En établissant une relation entre une stratégie d’alliance et la mise en œuvre d’une politique étrangère dans un espace géographique limité, l’auteur entend interpréter des intentions (géo)politiques et place son étude en discussion avec les travaux théoriques centrés sur les rapports de force. Il reconstruit le contexte de la décision polonaise de faire alliance avec les Etats-Unis et montre l’importance de savoir si les comportements d’alliance et d’alignement sont connectés dans la logique des alliances ou si ce sont deux catégories exclusives l’une de l’autre. Il propose ensuite une relecture de la politique orientale polonaise en prenant notamment en compte l’histoire de la Pologne ainsi que les conceptions de ses élites dirigeantes afin de montrer que la stratégie d’alliance avec les Etats-Unis peut être comprise comme l’instrument privilégié de la politique orientale polonaise. Enfin, il identifie les paramètres qui permettent à la fois de corroborer l’existence d’une alliance polono-américaine opérante dans l’espace post-soviétique et d’estimer sa durabilité. Le cas polonais montre qu’il ne faut pas considérer tous les Etats comme s’ils étaient des puissances satisfaites qui cherchent surtout à maximiser leur sécurité plutôt que leur puissance, et qu’il est indispensable de penser le phénomène des alliances (géo)politiquement, historiquement, mais aussi culturellement pour être en mesure d’éviter le piège des faux paradigmes dont sont porteurs des discours construits a posteriori. / By establishing a connection between an alliance strategy and the implementation of a foreign policy in a limited geographical area, the author means to interpret (geo)political intentions and place his study in the context of theoretical works focussing on balance of power. He recontextualises the Polish decision to establish an alliance with the United States and shows the importance of knowing whether alliance and alignment behaviours are connected in the logic of alliances or whether they are two mutually exclusive categories. He then proposes to reconsider Polish eastern policy, paying particular attention to the history of Poland and the thinking of its ruling elites in order to demonstrate that the strategy of alliance with the United States can be regarded as the main instrument of Polish eastern policy. Finally, he identifies the parameters that make it possible both to confirm the existence of a Polish-American alliance operating within the post-Soviet area and to estimate its durability. The example of Poland shows that not all States can be regarded as self-satisfied powers mainly striving to maximise their security rather than their power and that the phenomenon of alliances must be considered in (geo-)political and historical, but also cultural terms in order to avoid the trap of false paradigms to which post facto discourses are prone.

In this discussion paper, we outline and reflect on some of the key challenges that influence the development and uptake of more inclusive and responsible forms of research and innovation. Taking these challenges together, we invoke Collingridge's famous dilemma of social control of technology to introduce a complementary dilemma that of "societal alignment" in the governance of science, technology and innovation. Considerations of social alignment are scattered and overlooked among some communities in the field of science, technology and innovation policy. By starting to unpack this dilemma, we outline an agenda for further consideration of social alignment in the study of responsible research and innovation.

La fonctionnalisation des biomatériaux est une stratégie probante et prometteuse développée pour favoriser l’intégration de biomatériaux dans un organisme vivant. Le dépôt de films multicouches de polyélectrolytes est une méthode de fonctionnalisation de surfaces particulièrement adaptée au recouvrement d’implants. Ces surfaces modifiées pourront ainsi interagir avec leur environnement biologique. Au cours de ce travail de thèse, nous avons développé un nouveau revêtement, à base de composés naturels, capable de recouvrir plusieurs types de surfaces. De plus, ces revêtements originaux peuvent être utilisés pour orienter certains phénomènes cellulaires. Dans la première partie de ce travail de thèse, nous avons mis au point un nouveau système de films multicouches à base de collagène et d’alginate. La réticulation chimique avec la génipine, un agent naturel d’origine végétale (Gardenia Jasminoide), stabilise ces constructions pour une utilisation en conditions physiologiques. Les études d’adhérence et de prolifération de cellules endothéliales humaines ont montré que ces revêtements à base de constituants naturels sont des supports adéquats en vue d’applications biomédicales. Nous avons ensuite déposé des films collagène/alginate sur des implants en titane précédemment recouvert d’un gel microporeux en poly(acide lactique). Nous avons pu montrer que les films collagène/alginate favorisent la prolifération de cellules épithéliales, ce qui permettrait une meilleure intégration des implants. Dans la deuxième partie de notre travail, nous avons développé une technique permettant d’obtenir des revêtements et des membranes à base de films multicouches collagène/alginate ayant des structures fibrillaires orientées. L’alignement fibrillaire s’obtient par simple étirement des substrats élastiques en poly(diméthyl siloxane) (PDMS) sur lesquels sont déposés