One of the most fundamental aspects of a business is revenue generation. The revenue modeldescribes how revenues are collected by a firm through selling its products and services. Asrevenue generation is of great importance to a business, it is essential for companies to analyzetheir revenue model to establish whether their current model for revenue appropriation isoptimal.After conducting pre-interviews at Bisnode AB, the commissioner of this study, it becameevident that Bisnode has a need to analyze their current revenue model for its credit decisionservices in a structured manner to ensure its competitiveness and profitability. Thus, this thesiswill study revenue model analysis for firms active in the market for credit decision services.The research was conducted through a qualitative case study at Bisnode, based on semistructuredinterviews, observations and archival information. By identifying which aspects totake into consideration when analyzing a revenue model, and by grounding the findings into theexisting literature, a complete framework for revenue model analysis was developed. Theframework facilitates revenue model analysis and consists of five different dimensions: financial,customers, strategy, competition, and macro environment. Further, by linking the case studyfindings to the existing body of literature, a work process for revenue model analysis wasproposed. The outcome of this study is a framework for revenue model analysis to be used bycompanies offering credit decision services.The findings of the research have both theoretical, managerial and sustainability implications.From a theoretical standpoint, a framework for revenue model analysis that integrates strategicmanagement literature and studies on value proposition has been proposed. Furthermore, asearlier research has been mainly focused on the business model as a whole, this report studies therevenue model as an independent research topic and lays the foundation for further research inthe domain. From a managerial perspective, the outcome of the research enables managers offirms active in the credit decision services market to comprehensively analyze revenue models ina structured fashion. Finally, the revenue model analysis framework assesses a revenue model’scompetitiveness and profitability, which contributes to the economical sustainability of a firm.

Submitted by JOSIANE SANTOS DE OLIVEIRA (josianeso) on 2018-07-12T16:39:53Z No. of bitstreams: 1 Larissa Sielichoff_.pdf: 4293368 bytes, checksum: aa8e305a4838e017c10663916d55dda7 (MD5) / Made available in DSpace on 2018-07-12T16:39:53Z (GMT). No. of bitstreams: 1 Larissa Sielichoff_.pdf: 4293368 bytes, checksum: aa8e305a4838e017c10663916d55dda7 (MD5) Previous issue date: 2018-01-09 / CAPES - Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / This study analyzes which elements affect startups’ decision making in pricing process and understand how this process could be improved by a framework. The literature reviewed the concepts of pricing, startups and decision making process. The method chosen was the Design Science Research (DSR), mainly because the method is recommended for finding adequate – not perfect - solutions for real problems, therefore bringing theory and practice close together. The artifact chosen for this research was a processual framework. The artifact was developed to be a useful, practical, flexible, timeless and engaging tool for Brazilian startups with digital solutions. The processual framework proposes the startups decide what is their most suitable revenue model – and pricing – after concluding a six-step-process. Each step proposes questions to be answered and actions to be taken by the startups, and after completing the six steps process, the startup is able to make a decision about their revenue model and pricing. There were two data collection stages: prequalification and artifact testing. The prequalification interviews explored individuals with relevant roles in the startups ecosystem, and the second phase tested and evaluated the artifact with Brazilian startups. This study practical contribution is to bring attention to pricing as a possible strategic ally for startups, and providing them a new tool for evaluating their pricing definition process. The academic contribution of the study is to advance the discussion on startups, bringing the Design Science Research – a mainstream method only in Information Systems and Production Engineering – to the Administration field; and also by expanding the discussion of pricing from a static concept born in economics to a term applicable to the strategy field

