There are more and more women in Taiwan are running their own business. Therefore women entrepreneurs¡¦ sex-role attitudes and their operating characteristics are worthy to study. The interview concludes that the sex-role attitudes of women entrepreneurs can be divided into two parts ¡X family role and work role. In family, women entrepreneurs take part in traditional role taking the most responsibility of house working and child rearing. At the same time, they also take an active role in decision-making and risk-taking in business. She needs to share household duty to keep balance between family and work with her family, her mother or mother in law, and babysitter or servant. The sex-role attitude of spouse will affect the marital relations. If the husband does not support wife¡¦s entrepreneurship and at the same time the wife could not put her family as the first priority, they would have frequent quarrel or argument. Women entrepreneurs have an operational weakness that is they doesn¡¦t have plentiful business¡¦ network. The reason may they didn¡¦t spend much time to set their connection with other business partners but spend most time stay at home after work. When Women entrepreneurs require the emotional support or some business¡¦ suggestions, they usually appeal to their friends. The results to analyze their entrepreneurial behaviors are as follow, although some women entrepreneurs launch their own business for making money but they still want to achieve the goals of personal development and customer satisfaction etc. Besides, they measure their performance in social contributions, good interactions between customer and employee not just only in growth of market share and increase in profit.

Made available in DSpace on 2016-04-25T16:44:38Z (GMT). No. of bitstreams: 1 Cristiane Silva Penteado Bertolino.pdf: 895603 bytes, checksum: 1c64b8519d49d288d66d714aa059a848 (MD5) Previous issue date: 2014-02-24 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / The purpose of this dissertation is to identify the entrepreneurial behavior of students of a private Higher Education institution (HEI), located in the city of São Paulo, with the porpoise of developing teaching methods that encourage entrepreneurship in all training courses. Researches indicate that some common behaviors among entrepreneurs contribute to the success of the entrepreneurial action. This research is a case study has a quantitative and qualitative nature that, through documentary survey, direct observation of practices and a questionnaire developed by McClelland (1972) and improved by Cooley (1991), aims to identify the presence of entrepreneurial behaviors in students of the HEI, object of this study. The survey results identified the persuasion behaviors and contact networks and take calculated risks had the lowest score which reinforces the need to develop relational skills in students to stimulate the expansion of the contact network. The existence of networks implies the expansion of available tangible and intangible resources. Offering features that go beyond the individual, it could cause the evolution of the behavior take moderate risks . Grouping behaviors in the clusters achievement , planning and power showed higher scores on planning . A principle of entrepreneurship is the partnership that is inserted into the set power that scored less, reiterating the need of teaching methods enhancing the networking / A finalidade desta dissertação é identificar os comportamentos empreendedores dos alunos de uma Instituição de Ensino Superior (IES) privada, localizada no município de São Paulo, que se propõe a desenvolver métodos de ensino que estimulem o empreendedorismo em todos os cursos de formação. Pesquisas indicam que alguns comportamentos comuns entre empreendedores contribuem para o êxito da ação empreendedora. Esta pesquisa é um estudo de caso de natureza quantitativa e qualitativa que, através de levantamento documental, observação direta de práticas e aplicação de um questionário desenvolvido por McClelland (1972) e aperfeiçoado por Cooley (1991), visa identificar a presença de comportamentos empreendedores nos alunos das IES, objeto deste estudo. Os resultados da pesquisa