les revêtements collagène/alginate. La déformation longitudinale du substrat induit un alignement préférentiel des fibrilles de collagène du revêtement. L’étude de l’influence du taux d’étirement sur l’alignement des fibres a montré qu’il était possible de moduler cet alignement. Enfin, nous avons observé que le comportement de différents types cellulaires (fibroblastes et astrocytes) est modifié par l’alignement fibrillaire. On note que les cellules s’alignent dans la même direction que les fibrilles de collagène. A l’évidence, l’organisation fibrillaire du revêtement conditionne la géométrie de l’étalement cellulaire. Les cellules s’allongent lorsque les fibrilles sont alignées. De plus, il apparaît que la direction des divisions cellulaires est guidée par la direction de l’alignement des fibrilles de collagène dans le revêtement étiré. Cela signifie que les cellules sont guidées par les fibrilles de collagène alignées. / Biomaterial functionalization is a promising strategy developed to favor material implantation in a living organism. The deposition of polyelectrolyte multilayer films is a useful functionalization technique to coat implants. These modified surfaces may then interact with their biological environment. In this work, we developed new collagen-based coatings and membranes, able to cover several kinds of substrates. Moreover, these original coatings can either promote cell proliferation or guide cell alignment.In the first part of our work, we developed a new polyelectrolyte multilayer assembly made of collagen and alginate. Chemical cross-linking with a natural agent, genipin (extracted from Gardenia Jasminoide), renders the films stable in physiological conditions. Human endothelial cells adhere and proliferate well on these collagen-based coatings. Then, we functionalized macroporous poly(lactic acid) gels-coated titanium implants with collagen/alginate multilayer films to favor epithelial cell proliferation. We showed that cells adhere and proliferate better on collagen/alginate-coated implants. This shows the potential suitability of collagen/alginate coatings for a better integration of biomaterials.In the second part of our work we developed a new technique in order to align the fibrillar structure of collagen/alginate multilayer films and membranes. The principle is simple and versatile. It consists in stretching collagen/alginate multilayer film coated on PDMS substrates. This longitudinal deformation leads to the alignment of the collagen fibrils in the coating. Cell adhesion and proliferation (fibroblasts, astrocytes) is modified due to fibrils alignment. We showed that cells align along the direction of the collagen fibrils. Obviously, the fibrillar organization of the coatings influences cell adhesion geometry. Cells stretch out along aligned fibrils. Furthermore, it appears that cell divisions direction is guided by the direction of the collagen fibrils alignment in the stretched coatings.

O benchmarking é um processo pelo qual a organização identifica as melhores práticas de um objeto de estudo selecionado, e faz a s melhorias necessárias para alcançá-las. A identificação do objeto é uma etapa fundamental para que se evite que recursos sejam alocados em projetos que pouca ou nenhuma vantagem competitiva tragam à organização. Esta dissertação apresenta uma sistematização da etapa de identificação do objeto de estudo de benchmarking que leve em consideração a importância das dimensões competitivas para os clientes, o seu desempenho frente à concorrência e o alinhamento entre os projetos de benchmarking e as prioridades estratégicas de melhoria de desempenho organizacional. A proposta é detalhada com a apresentação de algumas ferramentas que podem ser úteis durante esta etapa de planejamento do processo de benchmarking. Após a apresentação da sistemática, dois casos de aplicação da proposta são relatados e discutidos. Mesmo diante das limitações e dificuldades ocorridas, as empresas mostraram-se bastante satisfeitas com os resultados apresentados, e certas de que se projetos de benchmarking fossem implementados a partir dos objetos de estudo identificados, eles trariam considerável vantagem competitiva para a organização. / Benchmarking is a process through which the organization identifies the best practices of a selected object of study, and makes improvements necessaries to reach them. The identification of the object of study is an important stage to prevent that resources be placed towards projects that little or no competitive advantage bring to the organization. This project presents a systematization of the benchmarking object of study identification stage that considers the importance of the competitive dimensions to the customers, its performance with relation to the competitors, and the alignment between the benchmarking projects and the strategical priorities of organizational performance improvement. The proposal is detailed with the presentation of some tools that can be useful during the benchmarking process planning stage. After the presentation of the systematics, two cases of application are presented and discussed. Although the limitations and difficulties in applying the proposal, the managers of the companies had shown themselves pleased with the presented results, and certain that if benchmarking projects were implemented from the identified objects of study, they would bring considerable competitive advantage for the organization.

