There have been tremendous economic developments in all parts of the world including developing nations. One of the major drivers of these developments has been from the Small to Medium Enterprises (SMEs). These businesses have enabled many nations to create employment, resulting in an increase in the Gross Domestic Product (GDP). In as much as SMEs have well documented benefits, they also require many support, capital and business skills. This has led to the establishment of SME incubation centres where start-ups are hosted and trained to have the business skills. However, despite the incubation initiatives, SMEs still fail to grow and always have challenges. At times, the challenges are not finance related but lack of proper business strategies. This could be addressed by considering business models. This dissertation considers the initiatives that have been taking place on SMEs. A case study of SMEs in Namibia within the Khomas region is used. A mixed research approach was adopted. Specific research methods used were interviews and observations with questionnaires being used as the instruments to gather the required information. SMEs from the Bokamoso Entrepreneurial Centre in Windhoek were selected for the research population. One of the popular Business Model Canvas tools was used as a sample of a guide in data collection, where SMEs engaged were to indicate how they apply certain categories of the canvas. Results show that SMEs engaged do not have specific business models they are applying. However, there were many elements and understanding of the categories from the business model canvas. At the same time, SMEs mentioned incorporating technologies in their businesses and using ICTs to reach customers and make an effort to cut on the cost of bringing in stock. It was also clear that SMEs work independently and have long working hours when they are to meet specific orders. It was concluded that SMEs’ needs are different and that it may be difficult to use one business model. However, a mixture of a few business models could be combined to cater for the changing environment and address business needs. The Business Model Canvas could be applied for the Namibian SMEs but there is need to consider some other business models such as cutting out the middleman, business partnership models and bricks and clicks models. / Business Management / M. Com. (Business Management)

Att människan är företagets viktigaste resurs vidhåller många organisationer i det moderna arbetslivet. Ett företags HR-avdelning ansvarar för att hantera alla frågor som rör de anställda i en organisation, såsom kompetensförsörjning, ledarskapsutveckling, arbetsmiljö- och lönefrågor. HR-arbetet har under de senaste decennierna genomgått en transformation från administrativ stödfunktion till strategisk affärspartner, och ska existensberättigas genom ett ständigt värdeskapande mot företagets affärsmål. I Sverige ansvarar HR-funktionen också för att säkerställa en strategi för de organisatoriska och sociala arbetsmiljöproblem som under 2010- talet legat till grund för landets kraftigt ökade sjukskrivningar orsakade av detta. Forskning visar att ledarskapet är en faktor som har stor betydelse för medarbetarnas hälsa. I vår studie har vi undersökt HR-chefers upplevelser av sin roll, och analyserat vilka resurser HR-cheferna är beroende av för att skapa inflytande i sitt arbete. Studiens analytiska verktyg har utgjorts av teorier om styrningsfilosofi, Bourdieus kapitalteori, Ostroms teori om kollektivt handlande samt Dave Ulrichs transformationskoncept Värdeskapande HR. Vi har utfört åtta tematiska intervjuer med kvinnor verksamma som HR-chefer. Resultatet visar att samtliga HR-chefer i vår studie har inslag av både mjuk och hård HRM i sitt arbete, men att tyngdpunkten mellan perspektiven varierar mellan cheferna. Samspelet mellan HR-chefens och organisationfältets aktörer påverkar möjligheterna för HR-cheferna att skapa inflytande och att nå ett värdeskapande HR-arbetssätt där kollektivt handlande och organisationens affärsmål står i fokus. Detta står i direkt beroende av HR-chefens sociala och kulturella kapital, samt hur det används och efterfrågas av organisationsfältets aktörer. / Many organizations in modern working life holds their employees as their most important resource. The human resources (HR) department is responsible for managing all questions relating to the employees in an organization, such as talent management, supply of competence, leadership development, work environment and payroll issues. Over