identificaram que os comportamentos persuasão e redes de contato e correr riscos calculados apresentaram a menor pontuação o que reforça a necessidade de desenvolver habilidades relacionais nos alunos para estimular a ampliação da rede de contatos. A existência das redes implica na ampliação dos recursos disponíveis, tangíveis e intangíveis. Dispondo de recursos que vão além do individual poderá haver evolução do comportamento correr riscos calculados . O agrupamento dos comportamentos nos conjuntos realização , planejamento e poder demonstrou pontuação mais elevada no planejamento . Um princípio do empreendedorismo é a parceria, que está inserido no conjunto poder que obteve menor pontuação, reiterando a necessidade de metodologias de ensino que valorizem a articulação em rede

Οι στόχοι της διπλωματικής εργασίας είναι η διερεύνηση της επιχειρηματικής συμπεριφοράς των εργαζομένων του δημοσίου τομέα στις περιφέρειες Δυτικής Ελλάδας και Πελοποννήσου (Μεσσηνία) και η μελέτη της αναγκαιότητας για αλλαγή στο δημόσιο τομέα. Επίσης αναλύεται η αντίσταση των εργαζομένων στις οργανωσιακές αλλαγές και τέλος εξετάζεται η σχέση επιχειρηματικής συμπεριφοράς και οργανωσιακής αλλαγής. Το πρόβλημα που προσεγγίζουμε είναι χρόνιο αφού σχετίζεται με την επιτακτική ανάγκη αναδιοργάνωσης του δημόσιου τομέα, ώστε να γίνει πιο αποτελεσματικός και αποδοτικός εξυπηρετώντας καλύτερα τον σύγχρονο Έλληνα πολίτη. Από τη δεκαετία του 1950 όλες οι εκθέσεις για την ελληνική οικονομία καταλήγουν στην κοινή διαπίστωση, ότι οι διαρθρωτικές-οργανωτικές και λειτουργικές ανεπάρκειες του δημόσιου τομέα στην Ελλάδα αποτελούν έναν από τους βασικότερους ανασταλτικούς παράγοντες για την επίτευξη υψηλών ρυθμών οικονομικής και κοινωνικής ανάπτυξης. Η αναδιοργάνωση του δημόσιου τομέα, στις περισσότερες χώρες του δυτικού κόσμου αποτελεί αντικείμενο διαρκών συζητήσεων αλλά και οργανωμένων προσπαθειών. Οι προσπάθειες αυτές ακολουθούν διαφορετικές προσεγγίσεις από χώρα σε χώρα, χωρίς να έχει διαμορφωθεί ένα κοινό πλαίσιο εφαρμογής. Μέχρι σήμερα, θα λέγαμε πως δεν υπάρχουν συγκεκριμένες προτάσεις σχετικά με τη στρατηγική που πρέπει να ακολουθηθεί για την προώθηση της επιχειρηματικής συμπεριφοράς σε εργαζομένους του δημόσιου τομέα. Όπως προαναφέρθηκε σκοπός της παρούσας εργασίας είναι να μελετήσει την έννοια της οργανωσιακής αλλαγής και την στάση-αντίσταση των εργαζομένων απέναντι της καθώς και την εμφάνιση επιχειρηματικής συμπεριφοράς σε δημοσίους υπαλλήλους. Συγκεκριμένα αναλύονται οι φορείς της αλλαγής και τα στάδια που ακολουθεί μια προγραμματισμένη οργανωσιακή αλλαγή κατά τη διάρκεια εισαγωγής της στην οργάνωση. Ακόμη, διαχωρίζονται οι τύποι που καθορίζουν την κάθε αλλαγή, με βάση κάποια συγκεκριμένα χαρακτηριστικά της και γίνεται εκτενής αναφορά στις αντιδράσεις που μπορεί να παρουσιαστούν από τη πλευρά των εργαζομένων, αλλά και από την ίδια την οργάνωση. Επίσης, δίνονται κάποιες προϋποθέσεις, οι οποίες εάν τηρηθούν κάνουν την οργανωσιακή αλλαγή πιο επιτυχημένη. Παράλληλα γίνεται προσπάθεια προσέγγισης της έννοιας της επιχειρηματικότητας στο δημόσιο τομέα, εξετάζοντας την ως συμπεριφορά στα πλαίσια οργανισμών (εταιρική ή ενδοεταιρική επιχειρηματικότητα) που συνδέεται άμεσα με την εμφάνιση καινοτομίας, ενώ παράλληλα εξετάζονται οι παράγοντες του οργανωσιακού περιβάλλοντος που ευνοούν την εμφάνιση αυτής της συμπεριφοράς. Τέλος διερευνήθηκε ο ρόλος των υπαλλήλων σε όλα τα ιεραρχικά επίπεδα τόσο στην δημιουργία καινοτομιών όσο και στην αντίσταση στην αλλαγή, καθώς και στην ενδυνάμωση και τη συμμετοχή των υπαλλήλων στη λήψη αποφάσεων. Η βιβλιογραφική ανασκόπηση τεκμηριώνεται με την παρουσίαση των αποτελεσμάτων της έρευνας μας στο δημόσιο τομέα και συγκεκριμένα σε Περιφερειακές Ενότητες της χώρας μας (πρώην Νομαρχιακές Αυτοδιοικήσεις) όπου διαπιστώθηκε ότι, παρά τις αλλαγές και τις εξελίξεις των τελευταίων ετών, δεν έχει αναφερθεί κάποια προσπάθεια που να λαμβάνει υπόψη τις απόψεις των δημοσίων υπαλλήλων αναφορικά με παράγοντες που ευνοούν την στρατηγική ανάπτυξη της επιχειρηματικής συμπεριφοράς. Μέσα από τυχαίο δείγμα 150 δημοσίων υπαλλήλων των περιφερειακών ενοτήτων της χώρας (Αιτωλοακαρνανία, Αχαΐα, Ηλεία, Μεσσηνία) οι οποίοι απάντησαν σε δομημένα ερωτηματολόγια, διαπιστώθηκε ότι η τάση για αλλαγή, το στρατηγικό