Este trabalho tem o objetivo de entender e analisar o processo de alinhamento da estratégia de negócio e a gestão de pessoas para obtenção de vantagem competitiva nas organizações. A gestão das pessoas tornou-se um desafio estratégico de muitas organizações na atualidade, em decorrência das mudanças importantes que acontecem no cenário competitivo. A gestão das pessoas é um processo complexo, que deve ser arquitetado com estratégias, políticas e práticas e uma estrutura de Recursos Humanos que contribua na capacitação dos gestores organizacionais no exercício desse papel. Muitos trabalhos acadêmicos, a partir do fim do século XX, se concentram em estudar estratégias, políticas e práticas de gestão de pessoas que contribuem para a melhoria dos resultados organizacionais ou, em analisar modelos de Recursos Humanos que mais colaboram para a implementação das estratégias organizacionais; direcionando achados considerados universais, por meio de abordagens quantitativas. Aspectos como os impactos das demandas do ambiente de negócio, a relação com a estratégia organizacional, o alinhamento entre estratégia, políticas e práticas de gestão de pessoas e a transição da estrutura de Recursos Humanos como área de suporte ao modelo de gestão escolhido, foram pouco analisados de forma inter-relacionada. Esta pesquisa optou por um estudo exploratório, analisando relações, contextos, dificuldades e posicionamento empresarial. Como suporte, revisou boa extensão dos trabalhos acadêmicos mencionados enfocando estratégias e abordagens teóricas de gestão de pessoas, consistência e alinhamento das políticas e práticas de gestão de pessoas, a evolução e o papel das estruturas de Recursos Humanos e abordagens para analisar resultados em gestão de pessoas. O estudo de caso foi realizado na Oxiteno, empresa brasileira do setor químico. A coleta de dados baseou-se em entrevistas em profundidade, questionários, grupos de foco e coleta de dados secundários para viabilizar o aprofundamento dos dados e a sua triangulação. Os resultados sugerem que o alinhamento é um processo na Oxiteno. Algumas estratégias de gestão de pessoas existentes (gestão de competências, transformação cultural e gestão de talentos) podem ser associadas a outras, ainda em desenvolvimento (gestão do conhecimento e da comunicação e ambiente) para suportar o processo de crescimento da empresa. Políticas e práticas podem ser revisadas e mais extensamente comunicadas para reforçar essas estratégias como: o desenvolvimento de sucessores, o reconhecimento de desempenhos e contribuições individuais e em grupo, além da busca da participação e do exercício constante da comunicação. A área de RH deve ser vista como um parceiro estratégico, não como ator principal na gestão de pessoas. A aferição dos processos de gestão e do exercício dos papéis dos gestores de pessoas pode contribuir para direcionar os comportamentos individuais das pessoas para que estas sejam vistas e percebidas como fonte de vantagem competitiva, demanda prioritária da Organização. Algumas indagações são decorrentes do estudo de caso: É possível obter um alinhamento permanente entre gestão de pessoas e desafios organizacionais? O esforço organizacional na busca de engajamento e comprometimento das pessoas por si só é um posicionamento estratégico? Como efetivamente aferir pessoas como fonte de vantagem competitiva? Futuros trabalhos com abordagem quantitativa ou qualitativa podem contribuir com a busca das respostas a essas perguntas. A gestão das pessoas, um ativo tão complexo e único, deve ser arquitetada e representar um desafio estratégico nas Organizações para consolidá-las como fonte de vantagem competitiva. / This study has the objectives of study and analyzes the alignment process of business strategy and people management to assure competitive advantage in organizations. People management has become a strategic challenge for many organizations nowadays, due to important changes in the competitive arena. People management is a complex process, which needs to be designed with strategies, policies, practices and a Human Resource structure that contributes to the development of the leaders in exercising their roles. Many academic studies, since late XX century, are concentrated in studying people management strategies, policies and practices that contribute to maximize organizational results or, in analyzing Human Resource models that support organizational strategies implementation; leading to universal findings by researching under quantitative methods. In those studies, aspects like business environment demands, relationships with organizational strategies, the alignment of people management strategy, polices and practices and, the transition of Human Resource structure were not analyzed in an interrelated way. This research was an exploratory