La croissance des PME innovantes est le fruit des ressources et compétences, mises en oeuvre par des dirigeants, à l'aide des stratégies de croissance. Les ressources et les compétences existantes dans l'entreprise, ou qui peuvent être obtenues par l'entreprise, désignent la croissance de l'entreprise et les voies d'action privilégiées pour atteindre ces objectifs. Il existe plusieurs typologies d'entreprises en croissance, dictées par leurs ressources et leurs compétences, ainsi que les stratégies de croissance poursuivies. / SME growth is the result of innovative resources and skills, implemented by managers, using strategies for growth. Resources and existing expertise in the enterprise, or those that can be obtained by the company, refer to the company's growth and ways of action for reaching those goals. There are several types of growth companies, driven by their resources and skills, and strategies for continuing growth.

Small and Medium Enterprise (SME) retail businesses in many countries, including Thailand, are facing challenges of high competition, as modern retail formats have grown rapidly in many Asian countries such as Singapore, Taiwan, China and Thailand (Howard, 2009). Thus, SME retail Businesses are facing an "innovate or die" situation, as non-adapting retail firms have always been and will continue to be driven out of the business (Evans, 2011). A new critical capability of retail business is the ability to configure and reconfigure its processes into a coherent blueprint - known in other words as a Business Model (Sorescu et al., 2011). The research question becomes "How can SME retail Business in Thailand successfully compete through Business Model Innovation?" Business Model Innovation requires system wide changes, since modifying one component always has network effects on other components (Tikkanen et al., 2005). There is no fixed method or successful formula that all companies will adopt; therefore disciplined experimentation and adaptation is recommended (Berman, 2011; Chesbrough, 2010; McGrath, 2010; Mitchell et al., 2003; Teece, 2010). However, most past studies on innovation are about large companies (Tim, 2004) and not many articles cover empirical studies on Business Model Innovation. In particular, few studies address the dynamic view (Demil and Lecocq, 2010; Svejenova et al., 2010; Sosna et al., 2010).This research focuses on the implementation of Business Model Innovation within SME retail business. The research uses a methodology called Action Research, and was conducted within the researcher's organization, which is a SME retail business in Thailand. This overcomes the practical challenges of studying SME business, which is related to limited opportunity to conduct empirical research. The study was conducted over the 4 year period from October 2010 to August 2014 by implementing Business Model Innovation in order to exploit opportunities in rural areas. Business Model concepts were employed as sources of innovation and units of analysis. Action Research consists of multiple cycles of changes and adaptation. It was found that Business Model concepts can be represented at different levels of abstraction from reality. At a high level of abstraction, the Business Model Canvas helps to understand the overview of the firm's business logic in a broad way, and provide ideas about what can be adapted. At the operational level, the Retailing Business Model provides a structural approach to the conceptualisation, planning and implementation of activities that support high level changes. In all, Business Model Innovation can be conceptualised as an ongoing learning process similar to the iterative cycles of Action research. These cycles consist of constructing actions, planning, taking actions and evaluating actions. The Business Model concepts at different levels of abstraction can be used for understanding and planning, as well as to capture learning experiences, both on the high level and on the operational level. Therefore, Business Model Innovation is a dynamic process where changes and learning happen continuously. Such a process enables SME retail businesses to improve their understanding of their Business Model and thus improve their chances of success?