όραμα, το συνεργατικό κλίμα και η ενθάρρυνση λήψης πρωτοβουλιών μπορεί να αποτελέσουν παράγοντες για την εμφάνιση επιχειρηματικής συμπεριφοράς στο δημόσιο τομέα. Τα αποτελέσματα της παρούσας έρευνας, έχουν ιδιαίτερο ενδιαφέρον αφού δείχνουν μας δείχνουν ότι οι παράγοντες επιχειρηματικής συμπεριφοράς γίνονται αντιληπτοί από τους δημοσίους υπαλλήλους και θεωρούνται ως βασικοί για την βελτίωση της ποιότητας στη δημόσια οργάνωση και διοίκηση, επιδιώκοντας την καλύτερη και πραγματική εξυπηρέτηση του πολίτη. / This thesis aims to investigate entrepreneurial behavior and organizational change in Greek public sector. Moreover analysis of the relationship between employees’ entrepreneurial behavior and attitude-resistance to change is provided. The problem we approach is timeless and intense and associated with the need to reorganize the public sector to become more effective and efficient servicing Greek citizens. Since 1950’s all reports on the Greek economy have lead to a common recognition that structural-organizational and operational deficiencies in the public sector in Greece is one of the major inhibiting factors to achieve high rates of economic and social development. The reconstruction of the public sector in most Western countries is the subject of constant discussion and organized efforts. These efforts are followed by different approaches without a common context. Until today, there are no concrete proposals on the strategy to be followed for the promotion of entrepreneurial behavior in public-sector workers. As it was stated the objective of the present thesis is to study the effect of organizational change and attitude-resistance of workers against the organizational change and how people express their entrepreneurial behaviour in public sector. More specifically, we analyzed the sectors of change and stages following a planned organizational change during the introduction of the organization. Additionally, we separate types which determine the organizational change, based on some specific features and an extensive reference to the reactions that can occur from the officials, of the organization. Additionally, we make certain proposals for the success of the organizational change in public sector. To achieve our goal, we combine theoretical elements of the science of management, strategy and business administration, change management and through the appropriate quantitative methods we try to approach the idea of entrepreneurship in the public sector. We examined organizations for corporate Entrepreneurship directly linked with the emergence of innovation, while we also examined the factors in favor of organizational behavior. At the same time we investigate the role of employees’ at all hierarchical levels and we try to find how they react to innovation, organizational change, empowerment and decision making process. The literature review is documented with the presentation of the results of our research in the public sector and specifically we present the results of a survey based on a random sample of 150 public servants working at Prefectures in Greece. From our research we find that the tendency for change, strategic vision, collaborative atmosphere and empowerment can be factors in emergence of entrepreneurial behavior in the public sector. The results of this research are particularly of practical and administrative interest since they constitute an attempt to the strategic reorganization of the Greek public sector towards the promotion of entrepreneurial behavior of public servants. Finally we could say that research findings reported herein contribute to the entrepreneurship and strategic change management literature and demonstrate that the concept of public entrepreneurship is relevant to the average civil servant, revealing facets of entrepreneurial behavior of front line staff. Finally the findings of this thesis provide a well-documented framework in addressing corporate entrepreneurship and organizational change in the public sector. Research findings are useful in formulating a strategy that fosters corporate entrepreneurship in the public sector setting and regarded as the key to improve the quality of public organization and administration.

