<p>E-business modeling is a concept that has several components and can be designed based on different combinations of them. Furthermore, it is a concept that is vulnerable to changes as it is associated with technology, which is developing rapidly day by day. By con-ducting this research on 1) how the companies are managing changes in a competitive envi-ronment by means of adjusting their e-business models, and 2) if there are any compo-nent(s) of e-business model(s) that has more importance than the others for the competi-tiveness of the company, the thesis intends to define the change management procedures that the organizations involved in e-business are using, and to compare the components of the e-business models in order to find out if there is any component that is more important than the others for the competitiveness of the organization.</p><p>We conducted the research through a combination of qualitative and quantitative methods. A semi-structured interview method was chosen for the collection of qualitative data with the aim of acquiring in-depth information from our respondents. On the other hand, quan-titative data, which we gathered via questionnaire, provided us with the opportunity to make statistical inferences about the data.</p><p>According to our report, there are four components of e-business models; product innova-tion, customer relationship, infrastructure management, and financials. Each component has three elements. By asking the respondents to state the degree of importance of each element in each component, this thesis aims to compare the degree of importance of each component via statistical measures. Furthermore, by combining the statistical inferences with the qualitative data and theories related to the components of the e-business model, financials component is found to be more important than the other components for the competitiveness of the organization.</p><p>Additionally, this report uses several change management models and procedures from books and articles from the library and the Internet. In comparing those theories with the answers gathered from the respondents, we found out that being proactive towards the changes, applying changes without modifying the basic strategy of the organization, stress-ing on the training and involvement of the users, communication with users and stake-holders, and early commitment of the stakeholders were found to be important issues for the change management in an e-business environment. Besides, the utilization of external parties in the areas where organizations lack expertise concerning change was found to be important for a successful change in an e-business environment.</p><p>When we reviewed the research questions, we observed that the purpose has been fulfilled and the research questions have been properly answered. By considering the conclusion that has been derived, organizations could successfully design their e-business models and experience competitive advantage, and successfully manage changes that could take place in their e-business environment.</p>

Das Paper beschreibt das Konzept des im EU Kooperationsprogramm INTERREG Polen-Sachsen 2014–2020 geförderten Projekts „TRAILS – Traveling Innovation Labs and Services“ und stellt erste Ergebnisse der explorativen Analyse vor. TRAILS bringt mobile Innovationslabore direkt zu Schulen sowie Unternehmen an Standorte in der deutsch-polnischen Grenzregion und ist dort jeweils für eine Woche stationiert. In den Innovationslaboren kommen Schüler in eintägigen Workshops mit Unternehmertum in Berührung, kreieren eigene Projektideen und testen neue Technologien. Mitarbeiter von KMU trainieren Methoden, um neue Produkte und Services zu entwickeln und Prozesse zu optimieren. Ziel ist es, Formate wie Business Modeling, Makerspaces und Hackathons samt benötigten Räumlichkeiten, Technologien und Workshop-Programmen in strukturschwachen Regionen vor Ort anzubieten und für die digitale Transformation sowie neue Geschäfts- und Vermarktungsmodelle zu sensibilisieren.

