Univ., Diss.--Hohenheim, 2004.

The number of startups is on the rise, specifically digital startups with products entirely based on software. These companies are facing a resilient challenge when it comes to increasing their user base, revenue or market share. This process is called scaling, which is an essential part for every startup in order to establish themselves in the market. While there are several generic models focusing on scaling a business, there seems to be a lack of scientific research focusing on the challenges during the process of scaling. This paper describes a qualitative study focusing on purely digital companies which have scaled or are trying to scale. Resulting in finding several distinct challenges and barriers related to scaling digital companies, by comparing and contrasting growth literature with the data generated by this study. Besides these challenges, our findings suggest that B2B and B2C companies are facing different challenges during their scaling processes.

Submitted by Juliana Sampaio (jsampaio82@gmail.com) on 2015-02-23T14:50:06Z No. of bitstreams: 1 Dissertação Juliana Sampaio - Versão Final.pdf: 553042 bytes, checksum: 5f5e442204c8a6a912bf21c01f7868fe (MD5) / Rejected by Renata de Souza Nascimento (renata.souza@fgv.br), reason: Prezada Juliana, boa noite Seu trabalho foi rejeitado por não estar de acordo com as normas da ABNT. Encaminhei por e-mail o que deve ser alterado (Somente alguns detalhes). Att Renata on 2015-02-23T22:52:02Z (GMT) / Submitted by Juliana Sampaio (jsampaio82@gmail.com) on 2015-02-23T23:59:07Z No. of bitstreams: 1 Dissertação Juliana Sampaio - Versão Final.pdf: 553115 bytes, checksum: c7d8f3a68dcbf604051728b13fc52f6f (MD5) / Approved for entry into archive by Renata de Souza Nascimento (renata.souza@fgv.br) on 2015-02-24T00:18:39Z (GMT) No. of bitstreams: 1 Dissertação Juliana Sampaio - Versão Final.pdf: 553115 bytes, checksum: c7d8f3a68dcbf604051728b13fc52f6f (MD5) / Made available in DSpace on 2015-02-24T13:41:33Z (GMT). No. of bitstreams: 1 Dissertação Juliana Sampaio - Versão Final.pdf: 553115 bytes, checksum: c7d8f3a68dcbf604051728b13fc52f6f (MD5) Previous issue date: 2015-01-26 / O presente estudo analisa o modo de expansão das multinacionais no Brasil, país emergente e de dimensões continentais que apresenta enormes desigualdades regionais. Assim, foram analisadas as estratégias de expansão dos dez maiores grupos estadunidenses no Brasil entre 2004 e 2013, sob a ótica das teorias tradicionais de internacionalização e da teoria dos ativos complementares de Hennart. Verificou-se que as diferentes características regionais brasileiras levam as multinacionais a realizarem aquisições quando iniciam atividades em novas regiões. Ademais, foi constatado que outros fatores, como dificuldades intrínsecas aos setores de atuação e a entrada do grupo multinacional em novas atividades que não a sua predominante, afetam o modo de expansão das multinacionais, levando-as a realizar aquisições e joint ventures. Tais aquisições e joint ventures são explicadas pela dificuldade das multinacionais em acessar ativos complementares locais, em conformidade à teoria de Hennart. Por outro lado, e em contrariedade às teorias tradicionais, foi verificado que a experiência das multinacionais no Brasil nem sempre influencia o seu comprometimento nos países hospedeiros, levando ao estabelecimento de subsidiárias integrais. / This work analyzes the expansion decision made by multinational groups in Brazil, an emerging nation showing sizeable regional differences. We analyzed the expansion strategies of the 10 major US groups in Brazil between 2004 and 2013 based on traditional local internationalization theories and Hennart’s bundling model. We found evidence that the different Brazilian regional characteristics cause multinationals to carry out acquisitions when they need to enter in a new region. Also, we found that Brazilian market factors such as concentration, growth, industries’ intrinsic features and the engagement in new activities affect the expansion mode of multinationals, causing such corporations to carry out acquisitions and establish joint ventures. The acquisitions and joint ventures are explained by the difficulty in obtaining access to local complementary assets in these specific cases, a result in line with Hennart's assertions. On the other hand, we noticed that the experience of multinationals in Brazil not always influences its commitment in the host countries and gives rise to the establishment of wholly-owned subsidiaries.

