Entrepreneurial activity is a vital part of any economy whether developed or developing. In South Africa the primary focus of the government has been on the development of previously disadvantaged communities and designing programs to encourage the participation of women in entrepreneurship. This study sought to profile South African female entrepreneurs as well as investigate their risk taking propensity in relation to other constructs. T-tests as well as ANOVAs were conducted on data obtained from 122 female entrepreneurs across South Africa. The results indicated that the female entrepreneurs in the current study were typically white, English speaking, married with children, were well educated and possessed previous working experience mainly in managerial positions. The results also indicated a significant difference in risk taking propensity according to age with entrepreneurs who are 35 years and younger having a higher risk taking propensity than those who are 36 years and older. However, no significant differences were found in risk taking according to entrepreneurial motivations, gender role orientation, level of education and previous experience. The practical implications of the study are discussed together with the limitations.

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Submitted by margarita Morales (margemor1@gmail.com) on 2017-01-16T15:49:51Z No. of bitstreams: 1 Estrategia_Morales_Projeto_16012017 vf.pdf: 1798950 bytes, checksum: e630c4b43c31d0304ad07102a9853fe4 (MD5) / Approved for entry into archive by Fabiana da Silva Segura (fabiana.segura@fgv.br) on 2017-01-16T15:56:50Z (GMT) No. of bitstreams: 1 Estrategia_Morales_Projeto_16012017 vf.pdf: 1798950 bytes, checksum: e630c4b43c31d0304ad07102a9853fe4 (MD5) / Made available in DSpace on 2017-01-17T14:08:53Z (GMT). No. of bitstreams: 1 Estrategia_Morales_Projeto_16012017 vf.pdf: 1798950 bytes, checksum: e630c4b43c31d0304ad07102a9853fe4 (MD5) Previous issue date: 2016-12-15 / Micro-entrepreneurs and one-person business sector are important factors in the dynamics of emerging economies. In Brazil specifically, around 4,5 million of them are affiliated with direct selling companies. They are non-salaried; receive commissions on sales and work for themselves by setting their own hours and creating their own marketing plans. The aim of this study was to analyze the relationship between key entrepreneurial behaviors and sales performance among self-employed direct selling representatives in Brazil (SEDSR). Based on a quantitative approach, four independent variables were measured in a sample of 651 SEDSR: need of achievement (NA), self-efficacy (SE), risk-taking propensity (RP) and locus of control (LC). Dependent variable was business performance (Y1). An online survey was submitted to an email address database provided by a global direct selling company with operations in Brazil. Descriptive statistical and regression analysis were performed with the intent to determine first, the prevalence of each entrepreneur behavior, in a population that is traditionally pushed into direct selling by necessity and second, how each affects and predicts business performance. Results showed there is a high prevalence in terms of NA and SE, confirming these behaviors are not exclusive on successful and formal entrepreneurs. LC and RP receive medium score. Unexpectedly, results also show that none of the behaviors on its own have significant impact in predicting business performance. When putting the four behaviors into one only single regression model correlation increases slightly but not enough to make results conclusive. Through main effect plot analysis, results also suggest SE and NA are the biggest influencer factors in business success of a SEDSR. Finally, analyzing the best interactions of the variables allowed building a profile to achieve the maximum business performance. This study attempts to contribute to the academic field of the entrepreneurship and has practical implications in direct selling industry. On the first, it contributes to the existing body of knowledge on the direct selling entrepreneurship and specifically, to the conceptual debate if SEDSR should or should not be defined as micro-entrepreneurs per se and not simply, as sales distributors as some authors defend. On the second, this study provided insights to direct selling managers that could use to improve recruitment and engagement process of their independent sales force. Further studies need to include other variables besides entrepreneurial behavior to better understand and predict business performance and how enable SEDSR to transition from necessity-driven entrepreneurship to opportunity-driven. / Micros empreendedores e o setor de negócios unipessoais são fatores importantes na dinâmica de economias emergentes. No Brasil especificamente, em torno de 4,5 milhões deles são afiliados com empresas de vendas diretas. Eles são não assalariados, mas recebem comissões sobre