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Objective: This teaching case describes the trajectory of the internationalization of WEG, a Brazilian company producer of electric engines. This study proposes to fulfill the following objectives: (a) comprehend the company’s process of internationalization from the perspective of international business theories; (b) analyse why the way taken in the process of internationalization by the business unit WEG Automação occurred in a sequential way to that of WEG Motores; and, (c) reveal if the network of WEG Motores generated positive externalities to the internationalization of WEG Automação. Method: Teaching case, based on real case. The primary and secondary data were used for the development of this teaching case. The primary data was obtained through a semistructured interview with the director of WEG Automação and mangers of the unit, made during late 2016. The interviews were transcripted and used together with the secondary data for the development of this teaching case. The secondary data was obtained using institutional information available at WEG’s website and documents of the company. Besides, the interviewers performed direct observation during visits of a long duration to the company. Relevance/originality: The company’s move of internationalization shows its value inside the context of emerging multinational companies, considering that different units feed themselves with internal and external skills during the process, corroborating aspects of the behavioral approach of the Uppsala Models. Theoretical / Methodological Contributions: The case contributes to apply theorical lens of International Business, as Network and Uppsala Model to explain the movement of internationalization process of a Global firm, specifically to compare the process between two of its units business – WMO and WAU. Social / management contributions: This teaching case application is recommended for graduation or undergraduate courses in Administration, Foreign Trade and International Management, to discuss in subjects such as: Internationalization of Companies, International Business, Internationalization Theories, and Emerging Markets. The use of the case help to improve analytical skills of students, about real situation of an emerging market firm that become a global player. Keywords: Internationalization. Emerging Multinational. Network. Business units of WEG. Teaching Case.

The Dona Flor teaching case portrays the moment in which Pedro Brasil, founder of an erotic product reseller for women through direct sales, was looking for ways to keep his business healthy and growing. One possibility was derived from the fact that consumers did not recognize specific brands ofproducts, since there were no large companies in the erotic products market. The channel structure of the company, however, hindered the exploitation of this opportunity. The case highlights the fragilityof the company’s relationship with suppliers and with catalog distributors. Students should therefore consider the disintermediation of both upstream and downstream links in the value chain and the implications of this decision for the business. Moreover, the case suggests the possibility that Dona Flor itself was in danger of being disintermediated, requiring the evaluation of strategies to mitigate this risk, which include the development of a private label. The goal is to enable students to sketch the path-to-market diagram, and, based on it, provide alternatives for the company, considering the advantages and disadvantages of each proposal. They should also realize the importance of the differential offered by Dona Flor and the limitations it imposes on the exploitation of different distribution channels.