Made available in DSpace on 2016-03-15T19:26:19Z (GMT). No. of bitstreams: 1 Marcos William de Aquino.pdf: 1512290 bytes, checksum: b6172c855493d56da0f9b6eb3b82786e (MD5) Previous issue date: 2015-02-04 / The business model is a central construction in entrepreneurship research, representing a strategic framework for conceptualizing a value-based enterprise, allowing the user to design, describe, categorize, criticize and analyze a business model of any company. Thus the study of business models in entrepreneurship is highly relevant as it reflects the business idealization in a definable opportunity, establishing important target that drives entrepreneurial action in organizational endowment and the border of implementing organizational activities. From the business model approach through the logic of how to create , set and appropriate from the value, this study aims to describe the evolution of business models over entrepreneurial process of startup companies. This is a descriptive research, performing the qualitative method, based on the process perspective, that is concerned with the understanding of how things, people, organizations, strategies, environments, change, act and evolve over time and by evolving this way, standing the process, basically stories about what has happened and who, what and when it has been done, that is, events, activities and choices ordered over time. The processes discussed here refer to the processes of creation and set and appropriation of the value that make the business models of start-ups.the following Companies have been interviewed: Cultcultura, Dumom, Bluefive and Reuni.me respectively by their representatives: Thais, Rafael, Marcio and Daniel. The main results of this study point to eight phases of the entrepreneurial process: training, diagnosis, monitoring, testing, networking, recognition, loyalty and expansion. Throughout these stages are identified distinct stages of the processes of creation, value setting and ownership in each of the analyzed start-ups. / O modelo de negócio é uma construção central em pesquisa sobre empreendedorismo, representando um quadro estratégico para conceituar um empreendimento baseado em valor, permitindo que o usuário projete, descreva, categorize, critique e analise um modelo de negócio para qualquer tipo de empresa. Dessa forma, o estudo de modelos de negócio em empreendedorismo é altamente pertinente, pois traduz a idealização empresarial em uma oportunidade definível, estabelecendo meta relevante que impulsiona ação empreendedora na investidura organizacional e a fronteira de implementação de atividades organizacionais. A partir da abordagem do modelo de negócio por meio da lógica de como criar, configurar e apropriar do valor, este estudo tem como objetivo descrever a evolução dos modelos de negócio ao longo do processo empreendedor de empresas startup. Trata-se uma pesquisa descritiva, realizada pelo método qualitativo, com base na perspectiva de processo, que está preocupada com a compreensão de como as coisas, pessoas, organizações, estratégias, ambientes, mudança, agem e evoluem ao longo do tempo e por que evoluem dessa forma, consistindo o processo, portanto, basicamente de histórias sobre o que ocorreu e quem fez o quê e quando, ou seja, eventos, atividades e escolhas ordenados ao longo do tempo. Os processos aqui analisados referem-se aos processos de criação configuração e apropriação de valor que conformam os modelos de negócio das start-ups. Foram selecionadas para esta pesquisa quatro empresas start-up, sendo duas delas graduadas (egressas da incubadora) e duas na fase final de incubação. São elas: Cultcultura, Dumom, Bluefive e Reuni.me. Os principais resultados deste trabalho apontam para oito fases do processo empreendedor: formação, diagnóstico, monitoramento, experimentação, networking, reconhecimento, fidelização e expansão. Ao longo dessas fases, identificam-se distintos estágios dos processos de criação, configuração e apropriação do valor em cada uma das start-ups analisadas. Dentre as dimensões de modelo de negócio as que mais se alteram estão relacionadas ao processo de criação de valor, notadamente nas fases de diagnóstico e networking.

