Submitted by Philip Pilwarsch (philip.pilwarsch@gmail.com) on 2017-05-06T11:03:14Z No. of bitstreams: 1 PilwarschPhilip_Dissertation.docx: 2038442 bytes, checksum: 5f6dc18f2f0d6ad8f3aee9f8725b5816 (MD5) / Approved for entry into archive by Leiliane Silva (leiliane.silva@fgv.br) on 2017-05-25T12:39:38Z (GMT) No. of bitstreams: 1 PilwarschPhilip_Dissertation.docx: 2038442 bytes, checksum: 5f6dc18f2f0d6ad8f3aee9f8725b5816 (MD5) / Made available in DSpace on 2017-05-30T18:21:06Z (GMT). No. of bitstreams: 1 PilwarschPhilip_Dissertation.docx: 2038442 bytes, checksum: 5f6dc18f2f0d6ad8f3aee9f8725b5816 (MD5) Previous issue date: 2017-03-17 / This paper tries to understand the factors that influence Brazilian software firms to pursue an accelerated internationalization strategy. A literature review gives an overview of existing theories trying to explain the born global phenomenon. Based on these theories a framework was developed, which lists the factors that have an impact on early internationalization. The factors are grouped in three different categories: internal, external, and entrepreneur factors. During interviews with three Brazilian software international ventures the relevant factors were identified. The results show that the flexibility and client-followership are important internal factors. Niche markets and foreign competition are influencing the internationalization from the external side. International experience and informal networks are important entrepreneur factors. Moreover, a difference between business-to-business and business-to-consumer firms could be found. / O presente trabalho tenta entender os fatores que influenciam empresas brasileiras de software a seguir uma estratégia de internacionalização acelerada. O estudo da literatura a respeito do tema expõe uma visão geral das teorias existentes que buscam explicar o surgimento deste fenômeno born global. Com base nessas teorias desenvolveu-se uma estrutura contendo uma relação de fatores que influenciam a internacionalização precoce. Os fatores foram classificados em três categorias: internos, externos e fatores empreendedores. Ao longo de entrevistas com três start-ups de software brasileiras que se internacionalizaram foram identificados esses fatores relevantes. Nichos de mercado e competição estrangeira estão influenciando a internacionalização do lado externo. Experiência internacional e redes de contatos informais consistem em fatores empreendedores importantes. Ademais, foi possível detectar uma diferença entre empresas que atuam no segmento business-to-business e business-to-consumer.

Whenever someone starts a company from scratch there is a great chance he or she (the entrepreneur) looks for funding. People who fund entrepreneurs and start-­‐ups are usually venture capitalists or business angels. Whether it is one or the other these people want to invest wisely. However without last year’s report piling up at the reception of this start-­‐up another approach is necessary. This master thesis focuses on how valuation is possible without haveing financial data. The main focus the thesis is to find whitch personal attributes you should look for in a successful future entrepreneur.