O empreendedorismo tem despontado nas últimas décadas como um tema de vital relevância para a sociedade, dada sua estreita relação com a inovação e o desenvolvimento econômico. Nesse contexto, a indústria de Tecnologia da Informação, onde se destaca o software, apresenta um papel centralizador e essencial no que diz respeito à globalização, encurtando distâncias, maximizando o uso do tempo e coletivizando o conhecimento entre as pessoas. Assim, o presente trabalho visa entender qual a relação entre a Atitude Empreendedora, o Comportamento Empreendedor e a trajetória de inovações nos dois modelos centrais de empresas de software. Para tal, foi realizada uma pesquisa com 16 empresas divididas em duas etapas: a primeira quantitativa e exploratória e a segunda qualitativa via entrevista em profundidade com quatro gestores selecionados entre os participantes da primeira fase. Como principais resultados verificou-se que apesar de possuírem valores diferenciados para Atitude Empreendedora e Comportamento Empreendedor, as empresas analisadas apresentaram perfis e históricos semelhantes, diferindo basicamente no tocante aos motivos para a criação do negócio. Contudo, no que diz respeito aos modelos de negócio, constatou-se que a definição dos mesmos sofre influência da Atitude e do Comportamento Empreendedor, e essa relação direciona as inovações desenvolvidas pelas empresas ao longo do eixo que vai da inovação incremental à inovação radical. Verificou-se também que as empresas analisadas passaram por um momento de transição no tocante ao modelo de negócio, dado o aumento das pressões externas. A reação a essas pressões está possivelmente associada com o grau de escolaridade, de conhecimento sobre gestão, o tempo de existência da empresa e principalmente com a Atitude Empreendedora do gestor. Por fim, enfatiza-se que a influência de instituições de amparo ao empreendedor, tais como o SEBRAE, possui um caráter positivo no que diz respeito à estruturação das empresas nos seus primeiros anos de vida, no entanto em momentos de turbulência onde a reestruturação do negócio é necessária tais instituições apresentaram-se como influências negativas para as empresas. / Entrepreneurship has emerged in recent decades as an issue of vital importance to society, given its close relationship to innovation and economic development. In this context, the Information Technology industry, highlighting the software industry, features a centralized and critical role in regards to globalization, shortening distances, maximizing use of time and collectivize knowledge among people. Thus, this study aims to understand which is the relationship between Entrepreneurial Attitude, Entrepreneurial Behavior and trajectory of innovations in the two central models of software companies. For this, a survey was conducted with 16 companies divided into two stages: the first quantitative and exploratory and the second qualitative via in-depth interview with four managers selected among participants of the first phase. The main results showed that despite having different values for Entrepreneurial Attitude and Entrepreneurial Behavior, the companies analyzed showed histories and profiles similar differing primarily with regard to the reasons for the creation of the business. However, with regard to business models, it was found that the definition of those are influenced by the attitude and behavior of the entrepreneur, and this relationship drives the innovations developed by companies along the axis that goes from incremental innovation to radical innovation. It was also found that the analyzed companies have gone through a time of transition about to the business model, given the increasing external pressures. The reaction to these pressures is possibly associated with the degree of education, knowledge management, the lifetime of the company and especially with the manager of the Entrepreneurial Attitude. Finally, it emphasizes that the influence of institutions of support to entrepreneurs, such as SEBRAE, have a positive effect about to the structuring of the industry in its early years, however in times of turbulence where the restructuring of business is required such institutions were presented as negative influences on business.