study, using as a framework: relationships, context, difficulties and organizational positioning. As a theoretical reference, this study revisited a good extension of academic papers related to people management strategies and schools; consistency and alignment process of Human Resource policies and practices; the evolution and the role of Human Resource structures and approaches to analyze human resource results. A case study was developed in Oxiteno, a Brazilian chemical company. Interviews, questionnaires, focus groups and secondary data collection were approaches used to guide deep analysis and data triangulation. The findings of the research suggest that the alignment is in process at Oxiteno. Some existing people management strategies (competency management, culture transformation and talent management) can be associated with others, still in development (knowledge, communication and environment management) to sustain the company growing process. To reinforce the strategies, policies and practices like successors planning, individual and group performance and contribution recognition, participatory management and communication can the reviewed and more extensile executed. The Human Resource area must be considered a strategic partner, and not the main actor in the people management process. The measurement effort of the managerial processes and of the exercise of people managers role can contribute to direct individual behaviors that will drive the competitive advantage recognition, key demand of Oxiteno. Some questions rise from the case study: Is it possible to achieve a permanent alignment between people management and organizational challenges? Can the organizational effort for people engagement and commitment be considered a strategic position? How effectively can people competitive advantage be measured? Future studies using quantitative or qualitative methods can be done and will contribute to answer these questions. The management process of people, a so unique and complex asset, must be designed and represent a strategic challenge in the organizations to convert people in competitive advantage.

O alinhamento de seqüências biológicas é uma operação básica em Bioinformática, já que serve como base para outros processos como, por exemplo, a determinação da estrutura tridimensional das proteínas. Dada a grande quantidade de dados presentes nas seqüencias, são usadas técnicas matemáticas e de computação para realizar esta tarefa. Tradicionalmente, o Problema de Alinhamento de Seqüências Biológicas é formulado como um problema de otimização de objetivo simples, onde alinhamento de maior semelhança, conforme um esquema de pontuação, é procurado. A Otimização Multi-Objetivo aborda os problemas de otimização que possuem vários critérios a serem atingidos. Para este tipo de problema, existe um conjunto de soluções que representam um "compromiso" entre os objetivos. Uma técnica que se aplica com sucesso neste contexto são os Algoritmos Evolutivos, inspirados na Teoria da Evolução de Darwin, que trabalham com uma população de soluções que vão evoluindo até atingirem um critério de convergência ou de parada. Este trabalho formula o Problema de Alinhamento de Seqüências Biológicas como um Problema de Otimização Multi-Objetivo, para encontrar um conjunto de soluções que representem um compromisso entre a extensão e a qualidade das soluções. Aplicou-se vários modelos de Algoritmos Evolutivos para Otimização Multi-Objetivo. O desempenho de cada modelo foi avaliado por métricas de performance encontradas na literatura. / The Biological Sequence Alignment is a basic operation in Bioinformatics since it serves as a basis for other processes, i.e. determination of the protein's three-dimensional structure. Due to the large amount of data involved, mathematical and computational methods have been used to solve this problem. Traditionally, the Biological Alignment Sequence Problem is formulated as a single optimization problem. Each solution has a score that reflects the similarity between sequences. Then, the optimization process looks for the best score solution. The Multi-Objective Optimization solves problems with multiple objectives that must be reached. Frequently, there is a solution set that represents a trade-off between the objectives. Evolutionary Algorithms, which are inspired by Darwin's Evolution Theory, have been applied with success in solving this kind of problems. This work formulates the Biological Sequence Alignment as a Multi-Objective Optimization Problem in order to find a set of solutions that represent a trade-off between the extension and the quality of the solutions. Several models of Evolutionary Algorithms for Multi-Objetive Optimization have been applied and were evaluated using several performance metrics found in the literature.

