The Duality Of The Brazilian Jeitinho: An Empirical Investigation And Conceptual Framework

Purpose This paper aims to deepen the understanding of the impact of cultural and national idiosyncrasies on businesses. The authors concentrate on the cultural particularity of the Brazilian jeitinho to assess the ethicality of the concept in buyer-supplier relationships.Design/methodology/approach Semi-structured interviews were conducted with 28 Brazilian professionals working for both national and international companies, allowing for the analysis of the context in which the Brazilian jeitinho is perceived either as positive or negative in terms of ethics.Findings The authors propose five distinct dimensions (harm to third parties, seriousness of the issue, formality of relationships, personal benefit and assessed pertinence of rules and laws) to the assessment of Brazilian jeitinho as creativity, corruption or more nuanced classifications between them and offer a reviewed definition of the practice.Practical implications The results of the study may offer new insights into the Brazilian business environment. Deeper comprehension of the contexts in which jeitinho is used and its different connotations may optimise the relations between foreign and Brazilian companies and between foreign and Brazilian professionals and employees.Originality/value Within the context of intensified international trade, global supply chains and geographically spread operations, an understanding of cultural and national idiosyncrasies may provide managers with a powerful tool to conduct their business more effectively. With the economic emergence of countries such as China, Russia and Brazil, local practices are also gaining increased importance as they seem to have a direct influence on management in these places and beyond.