Avec plus de 100.000 transactions chaque année, les marchés publics représentent près de 10 % du PIB français. Pourtant, peu de travaux en sciences de gestion ont tenté de comprendre les manoeuvres stratégiques qui facilitent l'accès des entreprises à la commande publique. En s'appuyant sur la théorie des réseaux, le but de cette thèse est, justement, d'étudier l'impact de l'environnement relationnel des entreprises. Nous proposons, ainsi, un modèle qui décrit comment les réseaux d'alliances influencent l'attribution des marchés publics. Pour réaliser ce travail de recherche, nous observons 4.242 transactions de marchés publics dans lesquelles sont impliquées des alliances stratégiques. Une analyse structurale des données nous permet, alors, de détecter les réseaux d'alliances. L'organisation de ces réseaux révèle des propriétés relationnelles non-triviales, et identiques à celles des réseaux sociaux. Ces propriétés sont testées à partir d'équations structurelles (PLS-path modeling). Les résultats montrent un effet significatif de 4 propriétés relationnelles (l'encastrement, l'attachement préférentiel, la force des liens et la transitivité) sur l'obtention des marchés publics. Nous décrivons, ensuite, la façon d'organiser, efficacement, des manoeuvres d'alliances. Nous posons, ainsi, les fondements d'un système d'intelligence économique pour former des coalitions. Ce système repose sur une cartographie des réseaux qui permet aux entreprises de comprendre et d'influencer leur environnement relationnel. / With over 100 000 exchanges per years, public procurement represent almost 10% of French GDP. Nevertheless, few scientific management studies have investigated strategies which ease accessibility to public procurement to companies. Based on network theory, my thesis purpose was to study the impact of the company relational environment. We now characterize a model that illustrates the effect of strategic networks on contract awarding. We investigated 4242 transactions in French public market with strategic alliances involvement. A structural data analysis highlighted strategic networks characterized by an organization having non trivial relational properties, which are identical to social networks. We used structural equations modeling (PLS-path modeling) to validate this observation. Indeed, we demonstrated that 4 different relational properties (embeddedness, preferential attachment, strength of ties and transitivity) influence significantly the public contract awarding. What are these model applications? This model draws a company network map, a useful tool for company to manage and understand their possible coalitions. We propose how to organize efficient strategic alliances which is one of the bases of competitive intelligence system.

A globalização e os avanços tecnológicos provocam mudanças muito rápidas, gerando incertezas e dificultando a tomada de decisões em organizações. O uso de um Sistema de Inteligência Competitiva (SIC) fornece informações analisadas, permitindo a tomada de decisões com segurança em um curto espaço de tempo, facilitando a sobrevivência de organizações em um cenário competitivo. Algumas das técnicas utilizadas no campo da Inteligência Competitiva (IC) são aplicáveis para monitorar tendências tecnológicas e de inovação, sendo assim, são aplicáveis a laboratórios de pesquisa acadêmica que visam ao desenvolvimento tecnológico, à inovação e à solução de problemas práticos. O Laboratório de Eletrônica Embarcada (LEE) é frequentado por alunos de graduação e pós-graduação (mestrado e doutorado) da Escola de Engenharia de São Carlos. Por ser um ambiente acadêmico, de formação de pessoas, existe alta rotatividade de recursos humanos, o que é prejudicial do ponto de vista de conhecimento. Cada pesquisador que se forma leva consigo todo o material e conhecimento adquiridos durante a pesquisa. Daí surge o interesse da coordenação do LEE em gerir o conhecimento e implantar um Sistema de Inteligência Competitiva (SIC) através do uso de ferramentas computacionais que auxiliem o processo de gerenciar o conhecimento. Utilizou-se para a implementação do SIC o software Zotero, disponibilizando informações sobre as pesquisas realizadas ou em andamento no LEE, principalmente o material bibliográfico já levantado por outros pesquisadores, facilitando a revisão de literatura dos novos alunos, a escrita de artigos científicos e a escolha do tema de pesquisa. Como resultados, obteve-se a redução do tempo gasto com a pesquisa bibliográfica e com a confecção de citações e referências, visto que o software realiza estas operações automaticamente, além de auxiliar na tomada de decisões, como por exemplo, a escolha do tema da pesquisa, pois a IC dá suporte à tomada de decisões baseadas nas análises já efetuadas por outros pesquisadores. Conclui-se que as facilidades oferecidas pelo Zotero contribuíram para a diminuição do tempo gasto com a pesquisa bibliográfica e escrita de artigos científicos. Sua característica de promover interação entre equipes