Evaluación del grado de internacionalización (DOI) y la relación de desempeño en el contexto de la contratación entre gobiernos (G2G) en Perú

Abstract

Government to Government (G2G) contracting is a low-risk way to acquire goods and services from foreign companies. This unique approach drastically reduces the purchasing country’s efforts to navigate throughout complex foreign procurement policies and regulatory issues to acquire essential solutions for either national security or purposes related to emergency response such as consulting for infrastructure projects. The main objective is to determine and measure the level of internationalization companies could acquire when participating in G2G projects. This paper analysis the relationship of the degree of internationalization (DOI), as measured by Foreign Sales over Total Sales (FATA), Foreign Assets over Total Assets (FSTS) and Foreign Affiliates over Total Assets (FATA2); and the performance relationship, as determined by the Return on Assets (ROA) through the coefficient of determination for regression for three British consultancies participating in a G2G contracting between the Peruvian government and the Government of the UK. Results indicate that despite the low degree of predictability evidenced in the coefficient analysis, a higher DOI within a G2G contract is associated with a fruitful internationalization strategy in the short term. Furthermore, there is evidence that regardless of the degree of participation in the G2G contract, during the execution period all participating companies have carried out self-promotion campaigns and promoted capital even beyond the borders of the destination country. It is concluded that participation in G2G contracts represents a unique business opportunity to implement strategic immersion not only in the target market but also at the regional level.