Syfte: Syftet med studien är att berika litteraturen kopplad till hur etablerade företag kan överkomma de svårigheter som är förknippade med organisationsstrukturerna under implementeringsfasen av Internal Corporate Venturing. För att uppnå syftet undersöker vi följande forskningsfrågor: RQ1: Hur och varför skapar organisationsstrukturer svårigheter under implementeringsfasen för de etablerade företagen när de bedriver Internal Corporate Venturing RQ2: Hur kan etablerade företag övervinna svårigheter med organisationsstrukturer när de deltar i implementeringsfasen för Internal Corporate Venturing? Metod: Studien är en kvalitativ enskild fallstudie, där ett etablerat företag inom fordonsindustrin i Göteborg, Sverige har undersökts. Sammanfattningsvis har 31 intervjuer genomförts under tre vågor och analyserats via en tematisk analysmetod. Resultat: Resultatet av denna studie är ett ramverk och en färdplan som illustrerar svårigheter, konsekvenser och åtgärder avseende organisationsstrukturer under implementeringsfasen av Internal Corporate Venturing. De mest framträdande svårigheterna är bristen på lack of internal support systems och organizational behavior obstacles. De mest kritiska konsekvenserna är venture strategy obstacles och innovation failure. De viktigaste åtgärderna är att create a supportive culture och develop a learning organization. Implikationer: Denna studie bidrar med insikter i den bristande litteraturen om organisationsstruktursvårigheter under implementeringsfasen av Internal Corporate Venturing. För chefer bidrar den här studien med ett ramverk för hur företaget kan upptäcka och överkomma svårigheterna med hjälp av specifika åtgärder vid implementering av Internal Corporate Venturing. Slutligen presenterar studien en konceptuell färdplan för hur etablerade företag kan utveckla sin Internal Corporate Venturing process, vilket kan nyttjas av företagets chefer. Begränsning och framtida forskning: Denna studie är begränsad till att undersöka implementeringsfasen av Internal Corporate Venturing på ett enskilt företag, i en specifik bransch, vilket indikerar att framtida forskning kan undersöka andra branscher.  Nyckelord: Corporate Venturing, Internal Corporate Venturing, New Venture Creation, Organizational structures / Purpose: The purpose of the study is to enrich the literature connected to how incumbent firms can mitigate the difficulties connected to the organizational structures during the implementation phase of internal corporate venturing. To fulfill the purpose, we examinethe following researchquestions: RQ1: How and why doorganizational structures create difficulties during the implementation phase for incumbent firms when engaging in internal corporate venturing? RQ2: How can incumbent firms overcome difficulties with organizational structureswhen engaging inthe implementation phase of internal corporate venturing? Method: The study is a qualitativesingle case study, where one incumbent firm within the automotive industry situated in Gothenburg, Sweden has beeninvestigated. In sum, 31interviews havebeen conductedduring three waves and were analyzed via a thematic analysis approach. Findings: The result of this study is a framework and aroadmap illustrating the difficulties, consequences and mitigating actionsregardingorganizational structures during the implementation phase of internal corporate venturing. The most prominent difficulties are lack of internal support systemsand organizational behavior obstacles.The most critical consequences are venture strategy obstacles and innovation failure. The most important actions would be to create a supportive culture and develop a learning organization. Implications: This study contributes with insightsto the scarce literature on organizational structure difficultiesin the implementation phase of internal corporate venturing. For managers this study contributes with a frameworkon how to detect andmitigate the difficulties with specific actions that emergewhen implementing internal corporate venturing. Lastly, this study assist managers with a conceptual roadmap for how incumbent firms could develop theirinternal corporate venturingprocess, the roadmapcould be improved and refined over time. Limitation and future research: This study is limited to investigate theimplementation phase of internal corporate venturing on a single company, in a single industry, indicating that future research could investigate other industry settings. Keywords: Corporate Venturing; Internal Corporate Venturing; New Venture Creation;Organizational structures

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Yes / Previous research has theorised that the link between entrepreneurial orientation (EO) and performance is mediated by environmental sustainability orientation (ESO). However, firm- level factors that may moderate this relationship are lacking. This paper attempts to fill this gap by examining how and when EO enhances new venture performance by considering ESO as mediator and stakeholder integration as an important contingent factor. Using primary data obtained from 242 chief executive officers (CEOs)/entrepreneurs, we found that the indirect relationship between EO and new venture performance is strengthened at high levels of stakeholder integration. Theoretical and practical implications are discussed

科技的變遷常因新產品或新服務的出現，創造出全新的商業機會及市場，因此容易吸引創業家的加入。此階段通常代表產業位於萌芽期或新興期，是新事業較有機會成功的時期。不過，因預期市場的成長性高，相對來說競爭的對象也非常多。新事業必須發展出獨特的競爭優勢，才能在這樣的環境中存活下來。 　　競爭優勢源自企業的核心能耐，為組織日積月累的成果。視企業的性質而定，核心能耐可自企業的核心資源或智慧資本中發掘而出。目前國內研究與核心能耐相關的文獻，多集中在從現有企業的核心資源中辨識出特定產業的核心能耐；較少有文獻探討核心能耐的形成過程，及其是否受創業時期的管理工作所影響。 　　因此，為探討新事業的創業管理與其核心能耐間的關聯性，本研究希望藉由研究結果回答三點研究問題：(1) 創業家在創業階段應注意哪些管理上的事項？(2) 新事業的核心能耐如何發展而得？(3) 創業家的創業管理決策是否影響新事業核心能耐的形成？ 　　本研究以一家IC設計公司–群聯電子，作為研究訪談的個案，從收集到的次級資料及個案訪談的資料中，先試著整理出個案在創業階段的管理歷程，之後再調查個案在新事業各成長階段的智慧資本累積狀況並從中辨識出個案的核心能耐，最後則分析個案在創業階段的管理決策與其核心能耐形成過程的脈絡。從個案研究的結果得到初步的結論如下： 1.創業家需以階段性的方式思考新事業在各個階段的目標及所需的資源，並針對各階段的需求調整作法。 2.新事業的各種智慧資本會互相影響彼此的累積，創業家需注意智慧資本的平衡發展才能建構出最佳的競爭優勢。 3.創業家在創業階段的管理決策會影響新事業智慧資本的發展，進而影響累積出的核心能耐。 / Technological changes often generate new products or services, and create new business opportunities and markets that attract entrepreneurs. This phenomenon tends to occur at the budding or emerging stage of an industry, where new ventures have a better chance to survive. Since the market has potential high growth, one can expect there would be many contestants competing in it. New ventures must develop a sustaining competitive advantage to succeed in such a perilous environment. For a company, its competitive advantages normally come from its core competences, which were accumulated over time. Depending on the nature of the company, its core competence could be developed from its core resources or intellectual capitals. Studies on core competence conducted by local researchers mostly focused on identifying the core competence of a particular industry, based on the existing core resources of well-established companies. So far, no study had been found that explored the relevance of a company’s core competence formation and its management processes during the start-up stage. In order to understand if the managerial decisions undertaken during start-up stage have any effect on a company’s core competence accumulated, we’d like to use our research results to answer the following 3 questions: (1) What are the key management guidelines an entrepreneur should pay attentions to during the start-up stage of a new venture? (2) How are the core competences developed by a new venture? (3) If the decisions made by an entrepreneur during the start-up stage have any effect on the core competences a new venture develops? In this study, we chose an IC design house – Phison Electronics, as our study case. From the case interview and secondary data collected, we tried to reproduce the management processes in Phison’s start-up stage; then identified the core competences accumulated from the intellectual capitals in each growth stage; finally, by inspecting the results summarized above, we would determine if the core competences of Phison could be traced back to its managerial decisions made at start-up stage. Our preliminary conclusions are as follows: 1.The entrepreneurs need to think stage-wise of their new ventures, and define the corporate goals and resources required for each stage of growth, then make adjustments accordingly. 2.Different aspects of a new venture’s intellectual capitals would influence each other’s developments. Entrepreneurs need to maintain a balanced intellectual capital composition within the company to facilitate the formation of the new venture’s competitive advantage. 3.The management decisions entrepreneurs made in start-up stage would affect the development of intellectual capitals in later stages, thereby affecting the accumulation of core competences.

