Le sujet de la gestion du risque m’a toujours interpelée, surtout après que j’ai vécu deux ouragans et un tremblement de terre dévastateurs au Salvador. Bien qu’on ait assez écrit sur le sujet en le reliant souvent aux changements climatiques, on ne sait pas comment les organisations gouvernementales et civiles vivent cette gestion du risque au quotidien. À partir d’une étude ethnographique de la Commission de la protection civile de la Mairie de Tecoluca au Salvador, j’observais les processus qui se mettent en place dans la recherche et l’analyse des facteurs structuraux causant les situations de vulnérabilité. Pour ce faire, j’adoptais une approche basée sur l’étude des interactions, mobilisant les théories de la cognition distribuée et de l’acteur réseau. Comme je le montre, la gestion du risque, vue comme un processus participatif, se caractérise, d’une part, par la coopération et la coordination entre les personnes et, d’autre part, par la contribution d’outils, de technologies, de documents et de méthodes contribuant à la détection de risques. Ceci exige la mobilisation de connaissances qui doivent être produites, partagées et distribuées entre les membres d’un groupe à travers les divers artéfacts, outils, méthodes et technologies qu’ils mobilisent et qui les mobilisent. À ce sujet, la théorie de la cognition distribuée permet d’explorer des interactions qui se produisent au sein d’un groupe de travail en se focalisant sur ce qui contribue à l’acte de connaitre, conçu comme une activité non pas seulement individuelle, mais surtout collective et distribuée. Par ailleurs, la théorie de l’acteur-réseau me permet, quant à elle, de montrer comment dans l’exécution de cette tâche (la gestion du risque), la contribution active d’acteurs non humains, tant en soi qu’en relations avec les acteurs humains, participe de l’activité de détection et de prévention du risque. / The subject of risk management has always interested me, especially after I lived through two hurricanes and a devastating earthquake in El Salvador. Although there is a lot of literature on this subject, often linked to the question of climate change, we do not know how governmental and civil organizations deal with risk management on a daily basis. Based on an ethnographic study of the Civil Protection Commission of the mayoralty of Tecoluca, El Salvador, I observed processes that are taking place in the research and analysis of structural factors causing situations of vulnerability. To do this, I adopted an approach based on the study of interactions, involving the theory of distributed cognition and actor-network theory. As I show, the risk management seen as a participatory process is characterized, on one side, by the cooperation and coordination of individuals and, on the other side, by the contribution of tools, technologies, materials and methods that contribute to the detection of risk. This requires the mobilization of knowledge that must be produced, shared and distributed among the members of a group through the various artefacts, tools, methods and technologies that they mobilize and that mobilize them. In this regard, the theory of distributed cognition allows me to explore the interactions that occur within a working group by focusing on what contributes to the act of knowing, an activity is not just individual but also collective and distributed. Moreover, the actor-network theory allows me to show how in the execution of this task (risk management), the active contribution of non-human actors, both by themselves and in relation to human actors, participates in activities of detection and risk prevention.

The evaluation of creative participatory community projects remains a controversial issue in politics, policy and the arts, its focus sharpened by the reality or rhetoric of austerity. Despite the recent plethora of policy documents and reviews there is little consensus about how projects should be evaluated or what constitutes good evidence about the impact on individual and collective wellbeing of ‘being creative’. This research set out to develop and trial feasible and effective evaluations for small to medium sized projects in the West Midlands of the UK based on field research into how impact is produced. Through mainly qualitative research in diverse contexts it was able to identify a range of conditions in projects reflecting the interrelationship of creativity and participation in which positive impact could be maximised. The research sought to theorise the impact of these conditions using elements of Actor Network Theory and Freire’s concept of praxis, concluding that impact is likely to be incremental, partial and non-linear. Central to this theorisation was the synthesis of evidence about the impact of creativity and embodied making on thinking, affect and a sense of agency, with ideas about how people change, producing a new evidence-based theory of change. In a practice-led approach, new creative methods were trialled in which data produced by participants had aesthetic as well as communicative value and the evaluation process itself contributed to positive impact. While it was possible to evaluate aspects of this impact through episodic interventions, field trials showed that it was more effective to develop a systemic evaluation strategy. Such a strategy needed to be participatory and integrated into project planning, in order to respond to the stochastic systems creativity inevitably provokes. This proved to offer two advantages: the potential to engage many stakeholders, not just as respondents but also as agents actively defining and measuring evaluation outcomes; and the potential for reflection about impact as process rather than outcome. These findings were then implemented in a number of projects, including trials of the Arts Council UK’s developmental Children and Young People’s Quality Principles. The method has been identified as ‘improving the conversation’ amongst partners, stakeholders and artists who can re-position themselves as active agents of evaluation rather than mere respondents, using the tropes, practices and materials of their own professional practices.