Esta pesquisa tem como objetivo principal diagnosticar um modelo de alinhamento entre a estratégia do negócio e a de tecnologia da informação considerando-se os fatores facilitadores e inibidores do alinhamento estratégico e as especificidades da pequena empresa. O alinhamento estratégico é abordado pelas quatro perspectivas do modelo de Henderson e Venkatraman: Execução da Estratégia, Transformação Tecnológica, Potencial Competitivo e Nível de Serviço. Os fatores facilitadores e inibidores do alinhamento estratégico são aqueles que podem influenciar positiva ou negativamente o alcance do alinhamento estratégico. Para adequar a pesquisa às pequenas empresas são consideradas as especificidades do dirigente, da organização e do ambiente, pois influem no processo de gestão, e por sua vez, estão interrelacionadas no alinhamento estratégico. O trabalho de campo dividiu-se em duas fases. Na primeira, realizou-se um levantamento exploratório, abordagem quantitativa, em 52 empresas do setor metal-mecânico com o objetivo de conhecer melhor esse setor do município de São Carlos/SP. Na segunda fase, foi realizado um estudo de caso, abordagem qualitativa, utilizando entrevistas e observações, em duas pequenas empresas do setor metal-mecânico. Como principais resultados, observou-se que as empresas realizam o alinhamento estratégico pela perspectiva de execução da estratégia. Nessa perspectiva, a estratégia do negócio é a força principal da organização, que direciona as alterações para a infraestrutura e processos da organização a fim de que estes sejam atendidos pela infraestrutura e processos da TI. Sendo assim, a TI é considerada um apoio para executar as estratégias do negócio. As diferenças na obtenção do alinhamento estratégico estão relacionadas com a presença de fatores facilitadores e inibidores, que, por sua vez, sofrem influências das especificidades de gestão das pequenas empresas. / This study has as a main objective to diagnose an alignment model between the business strategy and IT strategy, considering the enabler and inhibitor factors of the strategic alignment and the small companies specificities. The strategic alignment is considered by four perspectives of the Henderson and Venkatramans model: strategy execution, technology potential, competitive potential and service level. The enabler and inhibitor factors of the strategic alignment are factors that could influence positively or negatively the reach of the strategic alignment. For in order to introduce this research in small companies is relevant to consider how the specificities of the manager, organization and context to influence in management process, and, there for, are inter-related to the strategic alignment. The field work was divided in two phases. In the first, it was performed an exploratory survey, quantitative approach, in 52 companies of the metal-mechanical sector with the objective of know better this sector in the city of São Carlos/SP. In the second phase, a case study was performed, qualitative approach, using interviews and observations in two small business of the metal-mechanical sector. As main results, the strategy execution perspective of the strategic alignment was the carried out by the companies. According to this perspective, the organization main power is the business strategy, addressing the changes to the business processes and infrastructure so that theses can be attended by the IT processes and infrastructure. This way, the IT is considered a support to execute the business strategy. The differences in the obtaining are relation to the presence of the inhibitor and enabler factors, that, there for, it suffers influences by the small companies management specificities.