Despite significant research output in recent decades on international new ventures (INVs),little attention has been paid to understanding the processes and conditions under whichthe entrepreneur identifies and exploits an opportunity and subsequently creates valuewithin the firm. As a result, the dynamics involved in the role of the entrepreneur during theestablishment and internationalization of INVs remain in a black box. In order to understandthe context, interaction among players and other dynamics involved before, during, and afterthe establishment of the INV’s creation and development, a different approach is needed. Theaim of this dissertation is to describe and understand the role of entrepreneurs in the processof establishment and internationalization of international new ventures. Three longitudinal case studies were conducted between 1999 and 2008 with a total of 108interviews using snowball sampling. In addition, comprehensive secondary data have beencollected to enrich the empirical cases with thick descriptions, and to enhance content validityas well as the reliability of the research. This study offers a more nuanced picture of how entrepreneurs’ characteristics influencethe international development of their firms. For example, it appears that it was neitherthe previous foreign experience, the education, nor the previously developed internationalnetwork (as suggested by previous literature) that can be credited for the rapid and vastinternationalization of the case firms. Instead, it is suggested that an entrepreneur’schildhood and prior life story directly influences their behaviour in the INV. We proposethat different types of entrepreneurs are important factors to understanding firms’ differentinternationalization patterns. Depending on the backgrounds of the entrepreneurs, theydeveloped preferences, skills, and especially desires that would come to affect the totalbehaviour of their future organizations. This study also develops the notion of psychicdistance into three separate spaces - the physical, the mental and the social space. Forexample, the context and experience during childhood creates the foundations for theentrepreneurs’ mental and social space, which can separately, but also in relation toeach other, offer a more accurate and deeper understanding of the actions taken by theentrepreneurs in the INV. Furthermore, this study has shown that the role and characteristicsof the entrepreneur do change over time, which also determines the individual’s sensitivity toopportunities and the international behaviour of the company.

本研究提出了影響新創公司長期表現的架構，並以教育網絡連結作為衡量 社群網絡連結的依據，探討其解決資訊不對稱問題的效果。本論文透過建構台灣的新創公司、創業投資基金和國家發展基金三個群體的經理人資料，計算出各教育網絡間的連結關係；依此可衡量各教育網絡關係對新創公司長期表現的影響。 實證結果顯示，新創公司和創業投資基金間的雙向教育網絡連結對新創公 司的長期表現有正向影響；然而當教育網絡連結和政府部門(本研究定義為國發基金)有關係時，其效果則延伸出許多議題，其一為政府部門與被投資公司產生教育連結時，其對被投資公司的長期績效表現效果為負向，顯示出產生政治連結時政府部門的投資行為會受到影響。另一方面，當創業投資基金和政府部門產生教育連結時，其對被投資公司的長期績效表現為正，解釋了政府單位在選擇創業投資基金時是以長期績效表現作為選擇依據。 / In this research, educational links are hypothesized as the key factors for solving the information asymmetry problem. By using the uniquely constructed dataset with key information of invested companies, venture capital firms and National Development Fund (NDF) in Taiwan, we quantify the effect of network linkages on invested companies’ long-term performance. Our empirical results show that a linkage between invested companies and VCs positively affects invested companies’ long-term performance. However, the political linkage formed with NDF has non-trivial two-fold effects. While an educational link formed between invested companies and NDF impact long-term performance adversely, the educational link between venture capital firms and NDF in turn has positive effects on the long-term performance. We thus confirm the existence of inappropriate investment decisions frequently taken because of the political link between invested companies and National Development Fund.