Hybridity, as it is currently understood in the Peace and Conflict Studies (PCS) and International Relations (IR) literature, is defined by the complex interactions between ‘the liberal peace' and ‘the local'. However, under this theoretical liberal-local rubric, the ways in which power is practiced has already been determined; how resistance is expressed and the forms it assumes have already been established. While it has yielded numerous important insights into how power circulates and resistance manifests in peacebuilding operations, the theoretical approach conceals other significant dynamics which escape detection by ‘the liberal peace' and ‘the local'. However, these undetected dimensions of hybridity comprise the very processes that emerge in ways which destabilise the boundaries between ‘the liberal peace' and ‘the local' and reshape the contours of the emerging post-liberal peace. Instead of accepting the liberal-local distinction which defines this theoretical hybridity, this thesis advances an alternative methodological approach to exploring the tensions at play in peacebuilding projects. Rather than deploying theoretical distinctions in order to explain or understand complex hybrid processes, this thesis develops a methodological strategy for exploring the tensions between how actors design a peacebuilding project and how that project changes as actors work to translate that project into complex, everyday living sites (Callon, 1986; Law, 1997; Akrich, 1992). This tension is expressed as practical hybridity. The process of practical hybridity unfolds as the concrete material changes, modifications, and adaptations that emerge as actors appropriate and contingently translate organised practices in new ways and for different purposes. Through an ongoing process of practical hybridity, the boundaries and distinction which define the distinction between ‘the liberal peace' and ‘the local' become increasingly unstable. Amidst this instability, the practices which characterised ‘the liberal peace' are becoming stretched into a post-liberal peace. Drawing on the work of Richmond (2011a; Richmond & Mitchell, 2012), Latour (1987b; 1988; 2004), and Schatzki (2002), and based on over five months of field research, this this thesis traces the process of practical hybridity at play during the implementation and evaluation of a peacebuilding project in Liberia. I participated as a research assistant on a Randomised Control Trial (RCT), implemented by a small research team under the auspices of the Oxford University's Centre for the Study of African Economies (CSAE). The team was assessing the impact of a legal empowerment programme managed by The Carter Center: the Community Justice Advisor (CJA) programme. As the CSAE's evaluation of the CJA programme unfolded, many dynamics associated with theoretical liberal-local hybridity surfaced; however, it also became apparent that this theoretical formulation obscured important dimensions which were reshaping what peacebuilding practice is in the process of becoming in the emerging post-liberal world.

Le thème de notre recherche porte sur l'oral 3 de l'épreuve d'agrégation externe d'éducation physique et sportive, à travers laquelle nous avons étudié le statut et la place de la vidéo dans la formation des agrégés. Nous avons choisi d'utiliser le cadre de la sociologie des sciences et techniques développée par Madeleine Akrich, Bruno Latour et Michel Callon (1992), afin de répondre à notre question de départ. Une des hypothèses principales est qu'il y aurait une chaîne de traduction constituée par un réseau permettant d'engager un changement dans la façon d'utiliser l'outil vidéo en fonction des compétences attendues pour enseigner l'EPS. Ce changement serait initié par un traducteur. Afin de reconstituer le réseau existant permettant de réaliser la traduction, c'est-à-dire la conduite du changement, nous avons réalisé des entretiens auprès des membres de jury de l'oral 3, du président de jury de l'agrégation en poste entre 2003 et 2006, d'un inspecteur général en éducation physique et sportive, des directeurs de l'ENS Cachan section EPS, des agrégatifs en EPS de l'ENS Cachan, ainsi que des enseignants formateurs à cette épreuve. Ces entretiens ont été complétés par la passation d'un questionnaire sur place à Fontainebleau, entre 2004 et 2007 afin de comprendre comment ces futurs agrégés utilisent la vidéo et la place qu'ils lui accordent durant cette épreuve. Ainsi l'analyse de ces données permet d'exposer les différentes étapes pour comprendre comment s'élabore la traduction. / Our research deals with one of the oral examinations of the Physical Education "agrégation externe" studying the status and importance of video in the trainee teachers's training. We have chosen to use the Science and Technology studies framework developed by Madeleine Akrich, Bruno Latour and Michel Callon (1992) in order to answer our initial question. One of the main hypothesis being the fact that there would be translation links constitutes by a network which enables to start a change in the way of using the video tool according to the skills which are expected in the teaching of Physical Education. This change would be initiated by a translator. In order to piece together the way the translation is being carried out by the translation, that is to say to chieve to change, we interviewed the Oral 3 jury, the president of the jury from 2003 to 2006, a chief Education Officer in Physical Education, headmasters and students of the Cachan Ecole Normale Supérieure in Physical education. These people were interviewed in Fontainebleau from 2004 to 2007 thanks to a questionnaire in order to know how the students used the video and how important the video was to them during this roal examination. Therefore, the analysis of these data enable us to present the different steps leading to a better understanding of how the translation is achieved.