Cette thèse a pour objet le classement et la description des verbes intransitifs monoactanciels en géorgien, dans une perspective linguistique typologique. L’analyse comporte deux phases : d’une part un classement des verbes, et d’autre part une réflexion critique sur la complexité du système mis en évidence ainsi que sur la notion d’intransitivité en général. Le classement proposé commence par séparer les verbes non dérivés d’autres verbes (‘intransitifs primaires’) de ceux dont la morphologie indique un processus de dérivation détransitive (‘intransitifs dérivés’). Les verbes monoactanciels primaires se divisent en deux classes, ayant chacune une unité à la fois sémantique et morphosyntaxique : les verbes téliques (comme ‘mourir’) et les verbes atéliques (comme ‘vivre’). Les verbes biactanciels sont ensuite brièvement décrits selon une échelle de transitivité. Puis sont abordés les verbes monoactanciels dérivés, qui peuvent avoir jusqu’à quatre interprétations : passive, décausative, autocausative et antipassive, et enfin les couples de verbes dont les deux membres transitif et intransitif sont marqués morphologiquement. L’intransitivité monoactancielle en géorgien n’a pas encore été traitée de façon globale, en particulier certains aspects comme l’antipassif, dont on propose une étude détaillée. Le présent travail entend apporter une contribution à la fois aux études kartvéliennes et aux récentes réflexions générales sur les concepts de transitivité, de valence et de voix. En effet, par son grand nombre de classes verbales et par le lien étroit qu’il fait entre morphosyntaxe et sémantique, le géorgien a des données de premier choix à fournir à l’étude de ces concepts. / The topic of this PhD thesis is a classification and description of one-argument intransitive verbs in Georgian in a typological perspective. The analysis consists of two steps: firstly, the classification of the various types of verbs and secondly, a critical investigation of the complexity of the system under study and on the concept of intransitivity in general. The proposed classification begins by separating verbs not derived from other verbs (‘primary intransitives’) from those whose morphology indicates a process of de-transitive derivation (‘derived intransitives’). Primary one-argument verbs, in turn, are divided into two classes, each consisting of verbs with the same morphological, as well as semantic properties: telic verbs (such as “to die”) and atelic verbs (e.g. “to live”). Two-argument verbs are briefly described according to a transitivity scale. Discussed next are derived one-argument verbs which may have up to four readings: passive, decausative, autocausative and antipassive, and finally, verb pairs whose members, one transitive and one intransitive, are both morphologically marked. One-argument intransitivity in Georgian has not yet been investigated thoroughly; this particularly applies to some of its aspects such as the antipassive, of which a detailed study is offered here. The present work is intended to contribute to Kartvelian studies and at the same time, to recent discussion in general linguistics on the concepts of transitivity, valency and voice. Indeed, owing to its large number of verb classes and the close connection between morphosyntax and semantics, Georgian offers excellent data for the study of these concepts.

This thesis is dedicated to exploring the potential of the 3D shape of the nasal region for face recognition. In comparison to other parts of the face, the nose has a number of distinctive features that make it attractive for recognition purposes. It is relatively stable over different facial expressions, easy to detect because of its salient convexity, and difficult to be intentionally cover up without attracting suspicion. In addition compared to other facial parts, such as forehead, chin, mouth and eyes, the nose is not vulnerable to unintentional occlusions caused by scarves or hair. Prior to undertaking a thorough analysis of the discriminative features of the 3D nasal regions, an overview of denoising algorithms and their impact on the 3D face recognition algorithms is first provided. This analysis, which is one of the first to address this issue, evaluates the performance of 3D holistic algorithms when various denoising methods are applied. One important outcome of this evaluation is to determine the optimal denoising parameters in terms of the overall 3D face recognition performance. A novel algorithm is also proposed to learn the statistics of the noise generated by the 3D laser scanners and then simulate it over the face point clouds. Using this process, the denoising and 3D face recognition algorithms’ robustness over various noise powers can be quantitatively evaluated. A new algorithm is proposed to find the nose tip from various expressions and self-occluded samples. Furthermore, novel applications of the nose region to align the faces in 3D is provided through two pose correction methods. The algorithms are very consistent and robust against different expressions, partial and self-occlusions. The nose’s discriminative strength for 3D face recognition is analysed using two approaches. The first one creates its feature sets by applying nasal curves to the depth map. The second approach utilises a novel feature space, based on histograms of normal vectors to the response of the Gabor wavelets applied to the nasal region. To create the feature spaces, various triangular and spherical patches and nasal curves are employed, giving a very high class separability. A genetic algorithm (GA) based feature selector is then used to make the feature space more robust against facial expressions. The basis of both algorithms is a highly consistent and accurate nasal region landmarking, which is quantitatively evaluated and compared with previous work. The recognition ranks provide the highest identification performance ever reported for the 3D nasal region. The results are not only higher than the previous 3D nose recognition algorithms, but also better than or very close to recent results for whole 3D face recognition. The algorithms have been evaluated on three widely used 3D face datasets, FRGC, Bosphorus and UMB-DB.