the past decades, the HR work organization has undergone a transformation; from being an administrative support function, to the present and modern role as a strategic business partner, where the existence of the HR function must be legitimized through constant value creation by working strategically towards the company's business goals. In Sweden, the HR department is also responsible for ensuring a strategy to manage the organizational and social workplace health problems. Since 2010, sickness absence due to these problems has increased dramatically in the country. Extensive research and science studies from the past decade, shows that the leadership has considerable impact on the state of health of the employees. We have studied HR managers’ experiences of their role, and analyzed which varieties of resources that they depend on to create influence in their work. The fundament in our analyze, is a set of scientific theories, which consists of contrasting organization theories, Bourdieu's capital theory, Ostrom's theory of collective action and Dave Ulrich's transformation concept; The HR Value Proposition. We have carried out eight thematic interviews with women in the position of HR manager. The result shows that all HR managers in our study practices elements of both soft and hard HRM in their work, but that the main emphasis between perspectives varies amongst the managers. The interaction between HR managers and organizational stakeholders effects the HR manager’s prospects to generate influence and to achieve a value-creating HR approach that focuses on collective action and the business goals of the organization. This circumstance also stands in direct reliance to the HR manager's amount of social and cultural capital, as well as how they are used and demanded by the organizational stakeholders.

How to price your offering is one of the main managerial decision issues today and is alarmingly often not grounded in necessary market and cost research. Pricing is a complex topic, dependent on a multitude of internal and external factors, which makes pricing practice and strategy alignment even more difficult. As a simplifying measure, pricing practices are commonly categorized into three categories: cost-based, competition-based and value-based pricing, of which value-based pricing is considered the superior practice by scholars. Consequently, the issue of how to adopt value-based pricing and how to actually price according to value is pertinent and a main focus of this thesis. What comprises perceived customer value, how a firm creates and captures value, and how a firm chooses to formulate the customer value proposition in order to communicate the generated value are all questions that this thesis investigates and attempts to answer. Furthermore, the effects of the customer-supplier relationship on pricing and change management aspects of a transition to value-based pricing are also investigated and analyzed. In order to answer the research purpose and accompanying research questions, a qualitative single case-study was conducted. The case company was a leading company in the TIC-market, who just recently had started discussing implementing value-based pricing and was therefore deemed as an appropriate case for this study. Empirical data was gathered through semi-structured interviews with the employees as well as the customers of the case company. The analysis of the empirical data in conjunction with the theoretical framework led to a revised analytical model that attempts to explain the relations and correlations of the different concepts discussed in this thesis, as well as conclusions regarding the aforementioned research questions. This study concludes that the common value drivers are Quality, Delivery reliability, Delivery time, Price, Geographical location, Relationship and communication, Customization. Additionally, the study concludes that the alignment of pricing practice and strategy is heavily dependent on internal and external awareness, and it is of utmost importance for a firm engaging in value-based pricing to know not only their customer and market, but also their own capabilities and strengths. Regarding how to formulate the customer value proposition, the study concludes that it should be customized for the specific customer and have a resonating focus with elements of points of difference. Lastly, the study details the challenges that a firm transitioning to a value-based pricing practice might encounter, and the suggestive solutions to these obstacles.