I det här kandidatarbetet har jag valt att undersöka hur man kan förnya erfarna bilisters körkunskaper som har kört bil i 30-40 år genom en anpassad E-learning applikation. Mitt mål är att förnya erfarna bilisters körkunskaper, så de får lära sig uppdaterade regler, vägmärken och körsätt. Detta för att förbättra trafikmiljön. För att kunna undersöka problemområdet skapade jag en lärplattform tillsammans med erfarna bilister där jag använder mig av körkortsregler, vägmärken, filmklipp och frågesport för att testa deras kunskaper. Genom att lysa upp dem viktiga aspekterna i de nya reglerna och körsättet samt få erfarna bilister att testa sina kunskaper på ett roande sätt via körkorts frågesporten får man användarna att förnya sina kunskaper  via deras nyfikenhet till ny information som har hänt 30-40 år senare efter dem tagit körkort. / In this bachelor thesis I have chosen to investigate how you can renew experienced drivers driving skills that have been driving for 30-40 years through a customized e-learning application. My goal is to renew the drivers driving skills as they learn the new rules , road signs and driving style to improve the traffic environment . In order to investigate the problem area , I created a learning platform with experienced drivers, where I use driving rules , road signs , movie clips and quizzes to test their knowledge. By highlighting the important aspects of the new rules and driving style, as well as getting experienced drivers to test their skills in a entertaining way, through driving license quizzes,   users will be able to renew their skills through their curiosity to new information that happened after 30-40 years  later they have taken a driving license.

Studien utgår från aktör- nätverksteori (actor-network theory, ANT) och baseras på litteraturstudier och intervjuer med rektorer och förstelärare. I studien beskrivs nätverken som uppstår runt försteläraruppdraget, vilka krafter som påförs och deras interaktion.  I studien har efterfrågats rektorers och förstelärares beskrivning av försteläraruppdraget och hanteringen av det som ett led i identifikationen av aktörer som påverkar det komplexa uppdraget. Aktörer är mänsklig eller icke-mänsklig, konkret eller abstrakt och påverkas av eller påverkar andra aktörer i det nätverk som avses. ”An actor is what is made to act by many others” (Latour, 2005, s. 46). Försteläraruppdraget karaktäriseras av ett samspel och interaktion mellan ett flertal fysiska, tekniska och sociala aktörer där inga symmetriska relationer råder eftersom en aktörs karaktär inte är given på förhand, erhåller den karaktären i det sammanhang den både uppträder i och bidrar till att forma eller omforma. Varje aktör blir ett resultat av sina relationer och det sammanhang den blir en del av, och något som inte påverkar ett sammanhang för någon annan aktör kan inte heller ses som en (Latour, 2005).   Min förhoppning är att denna studie ska bidra till en ökad förståelse för den komplexitet försteläraruppdraget innebär för både rektorer, förstelärare, blivande förstelärare och lärarkollegor. Det är ett omdiskuterat och mångfacetterat uppdrag som syftar till påverka elevers kunskapsinhämtning och förändra lärarprofessionens rykte och förbättra den framtida rekryteringen. / To be a first teacher or have a first teacher assignment, what is the difference? This thesis is based on data from interviews with Swedish first teachers and principals, and is investigating the asymmetric, constantly moving and reforming network of the first teacher reform. Connections, transformations and translations are being made, causing the network to reform.  By using an actor-network theory (ANT) the thesis presents traces of the first teacher reform and illuminates different actors and their connection in order to follow the actor, based on concepts from Latour and Law. This repertoire has enabled the work with capturing the ongoing processes between different actors within the network.    The study concludes that even though teachers would like the assignment to be more ruled and regulated, most of them benefit for their own personal development as well as for the pupils development.