This thesis has been created as a response to the growing interest among small and medium-sized business-to-business software developers to internationalise in order to grow their businesses. The initial study of the problem lead to the insight that a strategic mix of communication channels is a key success factor for an internationalisation. The purpose of this thesis was therefore determined to be to explore what and how different factors influence the effectiveness and efficiency of a business-to-business marketing communication mix strategy that leverages the brand, in the context of internationalisation of software developing small and medium-sized enterprises. Academic literature within three areas, related to the purpose of the thesis, was identified and discussed and presented in a frame of references. The first area concerned the development process of a strategic business-to-business marketing communication mix. Following this, the culture factor, including how communication is affected by cultural differences, was considered as a relevant area to study and add to the frame of references. Finally, the internationalisation process of business-to-business small and medium-sized enterprises was studied. Based on the study of academic theory, an analytical model was constructed and targeted issues for each area identified for the subsequent empirical study. An explorative case study approach was found to be suitable for the purpose of the thesis. It was performed by conducting qualitative interviews with representatives of the studied case company as well as a selection of its customers. Additional secondary data was withdrawn to triangulate with the primary data for the analysis of culture. By applying the analytical model to analyse the empirical evidence, using the academic theories and models from the frame of references, insights were generated and conclusions could be drawn. The analysis found that a key success factor is to build credibility in the eyes of prospects, regardless of where they are on the journey from being unaware of the company to becoming loyal customers. This is due to the risk avert nature of business-to-business decision makers. The most important factor for establishing credibility is to be able to show strong customer references, which makes nurturing present customer relationships a critical activity for success. Further, it was firmly established that the particularly long sell cycle that characterises the software industry in which the studied case company operates in, requires the communication channels to be integrated in order to be effective for the whole customer journey. Channels through which the communication can be adapted to suit a specific audience should be prioritised. Also, cultural differences and similarities should be considered, especially when it comes to views on power and the level of social restraint in the country to which the internationalisation is directed. The digitalisation of communication is a trend that evidently has a significant impact on the effectiveness of a marketing communication strategy. Digital communication channels are becoming increasingly relevant and suitable for communicating customer references, demonstrating product features and conveying corporate brand messages. By developing a business-to-business digital marketing communication strategy that is culturally adapted, the preconditions for the internationalisation of small and medium-sized enterprises are improved. On a final note, this Master’s thesis has identified a number of factors that influence the effectiveness and efficiency of a business-to-business marketing communication mix strategy that leverages the brand, in the context of internationalisation of software developing small and medium-sized enterprises. While this has contributed to academic theory, the findings concerning how these factors influence the effectiveness and efficiency provide practitioners with actionable insights. It is therefore the belief of the authors of this Master’s thesis that the content of this report can help managers of internationalising software developing small and medium-sized enterprises in their communication strategy development process.

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La mise en oeuvre des pôles de compétitivité, dès 2006, fait partie d’une politique gouvernementale de soutien aux entreprises et aux territoires visant à mieux positionner la France dans la compétition économique internationale. L’objectif est de renforcer le tissu industriel de certaines régions par une forte injection d’investissements publics dans des projets liés à l’innovation et à l’internationalisation des entreprises. Cette thèse traite des effets de l’installation du pôle de compétitivité ‘Arve Industries’ et, en particulier, du degré d’implication des PME locales dans cette démarche collective d’innovation. Du point de vue théorique, nous avons fait appel, d’une part, aux approches sur l’économie territoriale car la notion de territoire fait partie intégrante de la logique des pôles de compétitivité et, d’autre part aux études portant sur les réseaux stratégiques. Dans ces deux perspectives, la proximité est présentée comme un facteur important à la base des rapports de coopération entre les acteurs concernés (entreprises, laboratoires et universités) dans le domaine technologique. Du point de vue empirique, ce travail combine une démarche qualitative exploratoire, basée sur une enquête menée à partir d’entretiens semi-directifs avec 22 patrons de PME et 6 organisations d’appui à l’industrie locale, et une démarche quantitative conduite auprès de 68 questionnaires exploitables. La nature des relations des PME au sein de pôle de compétitivité sont ainsi étudiés du point de vue de la coopération, la compétition et la diffusion de connaissances. / Competitiveness clusters have been established since 2006 and represent a political initiative by the French government to aid businesses and regions and thus improve France’s position in the realm of international economic competition. The goal is to reinforce the industrial fabric in certain regions via a substantial injection of public funds invested in projects linked with innovation and internationalization of enterprises. This dissertation studies the impact of the creation of the “Arve Industries” competitiveness cluster and in particular, the degree of implication of local SMEs in this collective, innovating activity. From a theoretical stand point, we call upon approaches addressing territorial economies due to the intrinsically territorial nature of competitiveness clusters, as well as studies focusing on strategic networks. Harnessing these two perspectives, proximity is presented as an important factor at the root of cooperative interactions between the involved actors (businesses, laboratories and universities) in the technological field. From a technological stand point, this work combines a qualitative exploratory approach based on semi-directive interviews with 22 SME owners and 6 organizations that support local industry, and a quantitative approach based on 68 usable questionnaires. The nature of relationships between SMEs in competitiveness clusters are also studied in terms of cooperation, competition and knowledge sharing.

