Capacidades relacionais para criação e captura de valor em ecossistemas de startups

Abstract

Several companies start interorganizational relationships in order to obtain competitive advantages that would not be achieved individually. These advantages can be obtained through processes of creation and capture of value intrinsic to the activities of the alliance, the value being understood as the difference between the benefits and sacrifices observed by the partners during the cooperative activities. However, it is observed that while the processes of value creation have a cooperative nature, those of capture can be described as competitive activities, where companies seek to appropriate the largest possible portion of the value generated in relationships. Therefore, since the division of the value generated in the partnerships may not be symmetrical to all the actors involved, companies must balance these two processes in order to guarantee the effectiveness of their relationships. In this sense, the development of capacities, especially relational ones, favors the identification, internalization, sharing and transformation of resources available in partnerships and raises the possibility of creating and capturing value in interorganizational relationships. In essence, relational capabilities can be understood as a company's willingness and ability to partner and are represented by multidimensional constructs. Relational capacities have been discussed in different contexts, such as emerging markets, new ventures and the internationalization of companies, however, discussions about the role of these capacities in creating and capturing value in open innovation networks, such as startup ecosystems , remain little explored. Therefore, this research evaluated the influence of relational capacities in the processes of creating and capturing value in companies inserted in the Brazilian startup ecosystems. To this end, three articles were developed. In the first article, a review study was undertaken with the published literature on relational skills; in addition to the field mapping and the presentation of scales for measuring the construct, the theoretical evolution of the intellectual basis is presented, which starts from the resource-based view towards the relational view. The second article presents the particularities, challenges and conflicts inherent to the processes of creating and capturing value in the interorganizational context; As a result of the synthesis process, four scenarios are proposed that allow the classification of interorganizational relationships when comparing creation and capture of value. Finally, in the third article of this dissertation, the relationship between relational capacities and the creation and capture of value in companies inserted in the startup ecosystems was identified; relational capabilities influence the creation and capture of value in these ecosystems, however, their dimensions behave differently in each of these processes: while the creation of value is positively influenced by the dimensions of coordination, partner knowledge and internal communication, the Value capture is influenced only by the dimensions of internal communication and relational skills. In view of the above, the results of this dissertation prove the relationship between relational capacities and the creation and capture of value in the context of startup ecosystems.