Evaluation in Higher Education Institutions in Brazil has gotten an important role in recent decades, and with the National Evaluation System of Higher Education Institutions SINAES, institutions have consolidated the evaluation model aiming at improving quality in higher education. The study was conducted with the objective of analyzing the managers of the Universidade Federal do Maranhão - UFMA perception of the institutional self-evaluation process, and its influence on entrepreneurial behavior in relation to this process. We used a mixed method, quantitative and qualitative, of exploratory type, and as research strategy, we used case study. For quantitative approach, McClelland s questionnaires about entrepreneurial behavioral characteristics were used aiming to identify entrepreneurial behavioral characteristics of the managers involved in the self-evaluation process. Forty-two managers, the coordinators of graduation courses and the academic centers directors participated in the study. Data were statistically analyzed with SPSS software version 18.0. Instrument s internal consistency was assessed by Cronbach's Alpha coefficient (0.88), attesting reliability and evaluation of the constructs. The found results verified that, on the profile characterization, there was a higher frequency of females; that the majority of respondents are aged 34-41; and that eight academic centers have participated in the survey, and that among them CCH and CCSO have obtained the higher respondents rates. Regarding graduation degrees, there were mainly doctors in management positions (61.9%) and most of them are in the institution for less than seven years. Regarding their involvement in the self-evaluation process, 52.4% are not involved in this process. The ten entrepreneurial behavioral characteristics have obtained medium and high intensity levels, among which we can highlight information searching that obtained 97.6%. From the entrepreneurial behavioral characteristics grouping, overall achievement group has obtained 90.5%; the planning group, 69.0%; and the power group, 90.5%. For qualitative data collection, we have conducted semi-structured interviews with five managers, from whom four were academic center directors and one a graduation course coordinator of UFMA. For data analysis, we adopted the content analysis using categorical and annunciation techniques. From this analysis, three categories have arisen, not a priori: institutional self-assessment process perception, participation in the process and self-evaluation process results perception. Approaches complementation - quantitative and qualitative - was accomplished through data triangulation. Results of data triangulation allowed us to verify the influence of entrepreneurial characteristics on perceptions of graduation course coordinators and academic centers directors in the selfevaluation process. The study results allowed us to know managers entrepreneurial characteristics and their relationship to their perceptions of institutional self-evaluation, so that these characteristics may contribute to the development of the institutional self-evaluation process at Universidade Federal do Maranhão. / A avaliação nas instituições de educação superior IES no Brasil vem ganhando um papel relevante nas últimas décadas e, com o Sistema nacional de avaliação de ensino superior SINAES as instituições consolidam o modelo de avaliação objetivando a melhoria da qualidade na educação superior. O estudo foi desenvolvido com o objetivo de analisar a percepção dos gestores da Universidade Federal do Maranhão - UFMA sobre o processo de autoavaliação Institucional, e sua influência sobre o comportamento empreendedor em relação a esse processo. Foi utilizado um método misto, quantitativo e qualitativo, do tipo exploratório e, como estratégia de pesquisa, o estudo de caso. Para abordagem quantitativa foi utilizado questionários das características comportamentais empreendedoras (CCEs) de McClelland com o objetivo de identificar as características comportamentais empreendedoras dos gestores envolvidos no processo de autoavaliação. Participaram do estudo 42 gestores, os coordenadores de cursos de graduação presencial e diretores dos centros acadêmicos. Os resultados obtidos constataram que na caracterização do perfil houve uma frequência maior do gênero feminino, a maioria dos pesquisados estão na faixa etária de 34 a 41 anos, participaram da pesquisa 8 centros acadêmicos, onde o CCH e CCSo obteve-se um maior índice de respondentes. Com relação a titulação há predomínio de doutores ocupando cargos de gestão (61,9%) e a maioria com menos de 7 anos na instituição. Com relação ao envolvimento no processo de autoavaliação 52,4% não possuem envolvimento com esse processo. As dez características comportamentais empreendedoras CCEs obtiveram nível de intensidade médio e forte com destaque para a busca de informação que obteve 97,6%. Dos conjuntos de agrupamentos das características comportamentais empreendedoras obteve-se 90,5% no conjunto realização, 69,0% no conjunto planejamento e 90,5% no conjunto poder. A abordagem qualitativa foi realizada com cinco gestores, sendo quatro diretores de centro acadêmico e um coordenador de curso de graduação presencial da UFMA, por meio de entrevista semiestruturada. Para a análise dos dados, adotou-se análise de conteúdo a partir da técnica categorial e anunciação. Desta análise, surgiram três categorias não a priori: a percepção do processo de autoavaliação institucional, a participação no processo e a percepção dos resultados do processo de autoavaliação. A complementação das abordagens - quantitativa e qualitativa - foi realizada por meio da triangulação dos dados. Os resultados da triangulação dos dados permitiram verificar a influência das características empreendedoras na percepção dos coordenadores de cursos de graduação presencial e diretores dos centros acadêmicos no processo de autoavaliação. Os resultados do estudo permitiram conhecer as características empreendedoras dos gestores e sua relação na percepção sobre a autoavaliação institucional, de forma que essas características possam contribui para o desenvolvimento do processo de autoavaliação institucional na Universidade Federal do Maranhão.

