A escolha por fazer ou por comprar é um problema clássico enfrentado pelas empresas. Essa decisão diz respeito à opção de fazer internamente, optar por uma gestão hibrida (interna e externa ao mesmo tempo) ou terceirizar uma atividade. Por envolver diversos critérios, muitos responsáveis por ela utilizam métodos de decisão multicritério para que se obtenha melhores resultados. O objetivo deste trabalho consiste em desenvolver uma estrutura para a tomada de decisão de fazer ou comprar e utilizar métodos de decisão multicritério para conferir maior confiabilidade à essa decisão. Para isso, os objetivos específicos são: (1) realizar uma pesquisa bibliográfica sobre o tema (decisão de fazer ou comprar auxiliada por métodos de decisão multicritério), (2) propor um processo estruturado de decisão para o problema de fazer ou comprar, (3) propor métodos adequados aos propósitos de categorização ou ordenação nas diferentes etapas do processo, incluindo métodos que contemplem a possibilidade de decisão em grupo e (4) realizar um estudo comparativo de métodos de decisão multicritério para a decisão sobre Fazer ou Comprar. Os objetivos desse trabalho foram plenamente alcançados trazendo contribuições como: uma revisão bibliográfica sistemática sobre métodos de decisão multicritério para o problema de fazer ou comprar; uma estrutura de decisão para dar suporte à decisão de fazer ou comprar; a aplicação de métodos ainda não utilizados para o problema de fazer ou comprar; aplicação de métodos que suportem a problemática da decisão em grupo e; a comparação entre dois métodos para o propósito de categorização e duas para o propósito de ordenação. / The make or buy decision is a classical decision problem in operations management and it is difficult to make because of its very nature (multiple criteria). To better contend with these challenges, many decision makers choose Multi-Criteria Decision Making (MCDM) techniques to support their decisions. The aim of this work is to develop a methodology to support the make or buy decision and the use of the multi-criteria decision methods in this context. The specific objectives are: (1) to conduct a literature research about multi-criteria decision making techniques to support the make or buy decision; (2) to propose a structured decision framework to the make or buy problem; (3) to propose appropriate methods for categorization or ordering at different stages of the process, including methods that support group decisions and; (4) to perform a comparative study of multi-criteria decision-making methods for the make or buy problem. The objectives of this work were fully achieved by bringing contributions such as: a systematic literature review on multi-criteria decision-making methods for the make or buy problem; A decision framework to support the make or buy decision; The application of methods that were not found in the systematic literature review for the problem of make or buy problem; Application of methods that support the group decision problem and; The comparison between two techniques for categorization purposes and two for ordering purposes.

Depuis des décennies, la seule obsession de la stratégie organisationnelle des entreprises est de pouvoir fidéliser les consommateurs en les incitants à acheter le produit ou service qu’ils offrent afin de pouvoir améliorer leurs performances financières. Les réseaux sociaux vont transformer en profondeur le fonctionnement organisationnel des entreprises. Les réseaux sociaux dévoilent la structure organisationnelle d'une entreprise car ils sont également les porteurs d'information « confidentielles » livrées sans réserve par des employés peu discrets. Les RS sont une force puissante avec lesquelles les entreprises doivent dorénavant composer, à l’heure où beaucoup d’entre elles tentent de se réinventer et de se projeter dans un monde en pleine mutation. D’après Stéphane Hugon, 2012, Le digital est le révélateur d’une transformation de la société. Les jeunes sont dans le court, l’intense ; une temporalité qui colle aux outils comme les réseaux sociaux. Ces transformations impactent directement la culture du travail et sa structure organisationnelle. / For decades, the only obsession of organizational business strategy is to build consumer loyalty to justify the buying intention of the product or service they offer in order to improve financial performance. Social networks will fundamentally transform the organizational functioning of companies. Social networks unveil the organizational structure of a company because they are the holders of "confidential" information delivered unreservedly by little discreet employees. Social Media is a powerful force / tool, which companies must now deal with, at a time when many of them are trying to reinvent themselves and to plan for a changing world. According to Stéphane Hugon, 2012 the digital world is a hint of a transformation in our society. Young people are more oriented to the just in time, instant information and the intensity if the new era; a temporality that sticks to tools such as social networks. These changes directly influence the work culture and organizational structure.