A receita publicitária, historicamente a principal fonte de monetização na indústria de mídia, está se reduzindo em âmbito global. Por outro lado, a receita de circulação, cuja origem é diretamente o consumidor final, cresce anualmente nessa indústria. Paralelamente, observa-se uma mudança no comportamento do consumidor, que demonstra maior preferência por soluções digitais. Esse contexto exige que empresas de mídia repensem seus modelos de negócios e sua estratégia de monetização. Esse estudo propõe um modelo de receita digital adequado ao contexto de uma indústria de mídia do Sul do Brasil. Para alcançar esse objetivo, o método utilizado foi baseado em quatro etapas: (i) revisão da literatura acadêmica e fontes não acadêmicas; (ii) classificação dos modelos encontrados com base em critérios previamente definidos; (iii) desenvolvimento de uma estrutura e (iv) aplicação da estrutura criada, a partir de entrevistas com especialistas, bem como a recomendação de implementação de um modelo. Considerando o caso de uma rádio que concentra sua atuação em esporte e notícias, obteve-se como resultado a recomendação de implementação de um modelo combinado de Assinaturas e Publicidade Online. / Historically, advertising revenue have been the main source of monetization in the publisher industry, but it´s globally decreasing. On the other hand, circulation revenue, whose origin is directly from final consumer, grows annually in this industry. At the same time, consumer behavior is changing, showing preference for digital solutions. This context requires publishers to rethink their business models and monetizing strategy. This study proposes a digital business revenue appropriate to the context of a publisher in South Brazil. To achieve this goal, a four steps method was empployed: (i) review of the academic literature and non-academic sources; (ii) classification of the models found based on previously defined criteria; (iii) development of a structure and (iv) application of the structure created, based on interviews with experts, as well as the model implement recommendation. Considering the context of a radio that concentrates its activity in sport and news, the result was the recommendation of implementation of a combined model of Subscription and Online Advertising.

A receita publicitária, historicamente a principal fonte de monetização na indústria de mídia, está se reduzindo em âmbito global. Por outro lado, a receita de circulação, cuja origem é diretamente o consumidor final, cresce anualmente nessa indústria. Paralelamente, observa-se uma mudança no comportamento do consumidor, que demonstra maior preferência por soluções digitais. Esse contexto exige que empresas de mídia repensem seus modelos de negócios e sua estratégia de monetização. Esse estudo propõe um modelo de receita digital adequado ao contexto de uma indústria de mídia do Sul do Brasil. Para alcançar esse objetivo, o método utilizado foi baseado em quatro etapas: (i) revisão da literatura acadêmica e fontes não acadêmicas; (ii) classificação dos modelos encontrados com base em critérios previamente definidos; (iii) desenvolvimento de uma estrutura e (iv) aplicação da estrutura criada, a partir de entrevistas com especialistas, bem como a recomendação de implementação de um modelo. Considerando o caso de uma rádio que concentra sua atuação em esporte e notícias, obteve-se como resultado a recomendação de implementação de um modelo combinado de Assinaturas e Publicidade Online. / Historically, advertising revenue have been the main source of monetization in the publisher industry, but it´s globally decreasing. On the other hand, circulation revenue, whose origin is directly from final consumer, grows annually in this industry. At the same time, consumer behavior is changing, showing preference for digital solutions. This context requires publishers to rethink their business models and monetizing strategy. This study proposes a digital business revenue appropriate to the context of a publisher in South Brazil. To achieve this goal, a four steps method was empployed: (i) review of the academic literature and non-academic sources; (ii) classification of the models found based on previously defined criteria; (iii) development of a structure and (iv) application of the structure created, based on interviews with experts, as well as the model implement recommendation. Considering the context of a radio that concentrates its activity in sport and news, the result was the recommendation of implementation of a combined model of Subscription and Online Advertising.