O empreendedorismo tem despontado nas últimas décadas como um tema de vital relevância para a sociedade, dada sua estreita relação com a inovação e o desenvolvimento econômico. Nesse contexto, a indústria de Tecnologia da Informação, onde se destaca o software, apresenta um papel centralizador e essencial no que diz respeito à globalização, encurtando distâncias, maximizando o uso do tempo e coletivizando o conhecimento entre as pessoas. Assim, o presente trabalho visa entender qual a relação entre a Atitude Empreendedora, o Comportamento Empreendedor e a trajetória de inovações nos dois modelos centrais de empresas de software. Para tal, foi realizada uma pesquisa com 16 empresas divididas em duas etapas: a primeira quantitativa e exploratória e a segunda qualitativa via entrevista em profundidade com quatro gestores selecionados entre os participantes da primeira fase. Como principais resultados verificou-se que apesar de possuírem valores diferenciados para Atitude Empreendedora e Comportamento Empreendedor, as empresas analisadas apresentaram perfis e históricos semelhantes, diferindo basicamente no tocante aos motivos para a criação do negócio. Contudo, no que diz respeito aos modelos de negócio, constatou-se que a definição dos mesmos sofre influência da Atitude e do Comportamento Empreendedor, e essa relação direciona as inovações desenvolvidas pelas empresas ao longo do eixo que vai da inovação incremental à inovação radical. Verificou-se também que as empresas analisadas passaram por um momento de transição no tocante ao modelo de negócio, dado o aumento das pressões externas. A reação a essas pressões está possivelmente associada com o grau de escolaridade, de conhecimento sobre gestão, o tempo de existência da empresa e principalmente com a Atitude Empreendedora do gestor. Por fim, enfatiza-se que a influência de instituições de amparo ao empreendedor, tais como o SEBRAE, possui um caráter positivo no que diz respeito à estruturação das empresas nos seus primeiros anos de vida, no entanto em momentos de turbulência onde a reestruturação do negócio é necessária tais instituições apresentaram-se como influências negativas para as empresas. / Entrepreneurship has emerged in recent decades as an issue of vital importance to society, given its close relationship to innovation and economic development. In this context, the Information Technology industry, highlighting the software industry, features a centralized and critical role in regards to globalization, shortening distances, maximizing use of time and collectivize knowledge among people. Thus, this study aims to understand which is the relationship between Entrepreneurial Attitude, Entrepreneurial Behavior and trajectory of innovations in the two central models of software companies. For this, a survey was conducted with 16 companies divided into two stages: the first quantitative and exploratory and the second qualitative via in-depth interview with four managers selected among participants of the first phase. The main results showed that despite having different values for Entrepreneurial Attitude and Entrepreneurial Behavior, the companies analyzed showed histories and profiles similar differing primarily with regard to the reasons for the creation of the business. However, with regard to business models, it was found that the definition of those are influenced by the attitude and behavior of the entrepreneur, and this relationship drives the innovations developed by companies along the axis that goes from incremental innovation to radical innovation. It was also found that the analyzed companies have gone through a time of transition about to the business model, given the increasing external pressures. The reaction to these pressures is possibly associated with the degree of education, knowledge management, the lifetime of the company and especially with the manager of the Entrepreneurial Attitude. Finally, it emphasizes that the influence of institutions of support to entrepreneurs, such as SEBRAE, have a positive effect about to the structuring of the industry in its early years, however in times of turbulence where the restructuring of business is required such institutions were presented as negative influences on business.