A escolha por fazer ou por comprar é um problema clássico enfrentado pelas empresas. Essa decisão diz respeito à opção de fazer internamente, optar por uma gestão hibrida (interna e externa ao mesmo tempo) ou terceirizar uma atividade. Por envolver diversos critérios, muitos responsáveis por ela utilizam métodos de decisão multicritério para que se obtenha melhores resultados. O objetivo deste trabalho consiste em desenvolver uma estrutura para a tomada de decisão de fazer ou comprar e utilizar métodos de decisão multicritério para conferir maior confiabilidade à essa decisão. Para isso, os objetivos específicos são: (1) realizar uma pesquisa bibliográfica sobre o tema (decisão de fazer ou comprar auxiliada por métodos de decisão multicritério), (2) propor um processo estruturado de decisão para o problema de fazer ou comprar, (3) propor métodos adequados aos propósitos de categorização ou ordenação nas diferentes etapas do processo, incluindo métodos que contemplem a possibilidade de decisão em grupo e (4) realizar um estudo comparativo de métodos de decisão multicritério para a decisão sobre Fazer ou Comprar. Os objetivos desse trabalho foram plenamente alcançados trazendo contribuições como: uma revisão bibliográfica sistemática sobre métodos de decisão multicritério para o problema de fazer ou comprar; uma estrutura de decisão para dar suporte à decisão de fazer ou comprar; a aplicação de métodos ainda não utilizados para o problema de fazer ou comprar; aplicação de métodos que suportem a problemática da decisão em grupo e; a comparação entre dois métodos para o propósito de categorização e duas para o propósito de ordenação. / The make or buy decision is a classical decision problem in operations management and it is difficult to make because of its very nature (multiple criteria). To better contend with these challenges, many decision makers choose Multi-Criteria Decision Making (MCDM) techniques to support their decisions. The aim of this work is to develop a methodology to support the make or buy decision and the use of the multi-criteria decision methods in this context. The specific objectives are: (1) to conduct a literature research about multi-criteria decision making techniques to support the make or buy decision; (2) to propose a structured decision framework to the make or buy problem; (3) to propose appropriate methods for categorization or ordering at different stages of the process, including methods that support group decisions and; (4) to perform a comparative study of multi-criteria decision-making methods for the make or buy problem. The objectives of this work were fully achieved by bringing contributions such as: a systematic literature review on multi-criteria decision-making methods for the make or buy problem; A decision framework to support the make or buy decision; The application of methods that were not found in the systematic literature review for the problem of make or buy problem; Application of methods that support the group decision problem and; The comparison between two techniques for categorization purposes and two for ordering purposes.

Este trabalho tem como objetivo principal analisar o desenvolvimento da indústria da energia elétrica brasileira, a formação e composição das tarifas de energia elétrica e suas implicações e reflexos na economia em geral. Nesse sentido foi feito um breve histórico dessa indústria desde o ano de 1.993, que foi o ano em que se migrou de uma regulação de tarifas pelo sistema denominado custo do serviço para o sistema regulatório denominado price cap, ou seja, preços máximos pelo sistema de incentivos. Foi analisada essa linha regulatória que passou basicamente por dois governos sucessivos, com dois mandatos consecutivos. Fernando Henrique Cardoso no período de 1994 a 2003, que traçou as linhas mestras dessa regulação, com um programa de privatizações de empresas geradoras, transmissoras e distribuidoras de energia elétrica, delegando à iniciativa privada a maior parte da responsabilidade desse serviço. Nessa fase foram constituídas diversas agências reguladoras, sendo criada a ANEEL Agência Nacional de Energia Elétrica, com o objetivo de regular e mediar os interesses dos investidores e dos consumidores. Posteriormente, no governo Luis Inácio Lula da Silva, foi dada continuidade à esse tipo de regulação, com algumas modificações, basicamente na área do planejamento indicativo da expansão do sistema elétrico, que havia sido abandonado. Para analisar o comportamento das tarifas de energia elétrica desde o ano de 2005, foram eleitas cinco distribuidoras de energia elétrica representativas da diversidade geográfica brasileira, e comparado o crescimento do IGP-M com o crescimento das tarifas de consumidores típicos. / This dissertation has as main goal the analysis of the Brazilian electrical energy industry development, the formation and composition of electrical energy fees and its implication and reflexes in the economy as general. This way it is made a small historic of this industry since the year of 1993, which was the year that the regulation of fees by the system named custo do serviço migrated to the regulatory system named price cap, in other words, maximum prices by the system of incentives. This regulatory line, which basically went through two governments successively, was analyzed with two consecutive mandates, Fernando Henrique Cardoso during the period from 1994 to 2003, who wrote the main lines of this regulation, with a program of privatization of generation, transmission and distribution companies, delegating to the private initiative the major part of the responsibility of this service. In this phase were constituted many regulatory agencies, being also created the ANEEL - Agência Nacional de Energia Elétrica (Electrical Energy National Agency), with the goal to regulate and mediate the interests of the investors and consumers. Lately, during the government of Luiz Inácio Lula da Silva, it was given continuity to this kind regulation, with some modifications, basically in the area of planning indicating the expansion of the electrical system, which was abandoned. To analyze the behavior of the electrical energy fees since the year of 2005, were chosen five distributors of electrical energy representatives of the Brazilian geographical diversity and it was made the comparison between the growth of the IGP-M and the growth of the typical consumer fees.