A aprovação da norma contábil IAS 41- Agriculture em 2001 trouxe uma série de desafios nas práticas contábeis das empresas, sendo a principal delas o reconhecimento de ganhos/perdas durante o crescimento biológico de um ativo e a mensuração destes ganhos/perdas pelo valor justo. Toda forma de reconhecimento e mensuração apresenta relação com o modelo de negócios da empresa e irá afetar o relacionamento entre os envolvidos neste contexto e a forma como os usuários da informação contábil avaliam a gestão dos recursos investidos na entidade, que é o stewardship. Desta forma o objetivo deste trabalho foi discutir quais e como os fatores internos e externos presentes no contexto social das organizações, contribuíram para que a informação contábil a valor justo atingisse o objetivo de stewardship. Para isto foi realizado um estudo etnográfico por meio de entrevistas direcionadas aos responsáveis pela informação contábil em onze empresas de diferentes segmentos do agronegócio. O modelo de analise primeiramente se ateve ao entendimento do Modelo de Mensuração dos ativos biológicos dentro destas empresas, e como esta informação é utilizada para fins de stewardship. Em três empresas, a informação contábil referente ao ativo biológico é utilizada para fins de avaliação de performance global e do gestor e para o relacionamento com o credor, que constituem elementos para a proxy do stewardship. O processo de mudança nestas empresas, analisado conforme modelo desenvolvido por Miller (1991) se deu primeiramente pela Problematização ocorrida no contexto social destas empresas, em que seu modelo de negócios tem a madeira como produto final, bem como no modelo de gestão que visa em primeiro lugar o retorno do capital investido, mensurado pela valorização da floresta ao longo dos anos. Os atores que agem para que isto se torne numa mudança efetiva, denominados de Comunidades Epistêmicas, são os acionistas e os credores destas empresas. Os acionistas que são fundos de investimentos têm que apresentar aos seus cotistas a valorização destes investimentos, e o credor (em uma das empresas) vincula a garantia dos empréstimos ao valor da floresta. Também atua neste processo de uma forma mais distante (Ação à Distância) a cultura dos fundos de investimentos, em que a gestora florestal é responsável pela formação e venda de novas áreas florestais, bem como a legislação específica da constituição destes fundos. Nas outras empresas, além de o ativo biológico ser um insumo de produção no modelo de negócios na maioria dos casos analisados, o modelo de gestão é baseado na eficiência operacional. Desta forma, a mensuração a ser utilizada deve ser relacionada tanto ao modelo de negócios como ao modelo de gestão da empresa, que são fatores que revelam como os ativos estão sendo geridos, e isto influencia na perspectiva de geração de caixa do negócio. Apesar da obrigatoriedade que uma norma contábil impõe, a prática contábil segue suas próprias leis no âmbito social que operam as empresas, e qualquer alteração imposta passa por um extenso processo de problematização antes de esta norma ser socialmente aceita. / The adoption of IAS 41- Agriculture in 2001 brought a lot of challenges to companies´ the accounting practices, and the most important is the recognition of gains / losses during the biological growth of an asset and the measurement of these gains / losses at fair value. All forms of recognition and measurement are correlated with the company\'s business model and will affect the relationship between those involved in this context, and how the users of accounting information assess the management of resources invested in the entity, i.e. the stewardship. Therefore, the aim of this study was to discuss what and how internal and external factors in the social context of organizations, contributed to the accounting fair value to reach stewardship´s purpose. The ethnographic study has been conducted through interviews directed to the responsible of accounting information in eleven companies from agribusiness´ different segments. The analysis model first adhered to the understanding of \"Measurement Model\" of biological assets within these companies, and how this information is used for stewardship purposes. In three companies the information of biological assets is used for evaluate both, the companies\' performance and management´s performance, and for relationship with lender, which are elements for proxy of stewardship. The change in these companies, analyzed according to Miller (1991) starts by Problematization occurred in the social context of these companies, in which the forest is an output in its business model, as well as the purpose of management´s model is firstly the return on capital invested, measured by the appreciation of the forest over the years. The actors who work in order to transform this in an effective change, called Epistemic Communities, are the shareholders and the debtholder of these companies. Shareholders, which are Investment Funds, have to present to its investors with the appreciation of these investments, as well as the debtholder (in one of the companies) that ensure the debt with the forest value. Also in this process, working in action at distance: the culture of investment funds, in which forest management is responsible to develop and sale new forest areas as well as the specific legislation of the constitution of these funds. In other companies, besides the fact that biological assets are an input in the business model in most cases, the management model is based on the operational efficiency. Thus, the accounting measurement should be related to both the business model and the company\'s management model, which are factors that reveal how the assets are being managed, and influences in the perspective of business cash flow. Despite the obligation that an accounting standard imposes, the accounting practice follows its own laws in the social context of each company, and any changes imposed undergoes an extensive problematization process before this standard is socially accepted.