E-business modeling is a concept that has several components and can be designed based on different combinations of them. Furthermore, it is a concept that is vulnerable to changes as it is associated with technology, which is developing rapidly day by day. By con-ducting this research on 1) how the companies are managing changes in a competitive envi-ronment by means of adjusting their e-business models, and 2) if there are any compo-nent(s) of e-business model(s) that has more importance than the others for the competi-tiveness of the company, the thesis intends to define the change management procedures that the organizations involved in e-business are using, and to compare the components of the e-business models in order to find out if there is any component that is more important than the others for the competitiveness of the organization. We conducted the research through a combination of qualitative and quantitative methods. A semi-structured interview method was chosen for the collection of qualitative data with the aim of acquiring in-depth information from our respondents. On the other hand, quan-titative data, which we gathered via questionnaire, provided us with the opportunity to make statistical inferences about the data. According to our report, there are four components of e-business models; product innova-tion, customer relationship, infrastructure management, and financials. Each component has three elements. By asking the respondents to state the degree of importance of each element in each component, this thesis aims to compare the degree of importance of each component via statistical measures. Furthermore, by combining the statistical inferences with the qualitative data and theories related to the components of the e-business model, financials component is found to be more important than the other components for the competitiveness of the organization. Additionally, this report uses several change management models and procedures from books and articles from the library and the Internet. In comparing those theories with the answers gathered from the respondents, we found out that being proactive towards the changes, applying changes without modifying the basic strategy of the organization, stress-ing on the training and involvement of the users, communication with users and stake-holders, and early commitment of the stakeholders were found to be important issues for the change management in an e-business environment. Besides, the utilization of external parties in the areas where organizations lack expertise concerning change was found to be important for a successful change in an e-business environment. When we reviewed the research questions, we observed that the purpose has been fulfilled and the research questions have been properly answered. By considering the conclusion that has been derived, organizations could successfully design their e-business models and experience competitive advantage, and successfully manage changes that could take place in their e-business environment.

El sector hotelero actualmente se encuentra dentro de ciclos económicos de suma competitividad a nivel global, por ende lograr la diferenciación, integridad y sostenibilidad resulta imprescindible para la supervivencia de cualquier empresa. Por consiguiente existe una necesidad latente de nuevos modelos de negocios empresariales de enfoque integral que aporten a la industria hotelera y a su actual gestión. En tal sentido, en la presente Tesis se propone un modelo de gestión con enfoque en la innovación y ecoeficiencia a través de componentes y criterios de gestión y una guía ágil para la formulación de nuevos planes de negocios inspirados en el modelo propuesto. El modelo propuesto ha sido validado a través de un juicio de expertos y un plan de negocios hotelero para la región Ica. Los resultados finales concluyen que el modelo es altamente recomendable; siendo el plan de negocios factible, replicable y altamente atractivo para los agentes e inversionistas de la industria. El resultado final de la investigación concede a los actuales competidores y a los futuros partícipes del turismo diversos conocimientos en la formación de un negocio sostenible, mayores ventajas competitivas para la gestión y propone finalmente a través de la ecoeficiencia una nueva visión para el modelamiento empresarial actual. / The hotel industry is currently within economic cycles of global competitiveness, therefore achieving differentiation, integrity and sustainability is essential for the survival of any company. Thus, there is a latent need for new business models of integral approach that contribute to the hotel industry and its current management. In this sense, this Thesis proposes a management model focused on innovation and eco-efficiency through components and management criteria and an agile guide for the formulation of new business plans inspired by the proposed model. The proposed model has been validated through an expert judgment and a hotel business plan for the Ica region. The final results conclude that the model is highly recommended; being feasible, replicable and a highly attractive business plan for the agents and investors of the industry. The final result of the research gives current competitors and future participants of the industry various knowledge in the formation of a sustainable business, greater competitive advantages for management and finally proposes, through eco-efficiency, a new vision for current business modeling. / Tesis

Das Paper beschreibt das Konzept des im EU Kooperationsprogramm INTERREG Polen-Sachsen 2014–2020 geförderten Projekts „TRAILS – Traveling Innovation Labs and Services“ und stellt erste Ergebnisse der explorativen Analyse vor. TRAILS bringt mobile Innovationslabore direkt zu Schulen sowie Unternehmen an Standorte in der deutsch-polnischen Grenzregion und ist dort jeweils für eine Woche stationiert. In den Innovationslaboren kommen Schüler in eintägigen Workshops mit Unternehmertum in Berührung, kreieren eigene Projektideen und testen neue Technologien. Mitarbeiter von KMU trainieren Methoden, um neue Produkte und Services zu entwickeln und Prozesse zu optimieren. Ziel ist es, Formate wie Business Modeling, Makerspaces und Hackathons samt benötigten Räumlichkeiten, Technologien und Workshop-Programmen in strukturschwachen Regionen vor Ort anzubieten und für die digitale Transformation sowie neue Geschäfts- und Vermarktungsmodelle zu sensibilisieren.