A receita publicitária, historicamente a principal fonte de monetização na indústria de mídia, está se reduzindo em âmbito global. Por outro lado, a receita de circulação, cuja origem é diretamente o consumidor final, cresce anualmente nessa indústria. Paralelamente, observa-se uma mudança no comportamento do consumidor, que demonstra maior preferência por soluções digitais. Esse contexto exige que empresas de mídia repensem seus modelos de negócios e sua estratégia de monetização. Esse estudo propõe um modelo de receita digital adequado ao contexto de uma indústria de mídia do Sul do Brasil. Para alcançar esse objetivo, o método utilizado foi baseado em quatro etapas: (i) revisão da literatura acadêmica e fontes não acadêmicas; (ii) classificação dos modelos encontrados com base em critérios previamente definidos; (iii) desenvolvimento de uma estrutura e (iv) aplicação da estrutura criada, a partir de entrevistas com especialistas, bem como a recomendação de implementação de um modelo. Considerando o caso de uma rádio que concentra sua atuação em esporte e notícias, obteve-se como resultado a recomendação de implementação de um modelo combinado de Assinaturas e Publicidade Online. / Historically, advertising revenue have been the main source of monetization in the publisher industry, but it´s globally decreasing. On the other hand, circulation revenue, whose origin is directly from final consumer, grows annually in this industry. At the same time, consumer behavior is changing, showing preference for digital solutions. This context requires publishers to rethink their business models and monetizing strategy. This study proposes a digital business revenue appropriate to the context of a publisher in South Brazil. To achieve this goal, a four steps method was empployed: (i) review of the academic literature and non-academic sources; (ii) classification of the models found based on previously defined criteria; (iii) development of a structure and (iv) application of the structure created, based on interviews with experts, as well as the model implement recommendation. Considering the context of a radio that concentrates its activity in sport and news, the result was the recommendation of implementation of a combined model of Subscription and Online Advertising.

During the past decades, the world has seen a fast development in information technology. This has led to significant changes in many different industries including the media industry. The transformation is in progress and is unceasingly changing the game rules for media companies. Many magazines are struggling in the new competitive media landscape since existing business models in the print industry are hard to apply to the digital industry. In order for magazines to remain competitive they need to develop their revenue models and adjust to the new game rules in the industry. This thesis is focused on how magazines could develop their businesses in order to remain competitive in the transition from print to digital media. The research methods used were semi-structured interviews and a survey. The interviews were conducted with seven different media experts in order to find possible directions for Swedish magazines in general. The survey was aimed exclusively to the entertainment magazine Nöjesguiden in order to decide what additional revenue models fit them best. The results from the interviews implicate that magazines should continuously evaluate their print business using a holistic perspective, adopt long-term perspectives, initiate cost cutting in the print business and put the cost savings into investments for the future. In addition, they should have four main areas of focus in the digital business – strategy, content, target group and data. Strategy relates to focusing on the digital business, being innovative and trying new things. The results also show that it is beneficial to separate the old business from the new since the old business is linked to outdated industry structures. Regarding content, the direction should be either very broad or very niched. Thereto, magazines should focus on unique content, which refers to content that is not available elsewhere by other content providers. In addition, magazines should evaluate what makes their content unique. This is closely related to the target group, which is going to become more important in the future media climate. For magazines, getting to know their specific target group and focusing on improving the brand recognition are going to be advantageous factors in being competitive in the digital media climate. In conclusion, magazines should use data to continuously evaluate their business and use that knowledge to improve their offer. The results from the survey shows that the best new revenue model for Nöjesguiden at the moment is events.

The focus of the thesis is how football clubs can increase their revenues through brand equity and different marketing activities. The purpose is to develop a professional attitude towards football brands among the Swedish clubs and to increase the awareness of aspects possible to improve. Due to current regulations the Swedish league differs in some aspects from other leagues in Europe. Therefore this thesis will provide guidelines of how Swedish football clubs could increase their revenues. The theoretical framework includes concepts such as brand equity, stakeholders and the European revenue model. In addition to this a general discussion about sport marketing and its differences from regular marketing will be provided. In order to answer the main research question; "How can Swedish football clubs increase their revenues through marketing activities in order to keep a competitive squad?" interviews with people associated to Swedish football have been conducted. Different aspects have been identified that will provide the Swedish football clubs with important insights of how to improve their revenue stream. Recommendations will be given of how to proceed with increasing the clubs revenues.