Made available in DSpace on 2016-06-02T20:00:44Z (GMT). No. of bitstreams: 1 4490.pdf: 5074863 bytes, checksum: 5f7bd67e5cff0e77b03c18c40f11edac (MD5) Previous issue date: 2012-07-13 / Universidade Federal de Minas Gerais / Over time, the business grossed airport beyond its traditional functions, such as transporting passengers and cargo, commercial functions, with the inclusion of shopping malls, cinemas, food courts, among others. Thus, several developments aids such as logistics companies, car rental, travel agencies and even residential neighborhoods, occupied in a disordered manner the airport surroundings, causing adverse impacts to their neighborhood. Aiming to remedy this and other undesirable consequences of development at any cost, which prevailed in recent decades, there was Law Project 181/89, which led the Estatuto da Cidade. Sanctioned in 2001, the Estatuto represented a major breakthrough with regard to planning and urban development, bringing an instrument to help assess environmental impacts at local level: the Impact of Neighborhood, which is designed the housing projects, institutional or commercial for which there is no requirement for the studies. This paper proposes a methodological framework for prediction, assessment and evaluation of impacts due to construction and operation of enterprises that make up the production chain airport, considering the neighborhood impacts arising from the implementation and operation of the Airport of Sao Paulo-Congonhas, which do not considered in environmental impact studies. At first, a literature review was conducted to understand the specifics of the study area, passing by the physicals, socials and economics attributes. This process was followed by field work, where photographic records were made, the identification of the production chain linked to the airport and the main impacts that it causes the local neighborhood. Then the collected data were used to compose cartographic representations, showing areas of occurrence for each impact raised, and the participation of each sector that makes up the production chain in the generation of such impacts. 8 After performing the above-mentioned procedures, it was concluded that the most significant impacts to the neighborhood were vehicles parked on uneven areas (such as sidewalks, vacant properties and on traffic routes) and the generation of noise, from the production structure, the mass circulation of vehicles and the airport itself. Among the groups of enterprises studied, it was observed that companies facing the logistics industry (cargo) and the airlines appear as the most striking, being the main generators of both the impacts described above, giving worse quality of life of local people. / Com o passar do tempo, os empreendimentos aeroportuários agregaram além de suas funções tradicionais, como transporte de passageiros e cargas, as funções comerciais, com a inclusão de shoppings, cinemas, praças de alimentação, entre outros. Dessa forma, diversos empreendimentos auxiliares, tais como empresas de logística, locação de veículos, agências de turismo e até mesmo bairros residenciais, passaram a ocupar de maneira desordenada os entornos aeroportuários, provocando impactos adversos a sua vizinhança. Visando sanar esta e outras consequências indesejáveis do desenvolvimento a qualquer custo, que preponderou nas últimas décadas, surgiu o Projeto de Lei 181/89, o qual originou o Estatuto da Cidade. Sancionado em 2001, o referido Estatuto representou um grande avanço no que concerne ao planejamento e ao desenvolvimento urbano, trazendo consigo um instrumento para auxiliar a avaliação de impactos ambientais a nível local: o Estudo de Impacto de Vizinhança (EIV), o qual se destina aos projetos habitacionais, institucionais ou comerciais para os quais não há a obrigatoriedade de EIA-RIMA. O presente trabalho propõe um referencial metodológico para previsão, levantamento e avaliação de impactos devido à construção e operação de empreendimentos que compõem a cadeia produtiva aeroportuária, considerando os impactos de vizinhança decorrentes da implantação e operação do Aeroporto de São Paulo-Congonhas, os quais não considerados em estudos de impactos ambientais. Em um primeiro momento, foi realizado um levantamento bibliográfico para se compreender as especificidades da área estudada, perpassando por atributos físicos, sociais e econômicos. Tal processo foi seguido por trabalhos de campo, onde foram feitos registros fotográficos, a identificação da cadeia produtiva vinculada ao aeroporto e os principais impactos que a mesma causa à vizinhança local. Em seguida os dados levantados foram utilizados para compor representações cartográficas, demonstrando as áreas de ocorrência para cada impacto levantado, e a participação de cada setor que compõe a cadeia produtiva na geração dos referidos impactos. Após a realização dos procedimentos supramencionados, foi possível concluir que os impactos mais significativos à vizinhança foram os veículos estacionados em áreas irregulares (como calçadas, imóveis vagos e nas vias de circulação) e a geração de 7 ruídos, provenientes da estrutura produtiva, da circulação maciça de veículos e do próprio aeroporto. Dentre os grupos de empreendimentos estudados, pôde-se observar que as empresas voltadas para o setor de logística (transporte de cargas) e as companhias áreas, configuram-se como as mais impactantes, por serem os principais geradores de ambos os impactos supracitados, conferindo prejuízos na qualidade de vida da população local.