Der e/mCommerce Markt ist einer der am stärksten wachsenden Märkte für den Absatz von Waren und Dienstleistungen in Deutschland. Bis 2020 wird erwartet, dass 20% des Umsatzes aus dem Einzelhandel (Non-Food) über elektronische Medien abgewickelt werden. Um erfolgreich in diesen Markt eindringen und bestehen zu können, sind genaue Kenntnisse über den Kunden und die relevanten Marktstrukturen sowie die Beherrschung der notwendigen Technologien notwendig. Die Entwicklungen des Internet und dessen Möglichkeiten (Web 1.0 → Web 3.0) sowie des Nutzerverhaltens zeigen auf, dass über die Technologie, die Produkte oder über den Preis alleine keine Wettbewerbsvorteile mehr generiert werden können. Marken- und Multi-Channel-Management, Serviceleistungen, die Interaktion mit dem Kunden sowie die Interaktion der Kunden untereinander (z.B. User Driven Innovation, Social Media bzw. Social Commerce) und die Beachtung relevanter Erfolgsfaktoren rücken damit verstärkt in den Fokus, um Raum und Potenziale für geeignete Strategien zur Generierung von Wettbewerbsvorteilen zu schaffen. Auf lange Sicht werden sich daher nur die Anbieter behaupten können, deren Business Models genau auf den Zielmarkt und die Kundenbedürfnisse zugeschnitten sind bzw. neue Märkte durch das Wecken neuer Bedürfnisse erschließen oder durch eine geschickte Gestaltung ihrer Business Models Effizienzvorteile und damit auch Kostenvorteile gegenüber dem Wettbewerb realisieren. Unternehmen wie Amazon, Dell, Ryan Air, 3M, Xerox, Virgin, Nintendo, Würth, Nokia, Lego, facebook, Google, etc. stellen eindrucksvoll dar, wie die (teils revolutionäre) Neuentwicklung bzw. Transformation ganzer Business Models oder Teile davon, häufig auch als Business Model Innovation bezeichnet, zu neuen Erlösquellen, Kundenzuwachs oder Wettbewerbsvorteilen führen kann. Business Modeling kann dabei zusammenfassend als der Vorgang zur Erstellung eines Business Models bezeichnet werden, wobei Business Modeling nicht gleich Business Modeling ist. Diese Arbeit unterscheidet zwischen Entrepreneurial Business Modeling und Formal Business Modeling und befasst sich in ihrer Zielsetzung primär mit der Herleitung des Begriffs Entrepreneurial Business Modeling sowie damit verbundener Methoden und Werkzeuge. Dabei wird eine Einordnung in das Requirements-Engineering vorgenommen sowie ein Vorgehensmodell für Entrepreneurial Business Modeling und ein Business Model-Framework, zur Darstellung und Beschreibung von Business Models, entwickelt. Sowohl das Vorgehensmodell als auch das Business Model-Framework sollen dabei den Anspruch der Allgemeingültigkeit erfüllen. Zusätzlich werden zwei Prototypen vorgestellt, die Entrepreneurial Business Modeling-Aktivitäten unterstützen sollen. Vier Fallbeispiele aus dem studentischen und wirtschaftlichen Umfeld stellen die Praxistauglichkeit der im Rahmen dieser Niederschrift erarbeiteten Artefakte unter Beweis und deuten auch auf eine bestimmte Allgemeingültigkeit hin. Diese praxisorientierte Arbeit ermöglicht einen grundlegenden Einblick in ein junges Forschungsgebiet, stellt damit eine solide Ausgangsbasis für weitere Forschungen dar und schließt mit entsprechenden Empfehlungen dahingehend.