在全球化的潮流下，企業面臨全球經濟情勢的快速變化，及需要快速回應客戶需求的兢爭環境，企業想在所處的產業中勝出，就必須建立自己相對於其他競爭者的優勢，首先執行的因應之道便是尋找種種可能降低成本的方法，故此，要在這微利時代求生存，建立與管理供應商是當今企業面臨的重要課題。 本論文以零組件為主體，研究影響零組件自製與外購有那些因素，研究內容是以電子零組件公司為個案，採用訪談的方式，研究電子零組件公司在面對不同特性的零組件如何制定供應商管理策略之實務經驗，以提供其他業者之參考。並希望藉由本研究個案公司因應不同零組件特性，所採取供應商管理模式是：自製或是外購、是入主投資或是不涉入、或是緊密結合或是鬆散維持等策略，有助於了零組件產業在供應商的建立與管理供應商之實況、困難、因應之道，且從中獲得更多的啟示與重點。 本研究以訪談方式及蒐集其他相關文獻和資料進行探討，並將所獲得之內容進行分析。研究之架構則從零組件特性與環境、公司之競爭優劣勢與資源、及供應商特質這三部分進行探討，透過這三部分的分析結果，零組件的自製或外購的策略深受上述所影響。 藉由本個案研究之結果，提供下列數點評估步驟建議，以供電子零組件公司對於零組件自製與外購策略制定之參考： 1. 先挑選最重要的數個零組件分析。2. 資料收集與分析。3. 公司資源的了解。4. 公司競爭優劣勢。5. 供應商的特質。6. 資料的分析與歸納7. 決策的制定。 公司決策者可以透過以上步驟彙總整理，做出最適合公司利益的供應商管理策略。當管理策略訂定後，公司還是必須時時注意所處產業、零組件特性、公司資源及供應商特質是否有變化，管理策略須因其變化而調整。 關鍵字：零組件特性，公司資源，供應商特質，自製，外購。 / Under globalization, enterprises are facing rapid changes in global economic situation and they need to quickly respond to customer needs and contestants environment, companies want to win, must create their own advantages compared to other competitors in the industry in which, first is to find every possible ways to reduce costs, Therefore, in this era of lower profit to survive, the establishment and management of suppliers is an important issue for enterprises. In this thesis, as the components to study what were those factors impact of component made or buy, research is the way of electronic components for the case, the use of interviews, research electronic components in the face of the different characteristics components of practical experience of how to develop a supplier management strategy to provide a reference for other players. Taken by the case study company in response to the characteristics of different components, supplier management model: made or buy, entered the investment or not involved in or closely integrated or loose to maintain strategy, contribute to the components industry in the establishment and management of suppliers of the suppliers live, difficulties, should the road, and gain more insight and key points. In this study, interviews and collect other relevant documents and information to explore, and content analysis. The structure of the study from the component characteristics and the environment, the Company's competitive advantages and disadvantages, resources and supplier characteristics of these three parts to explore, through the analysis, the components of made or buy strategies deeply the impact. In case study, the following evaluation steps recommended for the electronic components company of made and buy strategy to reference: 1.Selection of the most important of several components analysis. 2.Data collection and analysis. 3.Understanding of the company's resources. 4.The company's competitive strengths and weaknesses. 5.The characteristics of suppliers. 6.Data analysis and induction. 7.Decision making. Decision-makers can be collected, prepared through the above steps to make the most suitable for the interests of the company's supplier management strategy. Management policies are established, the company still must always pay attention to which the industry component characteristics, resources and supplier characteristics change management strategy should change adjustment. Keywords: component characteristics, company resources, the characteristics of suppliers, make-or-buy.