e apoiar as atividades de IC nas fases de coleta e análise, além de gerar relatórios sucintos e objetivos sobre o conteúdo armazenado, o constituem como uma boa escolha para a implementação do SIC em um laboratório de pesquisas. A centralização do banco de dados em um servidor interno contribuiu para a segurança da informação. / Globalization and technological advances lead to very rapid changes, creating uncertainty and hindering the decision-making in organizations. The use of a Competitive Intelligence System (CIS) provides analyzed information, allowing making safe decisions within a short time, facilitating the survival of organizations in a competitive landscape. Some of the techniques used in the field of Competitive Intelligence (CI) are applicable to monitor technological and innovation trends, therefore, they are applicable to academic research laboratories aimed at technological development, innovation and practical problem solving. The Embedded Electronics Laboratory (EEL) is attended by undergraduate and postgraduate students (Masters and PhD) of the School of Engineering of São Carlos. Being an academic environment, there is high turnover of human resources, which is detrimental from the standpoint of knowledge. Each researcher who obtains his degree takes away all the material and knowledge acquired during the research. Hence, the coordination of the EEL has been interested in deploying a Competitive Intelligence System (CIS) through the use of computational tools that assist the process of managing knowledge. The Zotero software was used for the implementation, providing information on the completed or in progress researches which are developed at the EEL, especially the bibliography already consulted by other researchers, helping literature review, writing papers and choice of research topic for the new students. As a result, the time spent on bibliographic research and the preparation of quotations and references was reduced, since the software automatically performs these operations, and helps the decision-making, as example, guides the choice of research topic, since the CI supports the decision-making based in the analysis already performed by other researchers. The facilities offered by Zotero contributed to the decreased time spent on literature review and writing papers. Its characteristic to promote interaction among teams and support the activities of CI during the stages of collection and analysis, besides generating succinct and objective reports on the stored content, constitute it as a good choice for the implementation of the SIC in a research lab. The centralization of the database on an internal server contributed to the security of information.

在全球化市場及國際化競爭的環境中，企業需加強對競爭對手的瞭解、對整體市場變動的認知、致力於開發有特色的產品、開發多元的行銷通路以及提供創新服務；而透過競爭智慧系統(Competitive Intelligence System, CIS)提供企業做預警的準備，估計競爭者未來可能採取的策略和反應，以有效地制定企業自己的策略方向及策略措施，適時反應市場變化。 本研究以五力分析為基礎與PEST結合形成九力分析，藉此分析記憶體模組產業此九項作用力間的強弱關係，並以九力觀點針對個案公司進行深入探究，得知個案公司於「供應商議價能力」之作用力對其他威脅性較高之市場因素。並透過SWOT 分析協助個案公司知悉目前定位，本研究藉由九力分析結果結合SWOT策略矩陣，建議個案公司建置競爭智慧系統，協助尋找上下游競爭決策流程之關鍵智慧議題，並深入探討如何設計對於上游採購之流程與相關競爭智慧之動態需求，並建立概念資料模型以供決策之用。 研究結果發現，記憶體模組產業目前所面臨最大挑戰為記憶體顆粒市場變化劇烈，需隨時掌握記憶體價格波動情況，並隨時監控市場交易情況，藉由建置競爭智慧系統了解各家競爭公司對於供應商之合作關係，快速反應市場的變化，提供個案公司完整之資料來源和結構化資料，以便未來企業做為決策之依據並追求機會，以提升自身競爭優勢。 / In the globalization market and competitive environment, enterprises need to understand their competitors and changes of the globalization market, to develop unique products, to diversify marketing channels, and also to provide innovative services. Through Competitive Intelligence System (CIS), enterprises can predict competitors’ strategies and responses in the future develop their own business strategy and have quick response to the change of the globalization market. This study uses the nine forces to investigate the critical production factors that have great impacts on the memory module industry. By means of the SWOT cross-matrix analysis, the study forms find out, analyze, constructs the strength and weakness of the case in this industry. According to the analysis, the force of the supplier’s bargaining power has more influence than the other forces. Then, this study explores how to design the process for the upstream procurement and the dynamic needs of competitive intelligence. Finally, according to the result to identify the key intelligence topic of the competitive decision-making process and build conceptual data model for decisions. The results show that the biggest challenge of the memory module industry is the price of the DRAM in the market. Therefore, enterprises need to know the whole industry market conditions. By implementing the Competitive Intelligence System, it is easily to understand various competitors for the cooperation between suppliers, and to respond to market changes rapidly. Furthermore, CIS provides complete data sources and structured data to the enterprise as a basis for decision-making and help business to look for the opportunities to enhance their competitive advantage in the future.

