Transfer of Export Process from Customer to Supplier -The Case of Volvo do Brasil-

Abstract

This thesis explores the issues around the export process transfer from customer to supplier, namely Volvo do Brasil and local suppliers. The purpose has been to generate an understanding of the factors that enable the transfer of the process in a matter where mutual gain can be obtained.

The theoretical framework of the study is based on a behaviouristic view to the process transfer issue. The theoretical discussion focuses on the relational aspects in process transfer. The section is concluded with a model that summarises the factors affecting process transfer in an emerging market context.

The empirical section of the study includes findings where all perspectives of the parties involved are presented. The findings indicate that the relational aspects form a basis to the process transfer and subsequent strategy implementation. However, these factors alone do not grant that the target supplier is able to implement direct exporting.

In conclusion, it has been found that the transfer of the export process requires communication routines and clear role division between the affiliate and headquarters (HQ). Moreover, it has been found that ability depends on the willingness and the capability of the supplier.