This paper investigates whether greater investor distraction on the Swedish stock market during the summer months of June, July and August leads to a more pronounced post earnings announcement drift (PEAD) effect, during the ten year period between 2000 and 2009. PEAD is an anomaly whereby the information contained in earnings announcements is not immediately or completely incorporated into stock prices, in the cases where the announcement contains an ‘earnings surprise’. The methodology involves using the standardised unexpected earnings (SUE) metric to measure the level of ‘earnings surprise’ and a buy and hold abnormal returns (BHAR) trading strategy to measure return. The study tests and confirms the existence of greater investor distraction during summer months on the Swedish market. For a holding period of 12 months, a BHAR trading strategy generates a greater abnormal return for summer months (11.3%) compared with the abnormal return for non-summer months (10.5%). These results are also interesting in a broader context, as they confirm the existence of the PEAD effect, one of the strongest counter-arguments to the efficient markets hypothesis (EMH); the foundation of many financial models used for stock market valuation. This is because, according to the EMH, in an efficient market it should not be possible to generate abnormal returns based on available information. However, it may be noted that these results do not take into account transaction costs. This means that while it can be demonstrated that there is greater investor distraction during the Swedish summer, in order to implement a successful trading strategy based on this finding, further testing would be required. Therefore, based on the findings of this paper, a number of areas for future research have been identified.

Revenue Management (RM) has become one of the most successful application areas of Operation Research. What started off as an obscure practice among few airlines in U.S in early seventies, has attained the status of mainstream business practice, thanks to the major success enjoyed by companies applying RM. Over the same period, academic and industrial research on the methodology of RM has also grown rapidly. Despite the vast technical literature on the subject of revenue management, relatively few papers explicitly model the customer’s choice behavior. Such a behavior of customers could have major impact on revenue realized by an organization. Motivated by this, we focus on addressing the problem faced by a seller who serves customers exhibiting buy-down behavior. We address two important problems faced by a seller with few perishable goods. His objective is to obtain maximum revenue possible by sales of his perishable goods. The seller now potentially faces the problem of fixing the price of the products and then control the availability of products so as to maximize his revenue by minimizing the number of customers who buy-down. The first problem is the multi-product pricing problem where we consider a monop- olistic market situation in which a seller has some quantities of perishable goods under his disposal. The seller has the option of adding few additional features to the base product(perishable good) and thereby differentiating the products to cater to different market segments. Adding each additional feature involves certain cost and there are no restrictions on the availability of the features except that a feature can be added to the base product atmost once . The customers are price-sensitive and the seller is aware of the price-demand relationship of the various customer segments. A customer looking for a product buys the product if and only if the price is less than his reservation price. The sellers’ problem is to identify the price and bundling of features for the various customer segments so as to generate maximum possible revenue. We develop a Mixed integer non-linear mathematical programming model for the problem. We then split the problem into pricing problem and bundling problem and solve them sequentially. We finally provide a numeric example to illustrate the solution procedure. Once the prices are fixed, the next problem is to control the availability of products so as to prevent the buy-down behavior of the customers. We deal with the situation of a seller with two substitutable products. The price of both products are fixed over entire selling period. In a traditional control mechanism structure if the sequence of arrival of customers are known, then it becomes trivial to solve the problem of setting control limits which would prevent buy-down behavior. But in reality it never happens that the seller knows the arrival sequence. Hence in this study to isolate the effect of arrival sequence from other complexities like demand variability, we assume a deterministic demand for both the products but the arrival sequence is randomized. We initially analyze the above described problem and develop a static control mech- anism. We show that the static control mechanism is asymptotically equivalent to the traditional selling mechanism. Then we move on to make modification in the static con- trol mechanism and make it a dynamic control mechanism such that it will respond to the buy-down customers. In order to analyze the performance of dynamic control mechanism, we build a simulation model that would compare traditional selling mechanism and dynamic control mechanism. Statistical analysis is then done on the simulation results. It is shown that for all values of buy-down proportion, on an average the dynamic control mechanism outperforms the traditional control mechanism. Further there is a trend in revenues generated depending upon the buy-down proportion which is also explained. The chapter concludes with operating guidelines for better revenue realization. The organization of the thesis is as follows. In chapter 2, we present the literature survey. We start off with the history of RM and proceed to discuss the inventory control problems in RM in detail. Then we discuss literatures dealing with customer choice behavior. In chapter 3, we define and model the multi - product pricing problem. We present a mixed integer non-linear mathematical program to model the pricing problem. The solution to this problem is divided into two sub problems - the pricing problem and the bundling problem. Solution methodologies for both sub - problem are given and the chapter concludes with a numerical illustration for a 3 - product pricing problem. In chapter 4, we define and address the inventory control problem for a two product case when customers exhibit buy-down nature. We develop a static control mechanism and study its properties. Then we move on to the dynamic control mechanism which would suit real - world conditions. Finally we study the quality of developed methodology using statistical testing methods.