This thesis analyzes the benefits and drawbacks of conducting journalism over web3 in the aspects of transparency, security and revenue model. Although there currently exist numerous studies on web3 and journalism, no one provides a concise overview on the topic linking these technologies to journalism. As a commissioned work, and to fill the academic gap found in the topic, qualitative research was carried out, mainly looking at published academic studies on the related topics, as well as to real-life projects that have implemented web3 technologies for different projects. The study found some relevant benefits of using web3 technologies, such as a higher degree of transparency, the ensured security against file corruption, as well as the savings implied when removing 3rd party institutions. However, some drawbacks include the unavoidable trade-off in transparency and privacy, some recent security threats against smart contracts as well as the volatility of maintenance fees. The study contributes to the development of web3 applications by highlighting the present challenges web3 faces currently, and for journalists considering taking advantage of this revolutionary technology by providing the reader with a brief overview of the current benefits and challenges that can affect the user. / Denna avhandling analyserar fördelarna och nackdelarna med att bedriva journalistik över web3 i hänsyn till transparens, säkerhet och intäkter. Även om det finns många studier om web3 och journalistik, ger ingen en kortfattad översikt över ämnet som dessutom kopplar dessa tekniker till journalistik. Som ett beställningsarbete, och för att fylla den akademiska luckan i ämnet, utfördes denna kvalitativa forskning, främst genom att titta på publicerade akademiska studier, samt på verkliga projekt som har implementerat web3-teknik för olika projekt. Studien fann några relevanta fördelar med att använda web3-teknik, såsom en högre grad av transparens, den garanterade säkerheten mot filkorruption, samt de besparingar som följer av att bortta tredjepartsinstitutioner. Några nackdelar är dock den oundvikliga avvägningen mellan transparens och integritet, några aktuella säkerhetshot mot blockkedjor och smarta kontrakt samt underhållsavgifternas volatilitet och betalning efter prestation paradigmet med som det medförs. Studien bidrar till utvecklingen av web3-applikationer genom att belysa de utmaningar som web3 står inför, och för journalister som överväger att dra nytta av denna revolutionerande teknik genom att ge läsaren en kort översikt över de nuvarande fördelarna och utmaningarna som kan påverka användaren.

Mobile media OTT service such as mobile music and mobile video is believed to be the next big revenue driver for mobile operator’s mobile broadband business. The media industry is willing to take mobile distribution channel to increase the content value. In Europe, there are already several successful cooperation cases between online media service provider and mobile operator, such as Spotify and Telia. However, with more complicated market and business environment in China, the mobile media services are still under development with immature business models.This thesis report aims to identify the business models of mobile media services in Europe and China, and to give business solution and strategic recommendation after analysis on actors, business roles, resources and activities using several business model theories. Six interviews have been done with industrial people from mobile network operator, online media service provider and TV channel in Sweden and China. With Spotify and Telia cooperation as the major part of case study in Europe market, data was gathered through business intelligent reports and interviews in Sweden. Six elements of business model theory from Chesbrough & Rosenbloom are used to conduct business model analysis onTelia-Spotify case. The result shows that Spotify play a joint connection role between tons of content from music insustry and mobile connection provider Telia, delivering value of good user experience and brand. Telia put the value of network, billing capability and user resource in the partnership with Spotify and benefit from the differentiated mobile broadband service, in terms of incearsing customer experience and reducing churn rate. TV4 case is investigated to analyze thebusiness development of mobile video in Europe. The result shows that there are two obstacles when delivering TV content to mobile device from TV channel’s perspective. One is that there is no way to measure the advertisement rate on mobile device, the other is that it is difficult to do localized advertisement program on mobile network. In the business model analysis in China, actors from mobile operator, state-owned media group and Internet company are identified as well as their activities in mobile media service. ARA model theory is used to analyze the value network and give the clear map of different actors’relations. The result shows that mobile media service in China has different situation in platform development, partnership with labels, service provider organization property and revenue model. Chinese mobile operators as state-owned companies develop mobile media service platform ontheir own instead of cooperation with service provider to avoid political and finance risk. They have direct partnership with content provider and give 50% of media OTT service revenue to content provider. The pirate rate of music in China is high, which result in very little willingness to pay for the music streaming service. Internet companies can build freemium service model with both licensed music content and content from illegal aggregators on advertising revenue model. However in online video area, Chinese government have implement strict regulatory to protect the copyright of video content. The major part of online video service providers’ revenueis also advertising, but with only licensed video content. The main factor that makes the different business environment between Europe and China is that the state-owned economy force in China plays important role in mobile media area. State owned mobile operators take the most business roles in mobile media service, which makes the possibility to cooperate with Spotify-like Internet companies is low. The first patch 3G mobile licenses are only granted to eight state-owned media groups, which are the only possible content providers of mobile operators’ mobile video service. To address the problem of cooperation inbetween mobile operators and Internet companies, to setup joint venture is the recommended solution. High customer satisfied service platform should be developed to enlarge the value of service. The recognized service value will lower the piracy rate and make the subscription revenue model possible.