Der e/mCommerce Markt ist einer der am stärksten wachsenden Märkte für den Absatz von Waren und Dienstleistungen in Deutschland. Bis 2020 wird erwartet, dass 20% des Umsatzes aus dem Einzelhandel (Non-Food) über elektronische Medien abgewickelt werden. Um erfolgreich in diesen Markt eindringen und bestehen zu können, sind genaue Kenntnisse über den Kunden und die relevanten Marktstrukturen sowie die Beherrschung der notwendigen Technologien notwendig. Die Entwicklungen des Internet und dessen Möglichkeiten (Web 1.0 → Web 3.0) sowie des Nutzerverhaltens zeigen auf, dass über die Technologie, die Produkte oder über den Preis alleine keine Wettbewerbsvorteile mehr generiert werden können. Marken- und Multi-Channel-Management, Serviceleistungen, die Interaktion mit dem Kunden sowie die Interaktion der Kunden untereinander (z.B. User Driven Innovation, Social Media bzw. Social Commerce) und die Beachtung relevanter Erfolgsfaktoren rücken damit verstärkt in den Fokus, um Raum und Potenziale für geeignete Strategien zur Generierung von Wettbewerbsvorteilen zu schaffen. Auf lange Sicht werden sich daher nur die Anbieter behaupten können, deren Business Models genau auf den Zielmarkt und die Kundenbedürfnisse zugeschnitten sind bzw. neue Märkte durch das Wecken neuer Bedürfnisse erschließen oder durch eine geschickte Gestaltung ihrer Business Models Effizienzvorteile und damit auch Kostenvorteile gegenüber dem Wettbewerb realisieren. Unternehmen wie Amazon, Dell, Ryan Air, 3M, Xerox, Virgin, Nintendo, Würth, Nokia, Lego, facebook, Google, etc. stellen eindrucksvoll dar, wie die (teils revolutionäre) Neuentwicklung bzw. Transformation ganzer Business Models oder Teile davon, häufig auch als Business Model Innovation bezeichnet, zu neuen Erlösquellen, Kundenzuwachs oder Wettbewerbsvorteilen führen kann. Business Modeling kann dabei zusammenfassend als der Vorgang zur Erstellung eines Business Models bezeichnet werden, wobei Business Modeling nicht gleich Business Modeling ist. Diese Arbeit unterscheidet zwischen Entrepreneurial Business Modeling und Formal Business Modeling und befasst sich in ihrer Zielsetzung primär mit der Herleitung des Begriffs Entrepreneurial Business Modeling sowie damit verbundener Methoden und Werkzeuge. Dabei wird eine Einordnung in das Requirements-Engineering vorgenommen sowie ein Vorgehensmodell für Entrepreneurial Business Modeling und ein Business Model-Framework, zur Darstellung und Beschreibung von Business Models, entwickelt. Sowohl das Vorgehensmodell als auch das Business Model-Framework sollen dabei den Anspruch der Allgemeingültigkeit erfüllen. Zusätzlich werden zwei Prototypen vorgestellt, die Entrepreneurial Business Modeling-Aktivitäten unterstützen sollen. Vier Fallbeispiele aus dem studentischen und wirtschaftlichen Umfeld stellen die Praxistauglichkeit der im Rahmen dieser Niederschrift erarbeiteten Artefakte unter Beweis und deuten auch auf eine bestimmte Allgemeingültigkeit hin. Diese praxisorientierte Arbeit ermöglicht einen grundlegenden Einblick in ein junges Forschungsgebiet, stellt damit eine solide Ausgangsbasis für weitere Forschungen dar und schließt mit entsprechenden Empfehlungen dahingehend.:Inhaltsverzeichnis VII Abbildungsverzeichnis IX Tabellenverzeichnis XII Abkürzungsverzeichnis XIII Zusammenfassung 1 1 Einleitung 2 1.1 Ausgangssituation 2 1.2 Problemstellung 4 1.3 Zielsetzung 5 1.4 Aufbau der Arbeit 8 1.5 Wissenschaftliche Einordnung 9 2 Grundlagen 13 2.1 Business Modeling 13 2.1.1 Begriffsbestimmung \"Business Model\" und \"Business Modeling\" 13 2.1.2 Abgrenzung zum Business Engineering 22 2.1.3 Business Model-Management-Modi 25 2.1.4 Business Model-Ansätze 26 2.1.5 Business Model-Komponenten 30 2.1.6 Erfolgsrelevanz 36 2.2 Strategie 37 2.2.1 Begriffsbestimmung 37 2.2.2 Strategieentwicklung 39 2.2.3 Marktorientierter Ansatz 41 2.2.4 Ressourcenorientierter Ansatz 42 2.2.5 Einordnung beider Ansätze in den Strategieentwicklungsprozess 43 2.3 Kritische Erfolgsfaktoren 45 2.3.1 Traditionelle Erfolgsfaktoren 45 2.3.2 Erfolgsfaktoren im eBusiness/ eCommerce 47 2.3.3 Erfolgsfaktoren im mBusiness/ mCommerce 49 2.4 Early Requirements Engineering 53 2.4.1 Begriffsbestimmung und Entwicklung des Requirements Engineerings 53 2.4.2 Early und Late Requirements 56 2.4.3 Zielorientierte Requirements Engineering Ansätze 59 3 Entrepreneurial Business Modeling 68 3.1 Business Model oder Strategie - Was kommt zuerst? 