Made available in DSpace on 2017-07-10T16:41:35Z (GMT). No. of bitstreams: 1 Dissert Matheus Albano.pdf: 3597659 bytes, checksum: 7090061e73fc33981468aa62be2a4560 (MD5) Previous issue date: 2016-10-26 / The Incentivized Generator (IG) is a small agent that acts on the retail segment of the Electricity Market (EM) in Brazil. It receives incentives, as discounts on wire rates, when negotiates its energy either directly with special costumers or indirectly through a retail trader. The dynamic behavior of this agent on the complex EM results in an extremely uncertain environment for itself, hindering the growth of the retail market. Thus, the purpose of the study is to identify, characterize and describe the forms of GI relationship, putting them in the form of a business model, showing how you can create, provide and receive value of the medium. For the development of the business model, we propose the use of methodologies Busmod and Business Model Generation, the first by the great relationship with the proposed objective and the second by most of the application. The interrelations of the generator encouraged with other agents as well as the value changes and the uncertainties associated with the commercialization process are identified from a systemic approach to generator operation encouraged the ACL. These relationships are classified into three broad groups, physical, financial and institutional relationships. The analysis was segmented to consider the period of study and of implantation and operation. In this way it is possible to clearly understand the marketing process and the environment in which the GI is inserted, as well as the characteristics necessary for the elaboration of business models. / O Gerador Incentivado (GI) é um agente de pequeno porte que atua no segmento varejista do Mercado de Energia Elétrica (MEE) do Brasil. O mesmo recebe incentivo, na forma de descontos nas tarifas de fio, ao negociar sua energia diretamente com os consumidores especiais ou através de uma comercializadora. A dinâmica que envolve o complexo MEE resulta em um ambiente extremamente incerto para a atuação desse agente, dificultando o crescimento do mercado varejista. Assim, o propósito do trabalho é identificar, caracterizar e descrever as formas de relacionamento do GI, colocando-as na forma de um modelo de negócio, mostrando de que forma é possível criar, fornecer e receber valor do meio. Para a elaboração do modelo de negócio, é proposta a utilização das metodologias Busmod e Business Model Generation. As inter-relações do gerador incentivado com os demais agentes, assim como as trocas de valor e as incertezas associadas ao processo de comercialização, são identificadas a partir de uma abordagem sistêmica da atuação do gerador incentivado no ACL. Essas relações são classificadas em três grandes grupos, relações físicas, financeiras e institucionais. A análise foi segmentada para considerar o período de estudo e de implantação e operação. Desse modo é possível compreender de forma clara o processo de comercialização e o ambiente no qual está inserido o GI, assim como as características necessárias para a elaboração de modelos de negócio.

L'accumulation de gaz à effet de serre dans l'atmosphère, produite par des activités anthropiques notamment dans le secteur de l’énergie est une des causes principales du changement climatique. Par conséquent, réaliser une véritable transition énergétique par une décarbonisation des réseaux électriques est devenue un besoin urgent pour atténuer les effets du réchauffement climatique. Dans cette transition, l’introduction des énergies renouvelables a été initiée depuis plusieurs années, principalement en raison de la participation de nouveaux acteurs à ce marché. Aujourd’hui, l’un des grands défis est de maintenir l’équilibre et la sécurité du réseau électrique en tenant compte de la diversité et de la variabilité des ressources énergétiques renouvelables connectées au réseau. L’une des approches permettant de régler ce problème et d’accroître la flexibilité du réseau électrique par ce que l’on désigne comme la Réponse à la Demande (RD). Cette thèse examine précisément ces nouvelles approches et montre l’intérêt de repenser les relations entre les différentes partie-prenantes pour faire émerger des nouveaux modèles d’affaires afin de déployer de nouvelles innovations au service de la transition énergétique. La méthodologie de recherche mise en œuvre de cette thèse consiste en une revue systématique de la littérature et une étude des données empiriques de 15 jeunes entreprises européennes du secteur de l’énergie. En conséquence, la thèse fournit à la communauté de la recherche (1) une méthode de classification pour catégoriser les différents modèles d’affaires de l’énergie (MAEs) et présente une première synthèse des MAE identifiés dans la littérature; (2) un cadre d’analyse des start-ups dans le secteur de l’énergie, complété par l’analyse de 15 start-ups de ce domaine; (3) un outil conceptuel pour l'innovation en matière de RD, appelé Canevas de Modèle d'Affaires de Réponse de Demande (CMARD), qui comprend 12 éléments interreliés. Ce canevas vise à évaluer les activités des offres de RD et à soutenir l'émergence de nouveau modèles d'affaires de RD. Ces résultats permettent de proposer un cadre analytique simplifié des pratiques existantes et