Purpose - The subject of green management and its connection to motivational factors is relatively unexplored in existing literature, especially regarding SMEs in the Nordic Countries. The paper aims to investigate frequencies of motivational factors as SMEs present them, suggest the theoretical prioritization of motivational factors for green management practices, and factors impact on different levels of green management. The reason for this is to help SMEs to better understand what motivational factors to prioritize to further their green management development.                          Design/Method - The chosen research method of this paper is quantitative, and the empirical data is collected through questionnaires distributed using business networks in the Nordic Countries. Furthermore, the research takes an abductive approach, with a positivist paradigm, and a mixture of ontological, epistemological, and method research assumption. Findings - This paper has found that at different levels of green management practices specific factors of motivation should theoretically be prioritized based on a regression model. Furthermore, the suggested prioritization is different from presented by the sample of this paper.                                                          Research Implications - Theoretically, the thesis suggests a conceptual map of existing frameworks and the motivational factors presented. Practically, SMEs can draw from this study to see if their prioritised motivation for implementation of green management is effective or if they can further improve it.

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L'objet de cette thèse est de rendre compte de l'importance de la formation professionnelle des cadres des petites et moyennes entreprises (PME) dans l'explication de l'efficacité organisationnelle.La recherche est resituée dans un contexte caractérisé par une hétérogénéité des dirigeants selon leur pratique de management et selon leur origine culturelle. Dans ce contexte culturel particulier, qui est le Cameroun, l'urgence de la formation, notamment professionnelle, est notable non seulement pour l'entreprise qui l'initie mais aussi pour le salarié qui en bénéficie. L'approche par le management de la formation fondée sur la culture et, plus précisément l'approche de la contingence culturelle a été mobilisée. Celle-ci offre, en effet, un cadre de référence pour mieux expliquer l'efficacité des PME par la formation professionnelle.Une étude de 4 cas de PME, complétée par celle de 41 questionnaires auprès des PME, ont été menées. Leurs résultats montrent l'existence des facteurs non seulement d'ordre managérial et communautaire, mais ils dévoilent aussi un modèle à deux dimensions de culture, expliquant l'efficacité organisationnelle : une dimension individualiste et une dimension collectiviste. La première dimension, relative au groupe Bamiléké, privilégie la capacité des employés à la formation et la deuxième dimension, inhérente au groupe Sawa-Pahouin, apprécie l'amélioration des compétences des salariés.Cette thèse montre que, plus le propriétaire-dirigeant de PME a un comportement collectiviste, plus il a tendance à améliorer les compétences de ses cadres-salariés. / The object of this thesis is to give an account of the importance of the professional training of the managers of the small and medium-size companies (PME) in the explanation of the organisational effectiveness.Research is put in perspective in a context characterized by heterogeneity of the leaders according to their practice of management and their cultural origin. In this particular cultural context, which is Cameroun, the urgency of training, in particular vocational, is notable not only for the company which initiates it but also for the employee who profits from it. The approach by the management of the formation based on the culture and, more precisely the approach of the cultural contingency was mobilized. This one offers, indeed, a frame of reference for better explaining the effectiveness of SME by the training.Studies of 4 cases of SME, supplemented by that of 41 questionnaires at SME, were undertaken. Their results show the existence of the factors not only of a managerial and Community nature, but they reveal also a model with two dimensions of culture, explaining the organisational effectiveness: an individualistic dimension and a dimension collectivist. The first dimension, relating to the Bamileke group, privileges the capacity of the employees to the training and the second dimension, inherent in the Sawa-Pahouin group, appreciates the improvement of competences of the employees.This thesis shows that, more the owner-leader of SME a behaviour collectivist has, more it tends to improve competences of its framework-employees.

Abstract Title: Relevant factors that affect three small and midsize enterprises during an ERP-system implementation Authors: Fredrik Dreimanis and Thomas Jylhä Tutor: Peter Ekman Keywords: ERP, implementation, SME Problem: Which factors has relevance for small and midsize enterprises during an ERP-system implementation? Purpose: The purpose with this essay is to describe and analyze what distinguishes an implementation for small and midsize enterprises. Methodology:The authors have answered the problem with help of theories and articles within the subject of IT and economics and five interviews with companies in different areas of business. Theoretical framework:The most difficult part with adapting a new ERP- system is the implementation phase. (Muscatello et al. 2003) The reason is that the standardization and changing of business processes is a common occurrence during an implementation. (Gattiker and Goodhue. 2002) Analyze:The study shows that there are a lot of equal factors between the theoretical framework and the empirical study. Conclusion: According to this study the reason for a small or midsize enterprise to adopt a new ERP-system is to get better control over their business. Improved control leads to increased revenues.