L'objet de cette thèse est d'analyser l'émergence d'un objet technique, un portail numérique de produits de formation, en identifiant tous les actants qu'un tel projet a mobilisés et en tentant de saisir la logique de leurs interactions pour en dégager les différentes configurations sociotechniques qui se succèdent, les lois ou les régularités qui les rendent représentatives d'un processus d'innovation technique. À partir d'une enquête de terrain fortement inspirée d'une démarche ethnographique, cette recherche dresse l'inventaire de douze portails numériques qui se sont succédés entre 1998 et 2008 dans les Universités de Grenoble et décrit dans le même mouvement les acteurs, leurs positions (convergentes ou contradictoires), les différents points de vue en présence et les enjeux politiques, techniques, économiques, etc.Empruntant le concept d'objet-frontière pour englober cet ensemble d'environnements numériques successifs et communs à un territoire universitaire, l'étude donne une importance aux objets dans l'action et offre une méthode de compréhension des points d'association et de rupture entre les différents actants mobilisés. L'objectif est de modéliser les interactions qui s'établissent à chaque nouveau « prototype » de portail et qui traduisent des chaînes d'associations (techniques, économiques, politiques et d'utilisation) faisant apparaître différents réseaux.En référence à la théorie de l'acteur-réseau, l'analyse des processus de fabrication des portails consiste à identifier les mécanismes à l'œuvre dans les mouvements générateurs de ces réseaux. Cette sociologie conduit à porter un regard particulier sur le portail, considéré comme la résultante d'une combinaison d'associations entre des actants humains et non-humains. Le portail est alors une mise en forme des relations d'entités hétérogènes sociales et techniques. Pour comprendre ces mécanismes de construction, d'ajustement ou de stabilisation des liens entre les entités du réseau, la démarche consiste, dans un premier temps, en partant de l'historique des douze portails, à transposer l'ensemble des données observées dans un espace topographique (schémas, tableaux) et d'y faire figurer les relations qui se nouent entre les différents actants par la médiation de l'objet technique.Cette mise en scène des douze réseaux, à partir de l'objet technique en tant que point de repère des transformations successives de l'objet-frontière, permet dans un second temps de réaliser une analyse de la structure des réseaux, c'est-à-dire de l'ensemble des données et des agencements entre ces données qui structurent un espace. L'analyse consiste alors à interpréter la structure obtenue pour rendre compte des agencements particuliers. Pour chacun des douze portails, cette recherche met en lumière des structures particulières de réseaux et des propriétés spécifiques de constitution, de déformation et de disparition auxquelles sont soumis ces collectifs hybrides. Le rapprochement itératif et méthodique entre ces structures permet de les classer en trois ensembles distincts : les réseaux autocentrés, les réseaux coopératifs et les réseaux ouverts. Ces derniers révèlent des propriétés spécifiques, notamment : - que la compétition symbolique ou économique est une force structurante du réseau ; – que l'objet technique est un composant dont la plasticité dépend davantage de la structure du réseau que de ses caractéristiques techniques ; – que le potentiel d'action d'une entité (c'est-à-dire sa capacité à créer de la différence au sein du réseau) est lié à sa capacité à établir des associations. L'ensemble de ces propriétés traduit des processus d'innovation qui amènent à questionner le modèle de l'innovation de P. Flichy quant à la distinction des deux cadres dans l'objet-frontière et le modèle de la traduction quant à son principe de symétrie. / The purpose of this thesis is to analyze the emergence of a technical object - a digital portal for training products - by identifying all actors that such a project has mobilized and trying to grasp the logic of their interactions to define the various socio-technical configurations laws or regularities that make them representative of a technical innovation process. From a field survey strongly inspired by an ethnographic approach, this research provides an inventory of twelve digital portals that succeeded between 1998 and 2008 at the Universities of Grenoble while describing actors and their positions (converging or contradictory), the different point of view, and