68 3.2 Business Modeling im Kontext der Evolution einer Organisation 71 3.2.1 Early Stage 72 3.2.2 Expansion Stage 74 3.2.3 Later Stage 76 3.3 Komponenten des Entrepreneurial Business Modeling 79 3.4 Gestaltungsfaktoren 88 4 Vorgehensmodell: EBM2Loop 94 4.1 Erfolgsfaktorenorientierter Managementprozess 94 4.2 Loop 1: Design-Loop 96 4.3 Bridge-Phase 100 4.4 Loop 2: Administration-Loop 103 4.5 Einordnung in die Business Model-Management-Modi 106 5 Framework: Business Model-Poster 111 5.1 Vision 112 5.2 Value Proposition 113 5.3 Value Configuration 115 5.3.1 Key Resources 116 5.3.2 Key Activities 116 5.3.3 Customer Relationships 117 5.3.4 Channels 118 5.4 Customers 119 5.5 Key Partners 120 5.6 Revenue Model 122 5.7 Cost Structure 123 5.8 Critical Success Factors 123 5.9 Strategies 126 5.10 Anwendungsbeispiel: Apple 126 6 Softwarelösung: i*-basierter Business Modeler (ibBM) 130 6.1 Kombiniertes Erfolgsfaktorenmodell 130 6.2 Erweiterung der vorhandenen i*-Notation 131 6.3 ibBM-Prototyp: ePOINT.EC 134 6.4 ibBM-Prototyp: ePOINT.SL 140 7 Validierung 145 7.1 Studierende: Business Modeling 145 7.1.1 Curricular 145 7.1.2 Außercurricular 149 7.2 Startup: Business Modeling 153 7.3 Konzern: Business Case Modeling 160 7.4 Vergleich der Prototypen ePOINT.EC und ePOINT.SL 168 8 Fazit und Ausblick 173 8.1 Zusammenfassung und Erkenntnisse 173 8.2 Kritische Würdigung 176 8.3 Weitere Forschungsthemen und Entwicklungsmöglichkeiten 178 Stichwortverzeichnis A Literaturverzeichnis D Eidesstattliche Erklärung R Referenzen S Anlagen T Lebenslauf VV

Apesar das novas e efetivas técnicas de engenharia de software, os projetos de desenvolvimento de sistemas estão propensos a ter os mesmos problemas que acometem o software de apoio à gestão. Entrega com atraso, acima do orçamento e não suprindo as reais necessidades dos usuários finais ou da organização que está financiando o desenvolvimento do sistema, são os principais problemas. Esse último problema é o que mais afeta o desenvolvimento de sistemas e é um desafio para que o desenvolvimento personalizado seja uma solução real para várias empresas. Este trabalho apresenta uma proposta de método de gestão que auxilie a comunicação entre as atividades associadas à engenharia de requisitos e as atividades associadas à modelagem dos processos de negócio. Essa abordagem concerne à gestão e tratamento de requisitos de sistemas baseando-se em técnicas de engenharia de processos de negócios e de engenharia de requisitos, no processo unificado de desenvolvimento de software e na utilização de linguagens semi-formais e formais de modelagem, UML e SysML respectivamente. O método pretende mitigar os efeitos dos problemas de comunicação existentes entre os diversos integrantes de um projeto, com especial atenção para a comunicação entre a equipe de requisitos do projeto e os stakeholders responsáveis pela aceitação e aprovação do sistema. A pesquisa, com o apoio da apresentação de dois casos que ilustram o método de gestão proposto, permite concluir que é possível tornar mais efetiva e produtiva a comunicação entre os diversos envolvidos com o projeto, podendo resultar em um processo mais eficiente para a aceitação dos requisitos junto aos stakeholders. / Despite new and effective software engineering techniques, system development projects are likely to have the same problems that affect the management support software. Delivery delay, above budget and not fitting the real needs of end users or the organization that is funding the system development, are the most common problems. The latter problem is the one that most affects the systems development and is a challenge for the custom development to be a real solution to several companies. This work presents a proposal for a management method to help the communication between the activities associated with the engineering requirements and the activities associated with business processes modeling. This