peuvent également aider des entrepreneurs ou décideurs à explorer et concevoir de nouvelles offres sur le marché de la réponse à la demande. / The accumulation of greenhouse gases in the atmosphere, produced by human activities in the energy sector is one of the main causes of climate change. Therefore, the decarbonization of power systems has become an urgent need the mitigate to the effects of climate change and achieve the energy transition. The share of renewable energy technologies has been increasing mainly due to the participation of new market players. Today, however, one of the great challenges is to maintain the electricity system’s balance and security despite the large amount of renewable energy resources connected to the grid. One of the approaches to deal with this issue and to increase power system flexibility is the Demand Response (DR). Moreover, scholars argue that business model innovation can act as an energy transition driver. This thesis examines business model innovations in the context of the energy transition by investigating emerging start-up business models. The implemented research methodology in this thesis consists of a systematic literature review and an investigation of empirical data of 15 European energy start-ups. As a result, the thesis provides the research community with (1) a grouping method to classify different Energy Business Models (EBMs) and an initial synthesis of the EBMs identified in the literature; (2) a framework to analyse start-ups in the energy sector, completed with the analysis of 15 energy start-ups; (3) and a conceptual tool for DR innovation, named as the Demand Response Business Model Canvas (DRBMC), which includes 12 interrelated elements. This canvas aims at evaluating DR activities and supporting the emergence of new DR business models. These results can also help entrepreneurs explore new demand response market opportunities, enabling a better understanding and providing a simplified analytic framework of existing business practices.

Although the rapid growth of the music streaming industry has led to record levels of global music consumption, many leaders in the music streaming industry have not developed a financially sustainable business model for music streaming. This descriptive single case study focused on strategies that some global music streaming service leaders used to generate sustainable profits through their business models. Christensen's theory of disruptive innovation served as the conceptual framework for this study. Semistructured interviews with the chief executive officer and 4 senior managers of a leading music streaming service in southeastern Asia were analyzed to identify themes. Secondary data collected for this research included practitioner reports, government reports, company documentation, and peer-reviewed journal articles. During data analysis, I used method triangulation to generate insights regarding the key themes identified in the literature review. Analysis of the data revealed strategies that global music streaming leaders used to generate profits: (a) optimization of the firm's dynamic capabilities, (b) optimization of the subscription and freemium business models, and (c) a deliberate focus on the niche of local music. The findings of this study could be useful to music streaming service leaders who need to generate sustainable revenues and lack the strategies to do so on their own as well as to music streaming leaders who want their service to implement a disruptive innovation strategy. Additionally, the findings of this study might promote social change by generating awareness of proven strategies leading to sustainable profits for music streaming services and job security for artists who contribute to sustaining or increasing local economies cash flows and taxable incomes.

Funding is one of the most critical resources high potential technology startup (HPTS) ventures need to achieve success. Some startup founders lack access to capital, a critical resource for HPTS founders to create value for customers and capture value for their organizations. Capital constraints can hinder business performance, endanger growth and the ability to grow and scale into the global markets. This multiple case study explored the strategies HPTS firms used to access capital to grow and scale into global markets. Mishra's venture capital investment model and Blank's customer development model served as the conceptual framework for this study. Data were collected from semistructured face-to-face interviews, direct observations, member checking, and a reflective journal. Participants were selected using a purposive sampling of 5 founders from the Silicon Valley of California, who were involved in equity finance decisions in the last 5 years. Yin's 5-step data analysis plan was used in the final data analysis. Eight themes emerged from the study: capital constraint; identification of potential investors; collaboration, guidance, and support; investment potential; investment thesis; measurement of success; passion and preparedness; and prevention of stock dilution. The findings of this study have implications for positive social change. HPTS ventures can use the study findings to gain approval of investment proposals and increase ventures that create value for customers and for the organizations.

