Off-campus UMass Amherst users: To download campus access dissertations, please use the following link to log into our proxy server with your UMass Amherst user name and password.

Non-UMass Amherst users: Please talk to your librarian about requesting this dissertation through interlibrary loan.

Dissertations that have an embargo placed on them will not be available to anyone until the embargo expires.

Author ORCID Identifier



Open Access Dissertation

Document Type


Degree Name

Doctor of Philosophy (PhD)

Degree Program


Year Degree Awarded


Month Degree Awarded


First Advisor

Marta B. Calas

Subject Categories

International Business


The early 21st century has witnessed the beginnings of change in the dominant patterns of global trade. For instance, the nations known as the BRICS (Brazil, Russia, India, China, and South Africa) have intensified the coordination of their economic, political and social agendas, including increased trade among their own firms. To date, however, scholarship in organization studies has yet to examine the theoretical and empirical implications for international management of these integrative processes. Intending to close some of this gap, the dissertation explores the formation of new transnational business relationships between firms of two BRICS members, Brazil and China. Building on institutional theorizing, in particular the Varieties of Capitalism literature, I focus first on the organizational implications of growing Chinese commercial presence in Brazil taking into consideration the historical development of organizing practices in each country. I examine the emergence of organizational practices used to manage new Sino-Brazilian relationships using a narrative approach to data collected through interviews with industry participants, company visits, and fieldwork at trade events. Through critical discourse analysis, I also examine sensemaking processes about these activities by a variety of social actors in Brazil. The analyses paint a dynamic landscape in which new proto-institutions might be emerging as organizational activities between both countries progress. Nonetheless, generalized images of new partnerships between China and Brazil, and their impact on Brazil’s economy, are still subject to considerable debate, which might restrain their legitimization. Focusing both on micro practices for establishing transnational organizational collaborations and the macro contexts in which these take place, the dissertation contributes to international management scholarship by expanding understanding of ways collaborations may lead toward the adaptation of extant forms of governance while maintaining allegiance to historical institutional patterns. This focus may also serve as a stepping-stone in understanding the potential integration/disintegration of novel trade “blocs” which depart from traditional geographical and historical relationships. Finally, given the lack of organizational research on Latin America relative to its importance in the world economy, this project also furthers understanding of transnational organizing in the region as its firms adapt to growing global competition.