approach, concerns to the systems requirements treatment and management, is based on business processes engineering and requirements engineering, in software development unified process and in the use of semi-formal and formal modeling languages as UML and SysML, respectively. The method seeks to mitigate the effects of the communication problems among the project members, with special attention to the communication between the project requirements team and the stakeholders responsible for the system acceptance and adoption. The research, supported by the presentation of two cases which illustrates the proposed management method, has concluded that it is possible to make more effective and productive communication among members related with the project, which may result a more efficient process for the stakeholders requirement acceptance.

Submitted by Clebson Anjos (clebson.leandro54@gmail.com) on 2015-12-09T20:54:13Z No. of bitstreams: 1 arquivototal.pdf: 2363512 bytes, checksum: b361ceab4c61763eead69646a123f90c (MD5) / Made available in DSpace on 2015-12-09T20:54:13Z (GMT). No. of bitstreams: 1 arquivototal.pdf: 2363512 bytes, checksum: b361ceab4c61763eead69646a123f90c (MD5) Previous issue date: 2015-02-27 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - CAPES / The need for constant renewal organizations undertake to remain at the forefront of the dynamic demands of the market and society as well as the indispensable quest for expansion and business development have required practical approaches to foster creativity and to enable change, given that established processes to manage such objectives are not easily identified. By doing so, this organizational model facilitates the re-assessment the scope and proposal of each organization as a pathway to reinvention. Among numerous approaches, the Canvas method has been utilized by organizations with different sizes and backgrounds. It is presented as a model of renowned efficiency as it proposes not only structure but also a means to foment creative thinking, collaborative work, and the organization and its relationships as a whole. This study is aimed at the examination of the use of the Canvas methodology in promoting organizational planning and development within a managerial group focused on the service industry, food and trade. It takes into consideration concepts drawn from the literature regarding the perception of business professionals about the Canvas method and its application in aforementioned organizational context. This qualitative research study relied on observation and descriptive narrative and data derived from the review of documents and from interviews of managers and the consultant involved in the implementation of the methodology. The conclusion reveals that the implementation of the Canvas was successful as it made use of the original proposal developed by Professor Alexander Osterwalder. It also reveals that the successful implementation is the result of the strong entrepreneurship culture of the managers, of the advanced level of organizational maturity, of the favorable conjuncture, and of the approach with which the managers absorbed the methodology as a mental model. / A necessidade de constante renovação das organizações para fazer frente às demandas dinâmicas do mercado e da sociedade, juntamente com a imprescindível busca pela expansão e desenvolvimento de novos negócios tem requerido formas mais práticas de fomentar a criatividade e viabilizar a mudança, uma vez que não se verificam processos estabelecidos para gerenciar tais objetivos. É nesse sentido que a modelagem organizacional tem permitido reavaliar o perfil e a proposta de atuação de cada empresa como uma forma de se posicionar e se reinventar. Dentre as diversas abordagens, a metodologia Canvas vem sendo utilizada em organizações dos mais diversos tipos e setores e se apresenta como um modelo de reconhecida eficiência ao propor não apenas uma estrutura, mas um modo de fomentar o pensamento criativo, uma forma de trabalho colaborativa, e que considera a organização e suas relações como um todo. Esse estudo pretende verificar como o uso da metodologia Canvas proporciona