Submitted by JOSIANE SANTOS DE OLIVEIRA (josianeso) on 2018-02-01T15:29:37Z No. of bitstreams: 1 Flávia Jovelina_.pdf: 807944 bytes, checksum: f19e25bda68071f7f7d30793303c7757 (MD5) / Made available in DSpace on 2018-02-01T15:29:37Z (GMT). No. of bitstreams: 1 Flávia Jovelina_.pdf: 807944 bytes, checksum: f19e25bda68071f7f7d30793303c7757 (MD5) Previous issue date: 2017-05-29 / Nenhuma / As mudanças serão uma constante com a qual pessoas e organizações deverão conviver e o modelo de negócios adotado deve ser capaz de permitir que adaptações sejam feitas na medida em que estas vão acontecendo. Em cada modelo de negócios estará contida pelo menos uma proposta de valor, e a falta de alinhamento entre esta proposta e a forma como ela é percebida pelos clientes pode gerar perda de negócios, além de colocar em risco a sustentabilidade do negócio. Na presente pesquisa objetivou-se levantar quais as possíveis barreiras que impedem o alinhamento entre a proposta e percepção de valor dos associados da ABRH RS, visto que a entidade verifica perda de receita e diminuição de alunos em turmas presenciais nos últimos exercícios. O referencial teórico que apoia este estudo faz a triangulação entre os temas modelo de negócios, proposta de valor e percepção de valor. Para um melhor entendimento dos fatores que podem desencadear o desalinhamento entre a proposta e percepção de valor foram sugeridas cinco prováveis barreiras. Tais barreiras serviram de base para a pesquisa e foram denominadas como benefícios, comunicação, custos, estrutura e posicionamento. A pesquisa empírica contou com a participação de uma única entidade de desenvolvimento profissional, caracterizando-se como um estudo de caso único. A metodologia utilizada teve uma abordagem qualitativa, com caráter exploratório. A análise documental foi realizada antes das entrevistas e teve como objeto as avaliações pós-eventos. Após a realização das entrevistas semiestruturadas com diretores e associados da entidade foi realizada a análise de conteúdo dos dados e os resultados foram os seguintes: evidências indicam que existe um alinhamento mínimo entre a proposta e a percepção de valor, porém necessita ser explorada por uma comunicação focada nos associados. Por fim, a análise dos resultados com a teoria nos mostra que a adoção de propostas de valor por nicho e a posterior comunicação alinhada, poderiam trazer outros públicos e aumentar a percepção de valor destes para com a entidade e seus produtos e serviços. / Changes are a factor to which people and organizations must adapt and the business model adopted must be capable of allowing adjustments to be made in the course that they happen. Each business model will contain at least one value proposition, and the lack of alignment between the value proposition and the form in which the clients perceive it, may generate business loss in addition to putting the business sustainability at risk. In this research, the objective was to survey which are the possible barriers that prevent the alignment between the proposition and perceived values of the ABRH RS associates, as the entity experienced loss of revenue and student decrease in classroom classes in the last exercises. The theoretical reference that supports this study forms a triangle between three subjects: business model, value proposition and the perceived value. For a better understanding of the factors that may initiate the misalignment between the proposition and the perceived value, five probable barriers were suggested. These barriers served as basis for the research and were listed as: benefits, communication, costs, structure and positioning. The empirical research had the participation of only one professional development corporation, therefore it is characterized as a unique case study. The methodology applied had a qualitative approach of exploratory character. The documental analysis was performed before the interviews and had the post-event assessments as object. After conducting the semi-structured interviews with the directors and associates of the corporation the analysis of the data content and the results were as follows: the research indicate that there is a minimum alignment between the value proposition and the perceived value, nevertheless, it has to be explored by a communication focused on the associates. Finally, the analysis of the results in addition to the theory shows us that the adoption of value propositions by allocation, and the subsequent aligned communication, could bring different clients to the corporation and increase their perceived value of the entity, its services and products.