Estratégia de influência nos grupos JBS e Odebrecht: âmbito de atuação e objetivos estratégicos

Rui Fernando Correia Ferreira; Felipe Fróes Couto; Lívia Almada Neves; Bruno de Almeida Vilela

doi:10.5585/2024.24896

Authors

Rui Fernando Correia Ferreira Federal University of Minas Gerais (UFMG) - Belo Horizonte, Minas Gerais https://orcid.org/0000-0001-8724-4267
Dr. Felipe Fróes Couto State University of Montes Claros (UNIMONTES) - Montes Claros, Minas Gerais https://orcid.org/0000-0002-4928-9920
Dra. Lívia Almada Federal University of Juiz de Fora (UFJF) - Juiz de Fora, Minas Gerais https://orcid.org/0000-0001-9795-8378
Dr. Bruno de Almeida Vilela Federal University of Espírito Santo (UFES) - Vitória, Espírito Santo https://orcid.org/0000-0003-2388-1034

DOI:

https://doi.org/10.5585/2024.24896

Keywords:

influence strategy, non-market strategy, JBS, Odebrecht, lobbying

Abstract

Objective: The objective of this study was to identify and categorize influence strategy objectives pursued by JBS and Odebrecht in order to gain a competitive advantage in their relationship with the State.

Theoretical framework: Beyond the theoretical perspective of the non-market strategy, and based on economic sociology, the concept of influence strategy was used to analyze social, political, and economic relations between the State and corporations.

Method: We employed a ‘structure analysis’ for the identified events, based on over 35 hours of video recordings with 27 executives from the aforementioned companies.

Results: We identified 23 cases of influence strategies, in which private actors used complex actions in Company-State relations in search of gains from sources of competitive advantages.

Conclusion: Three common strategic goals were identified: i) contract winning; ii) regulation/exemption; iii) influence on the public bureaucracy at the municipal, state, and federal levels.

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Author Biographies

Rui Fernando Correia Ferreira, Federal University of Minas Gerais (UFMG) - Belo Horizonte, Minas Gerais

Doutor em Administração, Universidade Federal de Minas Gerais (UFMG), Belo Horizonte, Minas Gerais - Brasil

Dr. Felipe Fróes Couto, State University of Montes Claros (UNIMONTES) - Montes Claros, Minas Gerais

Professor at the State University of Montes Claros - UNIMONTES. Full member of the Graduate Programs in Social Development (PPGDS) and Professional Graduate Program in Economic Development and Business Strategy (PPGDEE). Holds a Master's degree (2015) and a Doctorate degree (2020) in Administration from the Federal University of Minas Gerais. Bachelor's degree in Administration (2010) from Unimontes and in Law (2011) from the University Center FIPMoc

Dra. Lívia Almada, Federal University of Juiz de Fora (UFJF) - Juiz de Fora, Minas Gerais

Associate Professor in the Department of Administration at the School of Business Administration and Accounting of the Federal University of Juiz de Fora - UFJF, specializing in People Management, Organizational Sustainability, and Entrepreneurship. Permanent member of the faculty at the Graduate Program in Administration (PPGA) at FACC/UFJF. Currently, serving as the Vice Coordinator of the Bachelor's degree in Business Administration at FACC/UFJF. Holds a Doctorate and Master's degree in Administration from the Center for Postgraduate Studies in Administration at the Federal University of Minas Gerais - CEPEAD/UFMG

Dr. Bruno de Almeida Vilela, Federal University of Espírito Santo (UFES) - Vitória, Espírito Santo

Professor in the Business Administration program at the Federal University of Espírito Santo, specializing in Operations Management and Logistics. Holds a Ph.D. from the Center for Research and Postgraduate Studies in Administration at the Federal University of Minas Gerais, with a focus on Marketing, Strategy, and Operations. Completed a sandwich Ph.D. at Technische Universität Braunschweig, at the Institut für Controlling & Unternehmensrechnung. Completed a Master's degree at the Center for Research and Postgraduate Studies in Administration at the Federal University of Minas Gerais (2015), with a focus on Marketing, Strategy, and Operations.

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