While IoT safety and security incidents continue to increase in frequency, scope and severity, there remains a gap in how the issue will be addressed. While the debate continues within academia, industry standards bodies, government and industry media, new entrants continue to rapidly enter the market with cheaper more powerful products with little incentive to address information security issues. In a free market economy, the supply and the demand would determine the product and services and the associated prices without intervention. Manufacturers are free to innovate, consumers drive choice and competition brings these opposing forces to an equilibrium of market price. But how does this economic system factor in the risk of an event that neither party may ever consider and, yet, it may impact not only impact those involved, but has the potential to have catastrophic harm to others? The downside, the system does not consider “external factors”, i.e. a compromise to accommodate what consumers need. Economists often urge governments to adopt policies that "internalize" an externality, so that costs and benefits will affect mainly parties who choose to incur them. Such an intervention, however, often comes with many challenges and consequences. Even with the added urgency of growing risk to human safety, regulatory intervention takes time. Likewise, a self-regulating market would undoubtedly also take a significant amount of time to take the necessary actions to address such an externality, even if incentivized. While it continues to be all too easy to defer the blame and risk on consumer, like the industrial revolution, this industry must overcome its own safety challenges like the auto, transportation or energy industries before it. While, consumers must inevitably take some reasonable measures to protect their interests, clearly the accountability must reside elsewhere. There is a potentially increasingly significant influential subset of consumers in the IoT ecosystem, the Enterprise Buyer, specifically marketing and technology executives, who champion consumer needs within their organization’s broader products and services that incorporate IoT. In this thesis, we aim to investigate the following issue: What are the attitudes and potential role for Enterprise Buyers in influencing negative externalities, i.e. IoT security in the IoT market, specifically from the perspective of marketing and technology executives? We believe that this group is uniquely positioned to understand a consumer first mindset and how to articulate value in otherwise negatively perceived field of information security by examining context, business/technical challenges and opportunities and reveal awareness, attitude and accountability. The results of our survey show the majority of marketing and technology executives who responded believe information security awareness is increasingly an executive accountability and priority and Enterprise Buyers hold a highly influential position in their ability to influence the IoT market and its security development and maturation. / Medan IoT- säkerhetsincidenter fortsätter att öka i frekvens, omfattning och svårighetsgrad, finns det fortfarande ett gap i hur problemet ska hanteras. Samtidigt som debatten fortsätter inom akademin, branschstandardorganen, myndigheter i regeringen och industrin fortsätter nya aktörer att snabbt komma in på marknaden med billigare, kraftfullare produkter med få incitament att ta itu med informationssäkerhetsfrågor. I en öppen marknadsekonomi skulle utbud och efterfrågan avgöra produkt och tjänster och tillhörande priser utan intervention. Tillverkare kan obehindrat driva innovation, konsumenterna driver urval och konkurrens ger dessa motstridiga krafter jämvikt genom marknadspriset. Men hur påverkar detta ekonomiska system risken för en händelse som ingen av parterna någonsin kan överväga och som ändå kan påverka inte bara de inblandade som berörs utan även har potential att få katastrofala skador på andra? Nersidan är att systemet inte beaktar "yttre faktorer", det vill säga gör en kompromiss för att leverera vad konsumenterna behöver. Ekonomer uppmanar ofta regeringar att anta policies som "internaliserar" något externt, så att kostnader och fördelar kommer att påverka främst parter som väljer att ådra sig dem. Ett sådant ingrepp kommer emellertid ofta med många utmaningar och konsekvenser. Trots att förhöjda hot mot människors säkerhet ökar angelägenheten tar uppdatering av regelverken tid. På samma sätt skulle en självreglerande marknad utan tvivel också ta väldigt mycket tid på sig för att vidta nödvändiga åtgärder för att hantera en sådan extern faktor, även om det fanns incitament för att göra det. Medan det fortsätter att vara alltför lätt att överlåta ansvaret och risken till konsumenten, såsom under den industriella revolutionen, måste denna industri övervinna sina egna säkerhetsutmaningar såsom bil-, transport- eller energibranschen gjort före den. Samtidigt som konsumenter oundvikligen behöver vidta rimliga åtgärder för att skydda sina intressen, måste yttersta ansvaret ligga någon annanstans. Det finns en potentiellt allt större inflytelserik delmängd av konsumenter i IoT-ekosystemet; företagsköpare, specifikt ledare inom marknadsföring och teknologi, som driver konsumentbehov inom sin organisations bredare produkter och tjänster som innehåller IoT. I denna avhandling strävar vi efter att undersöka följande problem: Vad är företagsköparnas attityder och möjliga roll för att påverka negativa externa effekter, det vill säga IoT-säkerhet på IoT-marknaden, särskilt ur marknadsförings- och teknikledarens perspektiv? Vi tror att denna grupp är unik positionerad för att förstå en konsumenternas första tankegång och hur man kan uttrycka värdet i ett annars negativt uppfattat område för informationssäkerhet genom att undersöka kontext, affärs- / tekniska utmaningar och möjligheter och avslöja medvetenhet, attityd och ansvar. Resultaten av vår undersökning visar de flesta marknadsförings- och teknikchefer som svarade tror att informationssäkerhet blir del av ledningens ansvar och prioriteringar och att företagsköpare har en mycket inflytelserik position i deras förmåga att påverka IoT- marknaden och dess säkerhetsutveckling och mognad.