as vendas e trabalham para si próprios, definindo suas próprias horas de trabalho e criando seus próprios planos de marketing. O objetivo deste estudo foi analisar a relação entre o comportamento empreendedor e o desempenho de vendas desse representante independente da venda direta no Brasil (SEDSR). Baseado em uma abordagem quantitativa, quatro variáveis independentes foram medidas em uma amostra de 651 revendedores: necessidade de logro (NA), auto eficácia (SE), propensão a assumir riscos (RP) e lócus de controle (LC). A variável dependente foi o desempenho de vendas (Y1). Uma pesquisa online foi submetida a uma lista de e-mail fornecida por uma empresa de venda direta global, com operações no Brasil. Análise descritivas e regressões estatísticas foram realizadas com o intuito de determinar, primeiro, a predominância de cada comportamento empreendedor em uma população que tradicionalmente atua na venda direta por necessidade. Segundo, como cada um desses comportamentos afetam e prevêem o desempenho empresarial. Os resultados mostraram que há uma alta predominância em termos de ND e SE, confirmando que esses comportamentos não são exclusivos em empresários bem sucedidos e formais, já LC e RP receberam pontuação média. Inesperadamente, os resultados também mostram que nenhum dos comportamentos por si só tem um impacto significativo na previsão de desempenho de negócios. Quando considerados os quatro comportamentos em um único modelo de regressão, a correlação aumenta ligeiramente, mas não o suficiente para tornar os resultados conclusivos. Por meio da análise do gráfico de efeitos principais, os resultados sugeriram que SE e AT são os maiores fatores influenciadores no sucesso empresarial de um SEDSR. Finalmente, a análise das melhores interações entre as variáveis permitiu a construção de um perfil para o desempenho máximo do negócio. Por fim este estudo buscou contribuir com o campo acadêmico sobre empreendedorismo e propôs implicações práticas na indústria de venda direta. Em primeiro lugar, contribuiu para o acervo de conhecimentos sobre empreendedorismo na venda direta e especificamente para o debate conceitual sobre o SEDSR, se deve ou não ser definido como microempresários e não simplesmente como distribuidores de vendas como alguns autores defendem. Em segundo lugar, este estudo forneceu dados para que gestores da venda direta possam melhorar o processo de recrutamento e o engajamento de sua força de vendas independente. Mais estudos poderiam considerar outras variáveis além do comportamento empreendedor para melhor compreender e prever o desempenho dos negócios e como capacitar o SEDSR a realizar a transição de empreendedorismo orientado à necessidade para a orientação à oportunidade.

通路商在「供應鏈」的角色，除了必須發揮原廠與客戶端中間橋樑之基本功能以外，尚須面對外部競爭及內部營運績效提昇之考驗。在面臨內外在環境的衝擊及市場的激烈競爭，通路商如何發展其競爭策略來厚植其競爭力，謀求生存利基，是一值得探討的問題。 本研究主要目的是在探討台灣半導體通路商之發展策略，透過對於國內有效問卷之180家通路商作分析，經有系統的收集與整理資料後，利用隨機效果的橫斷時間序列資料迴歸模式分析，結果顯示： 一、組織績效正差會增加通路商對於新產品與新客戶開發的發展策略。 二、組織績效負差會增加通路商對於新產品開發的發展策略，但減少新客戶開發。。 三、領導者的認知度需求度對於新產品與新客戶開發的發展策略有負向影響。 四、領導者的冒險傾向對於新產品與新客戶開發的發展策略有正向影響。 五、領導者的認知需求度對於績效差與新產品開發有調節效果。 六、領導者的冒險傾向對於績效差與新產品開發有調節效果。 / The role of distributor, basically, not only supply chain management but also “bridge” between suppliers and customers, Meanwhile, they encounter external competition as well as challenge of internal performance improvement. Beset by difficulties both at home and abroad as well as fierce competition, distributors need to modify their competition strategies in order to enhance their competitiveness and chip in the niche category they can rely on. It is worthwhile to understand how the semiconductor distributors in Taiwan keep their competitive capability under the challengeable situations. The aim of this study is to investigate the development strategy of Taiwanese small and medium distributors who exclusively manage semiconductor products. After the collection of 180 leader-company dyadic data, this study utilized the random-effects panel regression models to examine the hypotheses. The results showed： 1. The positive difference between organizational performance and past performance increased distributors’ development strategies of new product and new customer exploration. 2. The negative difference between organizational performance and past performance increased distributors’ development strategies of new product exploration but decrease new customer exploration. 3. Top leaders’ need for cognition had negative effect on both of new product and new customer exploration of development strategy. 4. Top leaders’ risk-taking propensity had positive effect on both of new product and new customer exploration of development strategy. 5. The need for cognition of a top leader had moderating effects on the relationships between performance differences and new product development. 6. The risk-taking propensity of a top leader had moderating effects on the relationships between performance differences and new product development.