Submitted by Gustavo Duarte Pimenta (gustavo.pimenta@aes.com) on 2012-09-14T14:11:46Z No. of bitstreams: 1 Gustavo Pimenta - Dissertação MPFE - vFinal4.pdf: 155130 bytes, checksum: 13a9f1c944e938153edb425c6c2539ee (MD5) / Approved for entry into archive by Suzinei Teles Garcia Garcia (suzinei.garcia@fgv.br) on 2012-09-14T14:24:39Z (GMT) No. of bitstreams: 1 Gustavo Pimenta - Dissertação MPFE - vFinal4.pdf: 155130 bytes, checksum: 13a9f1c944e938153edb425c6c2539ee (MD5) / Made available in DSpace on 2012-09-14T15:11:28Z (GMT). No. of bitstreams: 1 Gustavo Pimenta - Dissertação MPFE - vFinal4.pdf: 155130 bytes, checksum: 13a9f1c944e938153edb425c6c2539ee (MD5) Previous issue date: 2012-08-15 / The drivers for entry and expansion modes of multinational enterprises (MNEs) have been studied by several authors over the last decades but empirical results have been historically mixed. More recently, Hennart (2009) argued that the reason for the inconsistent results to date resided in the fact that prior theories assumed that local markets could be freely accessed based on a unilateral decision by the MNEs, and then proposes an alternative framework in which the entry and expansion modes of MNEs in foreign countries are a solution based on the relative efficiency of both markets. In this study, the proposed framework is tested against the prior theories based on investments made by U.S.-based MNEs in Brazil from 2005 to 2010. The results suggest that the local market characteristics, more specifically the concentration ratio at the firm and asset levels, are indeed important to influence the entry and expansion mode of U.S.-based MNEs in Brazil, reinforcing the argument against MNEs-centric theories. However, differently from Hennart’s proposition, we were not able to confirm the hypotheses that the MNEs skills are relevant to influence the final solution. We have also tested whether the difference in growth rate between the two countries could be a driver for MNEs to favor acquisition over greenfield given the opportunity cost of postponing the investments. The test result, based on our sample, was not able to confirm this hypothesis.

Doctorat en sciences sociales, politiques et économiques / info:eu-repo/semantics/nonPublished