o planejamento e desenvolvimento organizacional num grupo empresarial que atua nos setores de serviço, alimentação e comércio, considerando para isso, os conceitos da literatura e a percepção de valor por parte dos gestores ao descrever como o Canvas tem sido aplicado nesse contexto organizacional. Para tanto, a pesquisa se deu de forma qualitativa, através de um estudo de caso, com observação participativa, se utilizando de dados provenientes de documentos e entrevista com os gestores e o consultor envolvido na implantação. A investigação concluiu que o estabelecimento do Canvas se deu de forma bem sucedida ao utilizar a proposta original do professor Alexander Osterwalder e que, além disso, o resultado positivo também ocorreu devido à forte cultura empreendedora dos gestores, ao estado de maturidade organizacional, à conjuntura favorável e em decorrência da forma como os gestores absorveram a metodologia enquanto esquema mental.

Apesar das novas e efetivas técnicas de engenharia de software, os projetos de desenvolvimento de sistemas estão propensos a ter os mesmos problemas que acometem o software de apoio à gestão. Entrega com atraso, acima do orçamento e não suprindo as reais necessidades dos usuários finais ou da organização que está financiando o desenvolvimento do sistema, são os principais problemas. Esse último problema é o que mais afeta o desenvolvimento de sistemas e é um desafio para que o desenvolvimento personalizado seja uma solução real para várias empresas. Este trabalho apresenta uma proposta de método de gestão que auxilie a comunicação entre as atividades associadas à engenharia de requisitos e as atividades associadas à modelagem dos processos de negócio. Essa abordagem concerne à gestão e tratamento de requisitos de sistemas baseando-se em técnicas de engenharia de processos de negócios e de engenharia de requisitos, no processo unificado de desenvolvimento de software e na utilização de linguagens semi-formais e formais de modelagem, UML e SysML respectivamente. O método pretende mitigar os efeitos dos problemas de comunicação existentes entre os diversos integrantes de um projeto, com especial atenção para a comunicação entre a equipe de requisitos do projeto e os stakeholders responsáveis pela aceitação e aprovação do sistema. A pesquisa, com o apoio da apresentação de dois casos que ilustram o método de gestão proposto, permite concluir que é possível tornar mais efetiva e produtiva a comunicação entre os diversos envolvidos com o projeto, podendo resultar em um processo mais eficiente para a aceitação dos requisitos junto aos stakeholders. / Despite new and effective software engineering techniques, system development projects are likely to have the same problems that affect the management support software. Delivery delay, above budget and not fitting the real needs of end users or the organization that is funding the system development, are the most common problems. The latter problem is the one that most affects the systems development and is a challenge for the custom development to be a real solution to several companies. This work presents a proposal for a management method to help the communication between the activities associated with the engineering requirements and the activities associated with business processes modeling. This approach, concerns to the systems requirements treatment and management, is based on business processes engineering and requirements engineering, in software development unified process and in the use of semi-formal and formal modeling languages as UML and SysML, respectively. The method seeks to mitigate the effects of the communication problems among the project members, with special attention to the communication between the project requirements team and the stakeholders responsible for the system acceptance and adoption. The research, supported by the presentation of two cases which illustrates the proposed management method, has concluded that it is possible to make more effective and productive communication among members related with the project, which may result a more efficient process for the stakeholders requirement acceptance.