Social media has grown in importance as an advertising communication tool, and companies take advantages of this by using social media marketing to meet their marketing objectives. The research context in this study is chosen to be the social media Facebook, mainly since it is the biggest and most used social media in Sweden but also since Facebook offers companies many different commercial options. We detected a research gap, since there is a lack of theory on Facebook’s customized advertisements on a more specific context that is felt urge to buy impulsively. We could also identify a research gap since there is no study investigating how positive affect and felt urge to buy impulsively are affected by different characteristics in Umeå, Sweden or in the Facebook context among Umeå members. The purpose with this study is to investigate the effects of ad characteristics, personal consumption characteristics, and situational characteristics on positive affect and felt urge to buy impulsively. The characteristics consist of nine constructs; felt urge to buy impulsively, positive affect, promotional effect, atmospheric effect, impulse buying tendency, hedonic consumption, customized advertisement, time availability and money availability. To fulfill the purpose of this thesis, we conducted a quantitative study. In the quantitative study we conducted a web-based self-selected survey. The link to the survey was posted in four different Facebook groups and on our own Facebook pages. The link the survey was also distributed by flyers to randomly targeted people at Umeå University and Umeå center. By conducting a survey we were able to detect effects between the variables. When analyzing the results using regression analysis we concluded there are eight supported hypothesizes. The first multiple regression analysis showed that promotional effect, atmospheric effect, hedonic consumption tendency, customized advertisement and time availability had a significant positive effect on positive affect. In the second multiple regression analysis we concluded that hedonic consumption tendency and customized advertisement had a significant positive effect on felt urge to buy impulsively. The last regression analysis showed that positive affect had a significant positive effect on felt urge to buy impulsively. From the result we could confirm some of previous study’s findings and also contribute with new findings. We also suggest practical recommendations for companies using Facebook as an advertising channel, and how they can improve the advertising to make a good impression on the consumers.

[Truncated abstract] Relationship marketing and some of its associated strategies, including customer relationship management (CRM), is an approach to marketing that is increasingly recognised as important by researchers and marketers. The approach suggests that marketers should focus on developing and maintaining strong relationships with existing customers in order to increase customer lifetime value (CLV) and to reduce the costs associated with constantly acquiring new customers. Advocates promote increased revenue per customer, increased products per customer (customer share), lower customer churn (higher retention) and increased chance that loyal customers will advocate on behalf of the organisation (positive word of mouth), as just some of the benefits of building relationships. While the concept of developing stronger relationships with customers appears convincing; the successful implementation of relationship marketing & CRM initiatives has been a challenge for many enterprises. There are many reasons cited for this including differing benchmarks for success, the range of relationship marketing activities available to marketers, customer differences and how marketers choose to model customer response. To cut through this complexity and to contribute to the field, the current study was carried out to explore, in detail, a single relationship marketing initiative being implemented in a large consumer oriented organisation. The goals of the current study were to see whether the introduction of a cross-selling initiative (CSI) helped front line employees to cross-sell additional products to existing customers during face-to-face interactions and whether the technique used to predict product adoption influenced the effectiveness of those cross-selling activities. Cross-selling refers to the promotion of additional products to existing customers. .... It was considered likely that retail employees would be more confident if they received a specific cross-selling recommendation for a customer and that the increased confidence would lead to increased cross-selling activity and better results. The results confirmed that: Retail employees were more likely to approach a customer with a cross-sell offer if they had a specific recommendation for that customer. Cross-sell offers based upon those recommendations were more likely to be successful. Logistic regression was a better technique for identifying customers likely to adopt the product than anecdotal modelling approaches. The current study makes an important contribution to marketers considering or engaging in customer relationship marketing by confirming the effectiveness of CSIs. Based upon the results, CSIs appear to offer marketers an effective tool to increase customer share thereby increasing revenue and potentially increasing customer loyalty, tenure and profitability. The study also illustrates that effective modeling reduces the chance of making superfluous cross-selling offers to customers thereby reducing the cost of cross-selling, enhancing the confidence of retail employees and minimising the risk of damaging existing relationships. Overall, the study illustrates that the potential for CSIs as a relationship marketing tool is substantial and should not be underestimated.

Techn. Univ., Diss--München, 2004.