International Joint Ventures are important for international Business. In recent years, firms started to convert their International Joint Ventures into Wholly Foreign Owned Enterprises. However, there is only a limited understanding for the conversion of International Joint Ventures into Wholly Foreign Owned Enterprises. The purpose of this study is to offer reasoning for this phenomenon. The theoretical framework that was developed for this thesis is based on the FDI Motive theory and the OLI framework. From a methodological perspective, a deductive approach is followed. The qualitative research was using a multiple case study design to collect primary data to answer the research questions. The results of this study suggest, that two aspects of the FDI Motive theory have an effect on the International Joint Venture conversion into a Wholly Foreign Owned Enterprise. For the market seeking motive, firms believe to be able to better maximize their market share by taking full control over the subsidiary. Also, the resource seeking motive is in this thesis identified as an important reason for the conversions, as companies see especially advantages in taking full control over labour in those markets. However, the Strategic Asset Seeking and Efficiency Seeking motives are not included in the study. Also, several changes of OLI factors were identified as impactful for the conversion. The decrease of cultural difference between home and foreign market, the increase of perception of market size, gaining of international experience as well as the decrease of risk in the foreign market are all factors which are important for the reasoning of converting an International Joint Venture into a Wholly Foreign Owned Enterprise. In addition, no correlation between the conversion and the enforcing of contracts or the size of the company were observed in this study. Furthermore, this thesis suggests that there are also other factors that were not identified by the theoretical frameworks. Lack of trust in the partner, liberalisation of governmental regulations, bad financial performances of the International Joint Ventures and economic crises are aspects that have an influence on conversions as well. The findings of this thesis will help Swedish based firms to understand the phenomenon of firms converting their International Joint Ventures into Wholly Foreign Owned Enterprises in India and the People’s Republic of China.

International Joint Ventures are important for international Business. In recent years, firms started to convert their International Joint Ventures into Wholly Foreign Owned Enterprises. However, there is only a limited understanding for the conversion of International Joint Ventures into Wholly Foreign Owned Enterprises. The purpose of this study is to offer reasoning for this phenomenon. The theoretical framework that was developed for this thesis is based on the FDI Motive theory and the OLI framework. The results of this study suggest, that two aspects of the FDI Motive theory have an effect on the International Joint Venture conversion into a Wholly Foreign Owned Enterprise. For the market seeking motive, firms believe to be able to better maximize their market share by taking full control over the subsidiary. Also, the resource seeking motive is in this thesis identified as an important reason for the conversions, as companies see especially advantages in taking full control over labour in those markets. However, the Strategic Asset Seeking and Efficiency Seeking motives are not included in the study. Also, several changes of OLI factors were identified as impactful for the conversion. The decrease of cultural difference between home and foreign market, the increase of perception of market size, gaining of international experience as well as the decrease of risk in the foreign market are all factors which are important for the reasoning of converting an International Joint Venture into a Wholly Foreign Owned Enterprise. In addition, no correlation between the conversion and the enforcing of contracts or the size of the company were observed in this study. Furthermore, this thesis suggests that there are also other factors that were not identified by the theoretical framework. Lack of trust in the partner, liberalisation of governmental regulations, bad financial performances of the International Joint Ventures and economic crises are aspects that have an influence on conversions. The findings of this thesis will help Swedish based firms to understand the phenomenon of firms converting their International Joint Ventures into Wholly Foreign Owned Enterprises in India and the People’s Republic of China.

The new South Africa has an amazing economic growth that creates a significant opportunity for international companies to start their businesses in South Africa. For those companies which are interested in the South African market, it is very important for them to understand the factors that influence their entry-mode selection. The objective of this study is to determine the main factors that have an impact on the decision of a foreign business to enter South Africa. To achieve this objective, the researcher used an integrated study method, as follows: {u10007A} A systematic review of the popular entry-modes and the main factors influencing the entry-mode selection, sourced from the relevant literature. In addition, South African business was also introduced. {u10007A} Based on the factors related in the literature, an empirical survey was completed by those foreign companies who had already successfully entered into South Africa, in order to figure out the rank importance of these factors. With an integrated study of literature and empirical research, the rank importance of factors that have an impact on the foreign business entry-mode selection in South Africa is as follows: 1. Firm’s product 2. Control level of entry-mode 3. Ownership of entry 4. Resource commitment of entry-mode 5. Political factor 6. Firm’s objective 7. Technological factors 8. Economic factors 9. Firm’s experience in international marketing 10. Firm’s size 11. Dissemination risk of entry-mode 12. Socio-cultural factors 13. Flexibility of entry-mode Key terms: International market entry-mode South African business environment.

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.