記憶體模組產業相較於上游DRAM晶圓產業，在技術與資金方面之進入門檻較低，故導致進入該市場的廠商眾多，造成市場競爭激烈；再加上受限於供應商之影響，記憶體模組產品價格變動劇烈，一日三市。因此，廠商必須能在最短的時間內將產品遞送至最終消費者手上，以避免價格匹跌時，造成無可避免之金錢損失。故建佈完整的通路系統，對記憶體模組廠商而言，是一拉大競爭優勢、鞏固市場地位之關鍵因素。 　　本研究以P公司為例，分析目前個案公司之通路發展現況與資訊系統在企業中扮演之資訊策略角色。藉由深度訪談個案公司，歸納出記憶體模組產業通路發展階段，分析個案公司所屬之通路發展階段現況及現行通路管理步驟，並根據企業模型歸納整理個案公司之程序模型與資料模型，找出通路缺口，進一步提出改良之方法與建議。 　　根據本研究所得之通路階段有三：拓展期、穩固期及加值期，依此三階段進行分析，得出個案公司現行通路發展狀況。以個案公司研究為例，亞太市場多屬拓展期之發展階段、而歐美市場則逐步往穩固期階段邁進。為了建置全方面符合三階段發展輔助之資訊系統，將以此三階段之程序模型、資料模型進行歸納與整理，擬定一通路管理系統。 　　應用上述研究結論，建議建置策略型通路管理系統，期望此系統能為個案公司創造價值、拉大與競爭對手之差異，進而穩固市場領導地位。 / In semi-conductor industry, Memory Business has lower entry in technology and capital need. Therefore, it also causes more selling competition for a lot of players in the market. Moreover, the price of memory module is changing rapidly. The Market Players need to sell the goods out timely, in order to keep profit becomes one of the most import core capabilities in this industry. 　In the case study for P company, analysis of the current channel development and the information system’s role in the Strategic Grid. Through interview with managers in this case company, to sum up the memory module industry channel development stages, and analysis the current channel stage and channel management steps for this company. Moreover, based on business model to create the process model and data model, and identify channel gap, further improvement of methods and recommendations to P company. 　Application on the conclusions, recommendations building the channel management system for case company, and expected this system will create value, widening the competitive advantage with other competitors, further, be the leader in this industry.

台灣壽險業自1987年開放美商進入市場，及1993年開放國人設立保險公司後，產業蓬勃發展，截至今年止，已有逾30家壽險公司，競爭激烈。在此競爭的情況下，如何開創公司的藍海，避免在紅海裡廝殺，公司的營運模式策略將會影響公司未來的發展；且因壽險商品本就屬不具專利權的金融商品，同業間商品的模仿甚易，再加上金融產業疆界日益模糊，跨業交叉銷售成為一新趨勢，故壽險公司之競爭大部份決定於公司的營運模式的選擇與發展。另，就以LIMRA在2003年對美國壽險公司CEO的調查中顯示 ，該調查的最高管理階層認為，其未來工作中面臨四項最大的挑戰，其中營運模式、通路發展即為其中之一，可見該要素對現今公司策略的重要性。 因此，各家公司採取何種營運策略、模式，實就影響該公司的營運績效與未來成就；並且從該公司的營運模式策略，可以觀之是否能永續經營。尤其，壽險產業是確保客戶人生的風險保障，提供客戶長期承諾的行業，經由所提供的服務，使保戶能獲得財務上的安全，並且得到心靈上的平和。壽險公司能如何能信守對客戶的長期承諾，而不是短線經營，短期獲取利益，實值得好好深思與探討。 本研究將透過國內壽險市場的發展與現況分析，試歸納出目前壽險產業的營運模式，並藉由個案公司保德信人壽的研究，分析其營運模式策略與該公司之經營績效。且透過個案公司與其他公司-全球、紐約人壽的經營指標比較，及金融海嘯對其影響之因素，來探討在不同營運模式策略下，各自的營運成效，並試著從中研究、探尋壽險業較適之營運模式。 另經由此研究對個案公司及對壽險業，提出個人的淺見與建議，以供個案公司、業界做為日後的參考，並亟盼未來我國壽險市場運作能更加健全與蓬勃發展。 關鍵字：保德信人壽、壽險顧問、營運模式、策略 / Since its opening up to American insurers in 1987 and then to private domestic insurers in 1993, the Taiwan life insurance industry has thrived and now consists of more than 30 firms engaged in fierce competition. Given such a competitive market, it is crucial to develop blue ocean strategies and avoid price wars. Business strategies and corresponding business models will have an important impact on the future of a firm. As life insurance is not a patented financial product, it is very vulnerable to imitation by other firms. Moreover, the boundaries of the financial sector are becoming less defined and cross-industry selling is the latest trend. As a result, competition among life insurers is mainly determined by the selection and development of business models. According to a 2003 survey conducted by LIMRA on CEOs of American life insurers, management at the highest level believed that business models and distribution channel development would be the greatest challenges for them in the future, highlighting