Background: Entrepreneurship plays an indispensable role in today’s society. Especially, the creation of new ventures promotes economic growth and new opportunities. Hereof, Sweden is viewed as a role-model, since it is one of the most innovative and entrepreneurial active countries in the world. Almost 6% of Sweden’s inhabitants are currently characterized as nascent entrepreneurs and thus, are engaged in early entrepreneurial activities without having started an official venture yet. Considering the fact that nascent entrepreneurs have no prior entrepreneurial experience while facing uncertain environments, they have to evaluate the attractiveness of new venture ideas and decide whether they are worth to pursue or to drop them. Purpose: The purpose of this thesis is to explore the evaluation approach of nascent entrepreneurs in the light of new venture ideas. More precisely, we want to investigate what kind of approaches they make use of when evaluating the attractiveness of those ideas and their motives behind the approaches. Method: This thesis is of qualitative nature while following an inductive approach and conducting a multiple case study with ten cases of different nascent entrepreneurs. The data is collected through semi-structured interviews, which were conducted in personal face-to-face meetings. For analysing the empirical findings, we engaged in within-case and cross-case analyses, where we identified and analysed common patterns and differences across the cases. Conclusion: All of the research respondents apply a variety of evaluation approaches, where they make use of their cognition as a means of judging and assessing the attractiveness of new venture ideas. Besides utilizing their social network, existing knowledge and future estimations, all nascent entrepreneurs are using heuristic rules-of-thumb for evaluating the idea attractiveness. Thereby, we identified Passion, Monetary Incentives, Resources and Market Potential as the most outstanding rules-of-thumb in the clear majority of the cases.

L’intérêt croissant des différentes économies pour augmenter et promouvoir la participation de ces entreprises dans le commerce international, rend nécessaire une renaissance de la recherche sur les processus d’internationalisation des firmes, en particulier des petites et moyennes entreprises. L’objectif est de fournir un aperçu théorique étendu et complet sur les processus d’internationalisation des PME Languedociennes-Roussillonnaises et Andalouses, et donc par extension Françaises et Espagnoles; ainsi qu’une analyse comparative entre les deux régions. D’un point de vue empirique il s’agira de vérifier les facteurs déterminants des processus d’internationalisation que suivent ces PME, selon leurs structures organisationnelles et facteurs intangibles, mettre en évidence leurs concordances, leurs complémentarités et leurs divergences avec les différentes approches théoriques, aussi, déterminer si uniquement avec le développement et la gestion de certains facteurs présents dans les Born Globals (variables internes), les entreprises à bas intensité exportatrice peuvent d’augmenter leur performance internationale. L’intensité exportatrice associée à l’activité internationale prend tout son sens pour ces organisations. En effet, est devenue une option stratégique nécessaire pour combler la baisse de la demande dans les pays exportateurs. Par ailleurs, l’activité export constitue un enjeu de taille compte tenu de la concurrence ardue sur les marchés internationaux émanant de concurrents aux ressources incomparables et au comportement export très différent. / The growing interest of various economies in increasing and promoting the participation of their SMEs in international trade requires a renaissance of research into the internationalization processes of companies, especially those of small and medium enterprises. The objective is to provide an extensive and global theoretical overview of the processes of internationalization of SMEs in Languedoc-Roussillon and Andalusia and, by extension, of those of French and Spanish enterprises, together with a comparative analysis of the two regions. From an empirical standpoint, we will verify the factors that determine the internationalization process followed by these SMEs, according to their organizational structure and intangible considerations, in order to highlight their similarities to and differences from the various theoretical approaches. We will also determine whether firms with a low rate of exports may improve their international performance solely through the development and management of certain factors in the Born Globals (internal variables). The export rate associated with international activity makes sense for these organizations. In fact, it has become a necessary strategic option in order to offset the drop in demand in exporting countries. In addition, exporting is a major challenge given the stiff competition in international markets from competitors with huge resources and very different export behaviour.