelated to a strong involvement of States, through their governments. 2022 artículo científico 2178-8839 https://www.redalyc.org/articulo.oa?id=744181032007 en http://www.redalyc.org/revista.oa?id=7441 Conjuntura Austral application/pdf Universidade Federal do Rio Grande do Sul Conjuntura Austral (Brasil) Num.63 Vol.13 |
| title | Negotiations in international procurement management: the case of Bank BIC internationalization project within the CPSC space |
| topic | Relaciones Internacionales CPSC Negotiations Procurement management International relations |
| url | https://www.redalyc.org/articulo.oa?id=744181032007 |