the political, technical and economic stakes.Borrowing from the boundary object concept to include this set of successive digital environments common to a university territory study gives importance to objects in action and provides a method of understanding of the association and breaking points between mobilized actors. The objective is to model the interactions established for each new "prototype" portal, which represent chains of associations (technical, economic, political and usage) thus revealing different networks.With reference to the theory of the actor-network, this analysis of the design process of portals aims to identify the mechanisms at work in generating these networks. This sociology implies taking a particular look at the portal, considered as the result of a combination of associations between human and non-human actors. The portal is there by shaped by the heterogeneous social and technical relationships of the actors who designed it.To understand these mechanisms of construction, adjustment or stabilization of the links between network entities, the approach starts with an historical overview of the twelve portals in order to transpose all of the observed data into a topographical space (diagrams, tables) and to include the relationships established between actants through the mediation of the technical object.This presentation of the twelve networks, which considers the technical object as a landmark of successive transformations of the boundary object, then makes it possible to perform an analysis of the network structure, that is say of the set of data and and how the relationships between this data structure a space. The analysis then consists in interpreting the resulting structure to account for special relationships. For each of the twelve portals, this research highlights specific network structures and specific properties of the constitution, deformation and loss that these hybrid collectives are subject to. The iterative and systematic connection between these structures can be classified into three distinct groups: self-centered networks, collaborative networks and open networks. These groups reveal specific properties, including: - symbolic or economic competition is a structuring force of the network; - the technical object is a component whose plasticity depends more on the structure of the network than on its technical characteristics; - the action potential of an entity (that is to say its ability to create difference within the network) is related to its ability to establish associations.All of these innovation processes lead us to question the P. Flichy model of innovation regarding the distinction of the two boundary object frameworks and in the model of the actor-network in its principle of symmetry.

Karolinska Institutet (KI) är en kunskapsintensiv organisation som bedriver världsledande medicinsk forskning. Här blir frågor kring ägande och makt centrala då produktion av vetenskap är en bransch där det finns mycket prestige och ekonomiskt kapital att vinna. Utifrån läsning av kandidatuppsatser som gjorts på KI bildades ett intresse för att lyfta betydelsen av maktens påverkan på det vetenskapliga arbetet. Syftet med studien har varit att utöka förståelsen för hur makt manifesteras inom och mellan forskargrupper på KI. Detta har gjorts genom en kortvarig etnografisk studie under en veckas tid, då vi följt en forskargrupp i deras dagliga arbete. För att kunna styrka våra observationer har även material från tidigare studier gjorda inom samma fält, tillgodogjorts i samråd med handledaren. Forskningsfrågorna som studien utgått från är hur manifesteras makt inom och mellan forskargrupper samt vilken roll spelar kapital som valuta och medlare vid manifestation av makt. För att besvara våra forskningsfrågor har vi tillämpat Bruno Latours Actor-Network Theory (ANT) samt Pierre Bourdieus koncept kring olika kapitalformer. Genom vår observation kunde vi se hur teorierna kunde sammanföras för att förklara hur makt manifesteras och vilka aktörer som kom att spela stor roll i detta avseende. Resultatet av studien visar på att hur makt manifesteras mellan människor, till stor del formas av de så kallade icke-mänskliga aktörerna som finns inom det specifika fältet som studeras. Dessa aktörer menar vi främst är byggnadens utformning, den vetenskapliga och tekniska utrustningen, hyror och publikationer. Avslutningsvis har vi kunnat se att makt manifesteras genom att analysera den cykliska återinvesteringen av kapital.