Purpose - The purpose of this thesis was to develop a method for how practitioners can utilize value-based pricing of smart services. In order to fulfill this purpose, the following research questions were addressed: RQ1) How can firms identify value drivers for their smart services in order to understand customer perceived value? RQ2) How can firms match the perceived value of their smart service and what type of revenue model to use (i.e., how to price and how much to price)? RQ3) How can firms use value-based pricing for calculating the optimal price of their smart service? Method - This thesis adopts a mixed method. This is done by collecting data through interviews and surveys. This data is then analyzed and utilized to develop a method for value-based pricing of smart services.  Findings - Based on the insights gathered through the explored methods for identifying and measuring value drivers, concluding customers’ willingness to pay, matching it with revenue and pricing mechanisms and finally deriving an optimal price a holistic and structured process that connected these different activities has been proposed (see Appendix S). Theoretical contribution - The major theoretical contribution is the synthesis of three different literature streams (i.e., VBP, revenue model design and smart service commercialization). These areas have, to our knowledge, previously never been integrated in one study. In addition, the developed method successfully addresses identification of value drivers, which previously has been labeled as the biggest barrier for B2B firms wanting to transition towards VBP (Liozu et al., 2012).  Practical implications - This thesis supports management in commercialization of smart services by providing a holistic and systematic process for identifying and measuring value drivers, concluding customers’ WTP, matching it with revenue and pricing mechanisms and finally deriving an optimal price based on VBP. The final developed method is presented in Appendix S. / Syfte - Syftet med detta examensarbete var att utveckla en metod för hur praktiker kan utnyttja värdebaserad prissättning av smarta tjänster. För att uppfylla detta syfte togs följande forskningsfrågor upp: RQ1) Hur kan företag identifiera värdedrivare för sina smarta tjänster för att förstå kundens upplevda värde? RQ2) Hur kan företag matcha det upplevda värdet av sin smarta tjänst och vilken typ av intäktsmodell de ska använda (dvs hur man prissätter och hur mycket prissätter man)? RQ3) Hur kan företag använda värdebaserad prissättning för att beräkna det optimala priset för sin smarta tjänst? Metod - Detta exjobb använder en blandad metod. Detta görs genom att samla in data genom intervjuer och enkäter. Denna data analyseras sedan och används för att utveckla en metod för värdebaserad prissättning av smarta tjänster. Resultat - Baserat på de insikter som samlats in genom de utforskade metoderna för att identifiera och mäta värdedrivande faktorer, utnytja kundernas betalningsvilja, matcha den med intäkts- och prissättningsmekanismer och slutligen härleda ett optimalt pris har en holistisk och strukturerad process som kopplar samman dessa olika aktiviteter presenterats (se Bilaga S). Teoretiskt bidrag - Det största teoretiska bidraget är syntesen av tre olika litteraturströmmar (dvs VBP, intäktsmodelldesign och kommersialisering av smarta tjänster). Dessa områden har, såvitt vi vet, tidigare aldrig integrerats i en studie. Dessutom tar den utvecklade metoden framgångsrikt in på identifiering av värdedrivare, som tidigare har stämplats som den största barriären för B2B-företag som vill gå över till VBP (Liozu et al., 2012). Praktiska implikationer - Det här examensarbetet stöder ledning i kommersialisering av smarta tjänster genom att tillhandahålla en holistisk och systematisk process för att identifiera och mäta värdedrivare, avsluta kundernas WTP, matcha den med intäkts- och prissättningsmekanismer och slutligen härleda ett optimalt pris baserat på VBP. Den slutligen utvecklade metoden presenteras i Bilaga S