Promoting the use of electric vehicles (EVs) has become an important measure to solve the environmental issue in China. In Beijing, the number of EVs has increased rapidly during recent years. In parallel, an extensive charging infrastructure has been deployed. However, most charging infrastructure operators find it difficult to make a profit by only providing charging services due to the lack of a sound business model. This thesis aims to investigate the current status of charging infrastructure for electric vehicles in urban Beijing and the business models of Beijing’s main charging infrastructure operators. Furthermore, based on the empirical findings, the weaknesses in the business models are identified. Beijing was chosen as case study in which the three main operators were studied in order to identify their business models in terms of value proposition, value creation and value capture. Questionnaire and interview as data collection methods were used to collect qualitative data. The study has shown that owing to the market demand and governmental promotion, the charging infrastructure industry retains its rapid development in Beijing. Moreover, the study indicates that the EV users’ most important demands on the charging services are: safety, convenience, speed, and stability during charging. The services need to be delivered at a reasonable price, and this is the development orientation for the charging operators. The business models of the three main charging infrastructure operators are almost identical, as all of them both manufacture and deploy charging piles as well as deliver charging services. They create and capture value by providing charging piles and service as well as various services based on mobile apps. Furthermore, through the investigation and analysis of their business models, five weaknesses in the business model have been identified: the slow pace of technology adoption, high initial investment requirements, few revenue streams, high cost for both internal personnel and external contractors, and insufficient information from App/mobile platform. / Att främja användningen av elbilar har blivit en viktig åtgärd för att lösa miljöproblemet i Kina. I Peking har antalet elbilar ökat snabbt de senaste åren. Parallellt har en utbyggnad av laddningsinfrastruktur skett. De flesta laddningsinfrastrukturoperatörer har dock svårt att göra vinst genom att endast tillhandahålla laddningstjänster på grund av bristen på en sund affärsmodell. Denna avhandling syftar till att undersöka den nuvarande situationen för laddningsinfrastrukturen för elbilar i Peking samt affärsmodellerna hos Pekings främsta laddningsinfrastrukturoperatörer. Enligt de empiriska resultaten identifieras svagheterna i affärsmodellerna. Peking valdes som fallstudie där de tre huvudoperatörerna studerades för att identifiera deras affärsmodeller i fråga om värderbjudande, värdeskapande och värdefångst. Frågeformulär och intervju som datainsamlingsmetoder användes för att samla in kvalitativa data. Studien har visat att, på grund av efterfrågan på marknaden och statens främjande behåller laddningsinfrastrukturbranschen sin snabba utveckling i Peking. Dessutom visar studien att elbilanvändarnas viktigaste krav på laddningstjänsterna är: säkerhet, bekvämlighet, hastighet och stabilitet under laddning. Tjänsterna måste levereras till ett rimligt pris, och detta är utvecklingsorienteringen för laddningsoperatörerna. Affärsmodellerna för de tre huvudoperatörerna är nästan identiska, eftersom alla tillverkar och distribuerar laddstolpar samt levererar laddningstjänster. De skapar värde genom att tillhandahålla laddningspolar och service samt olika tjänster baserade på mobilapp. Vidare, har fem svagheter identifierats genom undersökningen och analysen av affärsmodellerna: den långsamma teknikspridningen, höga initiala investeringskrav, få inkomstströmmar och höga kostnader för både intern personal och externa entreprenörer samt otillräcklig information från app / mobil plattform.