Ce travail de thèse vise tout d'abord à comprendre comment se construisent les dispositifs de Gestion des Ressources Humaines (GRH) inter-organisationnelle. Il cherche, ensuite, à en évaluer la portée effective. Pour ce faire, deux dispositifs innovants sont étudiés à la lumière de la Théorie de I' Acteur-Réseau (Collon, 1986 ; Akrich et al., 2006 ; Latour, 2006). Le premier, Alliance, rassemble des grandes entreprises du bassin d'emploi lyonnais. Il a pour but de développer la mobilité inter-entreprises de ses salariés. Le second est un programme de GPEC collective mis en place par la grappe d'entreprises stéphanoise Mécaloire, au profit de ses PME membres. Nos résultats tendent à confirmer la tendance, déjà observée, de territorialisation de la GRH. Le territoire est alors vu comme un intermédiaire capable d'agréger des acteurs aux motivations diverses, et de fluidifier leurs échanges. La place des relations interpersonnelles, du temps et du droit à l'erreur apparaît comme centrale dans le processus d'émergence des dispositifs de GRH inter-organisationnelle. Dix rôles clefs d'acteurs, présents dans ce processus, sont révélés. L'importance des acteurs non­humains est soulignée. Les résultats effectifs des dispositifs sont enfin comparés aux ambitions d'origine affichées. Un constat d'échec est dressé. Il apparaît que les bénéficiaires des dispositifs ne sont pas les salariés initialement ciblés. Plusieurs explications sont avancées. Nos résultats contribuent ainsi, modestement, à l'enrichissement du champ de recherche propre à la GRH inter-organisationnelle (ou GRH Territoriale). Ils permettent également de questionner la pertinence du cadre théorique de l'acteur-réseau et d'en proposer des pistes d'enrichissement. Ils permettent enfin, d'un point de vue opérationnel, d'identifier les facteurs clefs de succès et freins potentiels à la mise en place de dispositifs de GRH inter-organisationnelle. / This PhD's aim is to understand how inter-organizational HRM devices are developed and to provide an evaluation of their actual results. To this point, two innovative devices are studied in the light of the Actor-Network Theory (Collon, 1986; Akrich et al., 2006; Latour, 2006). The first one, Alliance, brings together major companies of the Lyon area, aiming to develop inter-firm mobility of employees. The second is a collective GPEC program (strategic workforce planning) set up by the Mécaloire cluster for the benefit of its members: SMEs from the Saint-Etienne area. Our results tend to confirm the trend of HRM territorialisation, where the territory appears as an intermediary in uniting actors with different motivations, and facilitating their exchanges. It also highlights that allowing interpersonal relationships, time, and trial and error are all crucial in the emergence process of inter-organizational HRM devices. Ten key roles in this process are revealed. The importance of non-human actors is emphasized. As the device's efficiency is compared with the original ambitions, it appears that beneficiaries are not those who were initially targeted. Several explanations are stated. Our results thus contribute, modestly, to the enrichment of the inter-organizational HRM (or Territorial HRM), question the relevance of the actor-network theory framework and provide enrichment tracks. From an operational point of view, key factors of success and potential obstacles to the development of inter-organizational HRM devices are updated.

Submitted by JOSIANE SANTOS DE OLIVEIRA (josianeso) on 2017-06-26T14:17:21Z No. of bitstreams: 1 Melissa Merino Lesnovski_.pdf: 6981013 bytes, checksum: 5a4fdef4e856d56ef0f8a2d47fa6bf60 (MD5) / Made available in DSpace on 2017-06-26T14:17:21Z (GMT). No. of bitstreams: 1 Melissa Merino Lesnovski_.pdf: 6981013 bytes, checksum: 5a4fdef4e856d56ef0f8a2d47fa6bf60 (MD5) Previous issue date: 2017-03-16 / Nenhuma / Esta investigação abordou o papel da proposta comercial de serviços de design dentro do contexto de subdeterminação do problema de design, analisando-a como um possível boundary object que media e articula os interesses e relações de atores dentro e fora da organização de design, tanto na etapa comercial quanto ao longo do projeto. O percurso metodológico compreendeu a elaboração de um modelo analítico da jornada da proposta comercial ao longo do projeto, a partir de entrevistas com especialistas, seguido por três estudos de casos onde tal modelo foi aplicado criticamente na análise dos processos, traduções e artefatos de cada situação. Com base nos resultados obtidos, discutiu-se os boundary objects como promotores de abertura e fechamento de perspectivas, as relações da proposta comercial com a cartografia e dispositivos de agência, a controvérsia e a pontualização como o inesperado em relatos e, por fim, o problema de design em um crescente de complexidade. Tais reflexões deram margem para enquadrar a venda de serviços de design por uma perspectiva de acoplamento à complexidade residente na organização, realizada através de um coletivo de boundary objects influenciado pela visão de um agente-cartógrafo comercial. / The present investigation approaches the role of the design services business proposal inside contexts where the design problem is ill-structured, as a possible boundary object that mediates and articulates interests and relationships among actors both inside and outside of the design organization. Methodological procedures involved the elaboration of an analytical model of the business proposal journey throughout the project, based on interviews with specialists, followed by three case studies in which said model was critically applied to analyse processes, translations and artifacts belonging to each situation. Based on the findings of each case study, a discussion has evolved around boundary objects as promoters of opening and closing of perspectives, relationships mediated by the business proposal, cartography of controversies and agency devices, controversy and punctualization as the unexpected in accounts and the design problem in increased complexity settings. These discussions lead to the framing of the design services selling process as a way of coupling with an organization’s resident complexity, enacted through a collective of boundary objects influenced by the vision of a commercial cartographer agent.