A globalização e os avanços tecnológicos provocam mudanças muito rápidas, gerando incertezas e dificultando a tomada de decisões em organizações. O uso de um Sistema de Inteligência Competitiva (SIC) fornece informações analisadas, permitindo a tomada de decisões com segurança em um curto espaço de tempo, facilitando a sobrevivência de organizações em um cenário competitivo. Algumas das técnicas utilizadas no campo da Inteligência Competitiva (IC) são aplicáveis para monitorar tendências tecnológicas e de inovação, sendo assim, são aplicáveis a laboratórios de pesquisa acadêmica que visam ao desenvolvimento tecnológico, à inovação e à solução de problemas práticos. O Laboratório de Eletrônica Embarcada (LEE) é frequentado por alunos de graduação e pós-graduação (mestrado e doutorado) da Escola de Engenharia de São Carlos. Por ser um ambiente acadêmico, de formação de pessoas, existe alta rotatividade de recursos humanos, o que é prejudicial do ponto de vista de conhecimento. Cada pesquisador que se forma leva consigo todo o material e conhecimento adquiridos durante a pesquisa. Daí surge o interesse da coordenação do LEE em gerir o conhecimento e implantar um Sistema de Inteligência Competitiva (SIC) através do uso de ferramentas computacionais que auxiliem o processo de gerenciar o conhecimento. Utilizou-se para a implementação do SIC o software Zotero, disponibilizando informações sobre as pesquisas realizadas ou em andamento no LEE, principalmente o material bibliográfico já levantado por outros pesquisadores, facilitando a revisão de literatura dos novos alunos, a escrita de artigos científicos e a escolha do tema de pesquisa. Como resultados, obteve-se a redução do tempo gasto com a pesquisa bibliográfica e com a confecção de citações e referências, visto que o software realiza estas operações automaticamente, além de auxiliar na tomada de decisões, como por exemplo, a escolha do tema da pesquisa, pois a IC dá suporte à tomada de decisões baseadas nas análises já efetuadas por outros pesquisadores. Conclui-se que as facilidades oferecidas pelo Zotero contribuíram para a diminuição do tempo gasto com a pesquisa bibliográfica e escrita de artigos científicos. Sua característica de promover interação entre equipes e apoiar as atividades de IC nas fases de coleta e análise, além de gerar relatórios sucintos e objetivos sobre o conteúdo armazenado, o constituem como uma boa escolha para a implementação do SIC em um laboratório de pesquisas. A centralização do banco de dados em um servidor interno contribuiu para a segurança da informação. / Globalization and technological advances lead to very rapid changes, creating uncertainty and hindering the decision-making in organizations. The use of a Competitive Intelligence System (CIS) provides analyzed information, allowing making safe decisions within a short time, facilitating the survival of organizations in a competitive landscape. Some of the techniques used in the field of Competitive Intelligence (CI) are applicable to monitor technological and innovation trends, therefore, they are applicable to academic research laboratories aimed at technological development, innovation and practical problem solving. The Embedded Electronics Laboratory (EEL) is attended by undergraduate and postgraduate students (Masters and PhD) of the School of Engineering of São Carlos. Being an academic environment, there is high turnover of human resources, which is detrimental from the standpoint of knowledge. Each researcher who obtains his degree takes away all the material and knowledge acquired during the research. Hence, the coordination of the EEL has been interested in deploying a Competitive Intelligence System (CIS) through the use of computational tools that assist the process of managing knowledge. The Zotero software was used for the implementation, providing information on the completed or in progress researches which are developed at the EEL, especially the bibliography already consulted by other researchers, helping literature review, writing papers and choice of research topic for the new students. As a result, the time spent on bibliographic research and the preparation of quotations and references was reduced, since the software automatically performs these operations, and helps the decision-making, as example, guides the choice of research topic, since the CI supports the decision-making based in the analysis already performed by other researchers. The facilities offered by Zotero contributed to the decreased time spent on literature review and writing papers. Its characteristic to promote interaction among teams and support the activities of CI during the stages of collection and analysis, besides generating succinct and objective reports on the stored content, constitute it as a good choice for the implementation of the SIC in a research lab. The centralization of the database on an internal server contributed to the security of information.