Abstract

REIS, Rui Lopes dos  and  REIS, Henrique. International contractors and Middle East market. Rev. Portuguesa e Brasileira de Gestão [online]. 2009, vol.8, n.4, pp.54-65. ISSN 1645-4464.

Public works are a relevant activity for economic and social development. The largest companies in this sector operate in several markets, because domestic markets are, usually, too small in order to achieve interesting return levels, which match with the level of investment in assets. Internationalization can use different strategies and different foreign markets approaches. Concerning this theme, Middle East is an interesting market to study. The analysis of largest companies that are working there, considering the well known models of internationalization, allows us to conclude that geographic and cultural proximity are relevant variables supporting the internationalization process decision. Also economic potential and strategic geographic situation are important variables concerning the same set of decisions. Networks creation is also important and, sometimes, the relations between stakeholders of the internationalization process are the most important parameter supporting the market approach, but those relations are often difficult to discover.

Keywords : Internationalization; Public Works; Contractors; Middle East.

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