the importance of these factors on companies’ strategy. Therefore, the selection of business strategies and models has a real impact on the current and future performance of a firm and reflect its potential for sustainable development. The life insurance industry is in the business of offering long-term risk protection, providing the insured with financial security and peace of mind. How life insurance companies can focus on keeping their promises to clients over the long term, as opposed to simply seeking short terms gains, is a subject worth considering. This study will analyze the current state and development of the domestic life insurance market and summarize the business models presently employed. A case study of Prudential Life Insurance Company of Taiwan will further provide an analysis of its business model and performance. A comparison is made between the case study and other firms, including TransGlobe and New York Life Insurance Taiwan, and with respect to the impact of the financial crisis in order to discuss individual performance under different business models and propose optimal business models for life insurers. Keywords: Prudential Life Insurance Company of Taiwan, Lifeplanner, Business model, Strategy

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由於行動上網技術不斷地進步，消費者也逐漸養成了行動上網的習慣。Apple公司的iPhone結合了App Store的推出，更帶動了這股風潮。我國電信業者也在這樣的趨勢下，開始自行發展軟體商店(Application Store)以服務用戶。 在過去的行動通訊產業中，電信業者一直擁有主導優勢，各種加值服務都是屬於封閉的型態，所以用戶使用加值服務時，一定得經由電信業者所經營的入口。但是，自從Apple成功發展出軟體商店的模式之後，各種智慧型手機的軟體商店平台也開始蓬勃發展，用戶可繞過電信業者而取得相關的服務。因此，電信業者乃積極發展軟體商店以回應其所面臨的挑戰。 本研究以中華電信、台灣大哥大、遠傳電信等國內三家主要電信業者為個案研究對象，針對個案公司發展軟體商店的創新營運模式進行深入的探討。所得到的初步結論包括： (1)電信業者在經營軟體商店上，會強調多樣化加值服務的策略。(2) 電信業者在經營軟體商店上會根據不同的價值網路進行差異化。(3) 電信業者在經營軟體商店時，在價值創造方面會著重於讓消費者快速地找到正確的、所需要的軟體。(4)電信業者在發展軟體商店時，「在地化」是其經營上的關鍵要素。本文最後並提出實務上的意涵與後續研究的建議。 關鍵字：電信業者、軟體商店、營運模式創新、價值創造 / Nowadays smartphone has an enormous growth over the entire mobilephone market. A lot of people choose to use smartphone such as iPhone or android phone because smartphone brings more fun and convenience into their life. One of the key factors is application store which Apple made it successed in 2008. Application store or so-called app store is an online platform which provides service for customers to download applications and developers to upload. The transaction must be got involved in the whole process. However, the manefactors of mobilephone were active in establishing their own application store but the operators are eager to do so as well. The value-added service used to be controlled fully by the operators. Not only the contents but the portals were hold by operators so end-users had a few choices. Since the application stores become more poplular, operators are encountering a big chanllenge. This thesis studys how operators deal with the problem of decreasing ARPU by running application stores on their own. Based on the case study, the initial findings includes: (1) When operators run an application store, they emphasize variety of value-added services. (2) The methods which operators choose to differentiate their application store are related to the differences in their value network. (3) When operators run an application store, they put emphasis on elimination of information asymmetry. (4) When operators run an application store, localization is the key factor in opration. Key word: oprators, application store, business model innovation, value creation