Syfte – Studiens syfte är att öka kunskapen om hur fordonstillverkares affärsmodeller påverkas vid förändring av statliga regelverk genom att studera ett framtida införande av HCT i Sverige. HCT, High Capacity Transports, är ett samlingsnamn för lastbilar som är tyngre och/eller längre än vad gällande lagstiftning tillåter. Regelförändringen övervägs för att sänka kostnader och miljöpåverkan.  Metod – Arbetet har genomförts i form av en case-studie. För att studera påverkan på både fordonstillverkares och åkeriers affärsmodeller har intervjuer genomförts med varuägare, åkerier och förare inom fjärrtransporter av styckegods. Detta har kompletterats med löpande kontakt med uppdragsgivande fordonstillverkare samt deltagande i konferenser inom ramen för det nationella HCT-arbetet.  Resultat – Inget större modalskifte mellan järnvägs- och landsvägstransporter förväntas eftersom järnvägens infrastruktur styr transportvalet och inte påverkas av ett HCT-tillåtande. Vidare riskerar fordonstillverkare att sälja färre lastbilar vid ett tillåtande av HCT men genom anpassning av affärsmodellen kan de öka värdet per fordon. Detta värde kan ökas genom att sänka kundernas driftkostnad, maximera fordonens drifttid och föra kundens talan mot myndigheter.  Praktiskt bidrag – Studien har resulterat i ett nytt affärsmodellsramverk för fordonstillverkare vid införande av HCT. Ramverket visar att samtliga nuvarande värdeområden bör inkluderas i kommande affärsmodell och att flertalet får ökad betydelse. På grund av nya förutsättningar blir vissa av dessa områden dessutom svårare att uppnå samtidigt som nya områden kan läggas till.  Vetenskapligt bidrag – Genom att öka kunskapen om affärsmodellspåverkan vid förändring av statliga regelverk utvidgar studien befintlig teori om förändringar av affärsmodeller. Studien belyser även vikten av att studera hela leverantörskedjan vid sådana förändringar. Detta eftersom statliga regelverk styr förutsättningarna för flera aktörer med starka inbördes relationer. Därmed sprider sig effekterna av en regelverksförändring till övriga aktörer i kedjan. / Purpose – The purpose of this study is to increase the knowledge about how legislative changes affect the business model of vehicle manufactures by studying a future allowance of HCT in Sweden. HCT, High Capacity Transports, is a generic term for trucks exceeding today’s weight and/or length regulations. Reasons for implementing HCT include reducing costs and environmental consequences. Method – Effects of legislative changes have been studied through a case-study of how HCT would affect the Swedish transport system. In order to study business model implications for both vehicle manufactures and hauliers, interviews have been held with transport buyers, hauliers and drivers within long distance haulage of break bulk cargo. This has been complemented by continuous contact with the commissioning vehicle manufacturer and participation in HCT conferences. Findings – Findings indicate that there will be no major modal shift between railway and road since the railway infrastructure determines the modal choice and is unaffected by HCT. Furthermore findings show that vehicle manufactures risk to sell fewer vehicles in case of HCT allowance but a business model adaption can increase the value per vehicle. This can be achieved by reducing customer operating costs, increasing vehicle uptime and being the voice of the customer against authorities. Practical implications – The study has resulted in a HCT business model framework for vehicle manufactures. The framework shows that all present value areas should be included in a future business model and that several areas will increase in importance. In the effect of new conditions several areas will become more difficult to fulfill. Furthermore new areas will be added. Theoretical implications – This study expands current theories within business model changes by increasing knowledge about how legislative changes affect business models. Furthermore this study highlights the importance of studying the whole supply chain in the event of these changes. The reason for this is that legislations affect the conditions for several players with strong peer relationships. Thereby effects due to changed legislations will spread to other players in the chain.