O empreendedorismo tem despontado nas últimas décadas como um tema de vital relevância para a sociedade, dada sua estreita relação com a inovação e o desenvolvimento econômico. Nesse contexto, a indústria de Tecnologia da Informação, onde se destaca o software, apresenta um papel centralizador e essencial no que diz respeito à globalização, encurtando distâncias, maximizando o uso do tempo e coletivizando o conhecimento entre as pessoas. Assim, o presente trabalho visa entender qual a relação entre a Atitude Empreendedora, o Comportamento Empreendedor e a trajetória de inovações nos dois modelos centrais de empresas de software. Para tal, foi realizada uma pesquisa com 16 empresas divididas em duas etapas: a primeira quantitativa e exploratória e a segunda qualitativa via entrevista em profundidade com quatro gestores selecionados entre os participantes da primeira fase. Como principais resultados verificou-se que apesar de possuírem valores diferenciados para Atitude Empreendedora e Comportamento Empreendedor, as empresas analisadas apresentaram perfis e históricos semelhantes, diferindo basicamente no tocante aos motivos para a criação do negócio. Contudo, no que diz respeito aos modelos de negócio, constatou-se que a definição dos mesmos sofre influência da Atitude e do Comportamento Empreendedor, e essa relação direciona as inovações desenvolvidas pelas empresas ao longo do eixo que vai da inovação incremental à inovação radical. Verificou-se também que as empresas analisadas passaram por um momento de transição no tocante ao modelo de negócio, dado o aumento das pressões externas. A reação a essas pressões está possivelmente associada com o grau de escolaridade, de conhecimento sobre gestão, o tempo de existência da empresa e principalmente com a Atitude Empreendedora do gestor. Por fim, enfatiza-se que a influência de instituições de amparo ao empreendedor, tais como o SEBRAE, possui um caráter positivo no que diz respeito à estruturação das empresas nos seus primeiros anos de vida, no entanto em momentos de turbulência onde a reestruturação do negócio é necessária tais instituições apresentaram-se como influências negativas para as empresas. / Entrepreneurship has emerged in recent decades as an issue of vital importance to society, given its close relationship to innovation and economic development. In this context, the Information Technology industry, highlighting the software industry, features a centralized and critical role in regards to globalization, shortening distances, maximizing use of time and collectivize knowledge among people. Thus, this study aims to understand which is the relationship between Entrepreneurial Attitude, Entrepreneurial Behavior and trajectory of innovations in the two central models of software companies. For this, a survey was conducted with 16 companies divided into two stages: the first quantitative and exploratory and the second qualitative via in-depth interview with four managers selected among participants of the first phase. The main results showed that despite having different values for Entrepreneurial Attitude and Entrepreneurial Behavior, the companies analyzed showed histories and profiles similar differing primarily with regard to the reasons for the creation of the business. However, with regard to business models, it was found that the definition of those are influenced by the attitude and behavior of the entrepreneur, and this relationship drives the innovations developed by companies along the axis that goes from incremental innovation to radical innovation. It was also found that the analyzed companies have gone through a time of transition about to the business model, given the increasing external pressures. The reaction to these pressures is possibly associated with the degree of education, knowledge management, the lifetime of the company and especially with the manager of the Entrepreneurial Attitude. Finally, it emphasizes that the influence of institutions of support to entrepreneurs, such as SEBRAE, have a positive effect about to the structuring of the industry in its early years, however in times of turbulence where the restructuring of business is required such institutions were presented as negative influences on business.

O presente estudo tem como objetivo analisar o comportamento empreendedor de proprietários de pequenas e médias empresas de software de forma a identificar os comportamentos e ações que podem melhorar o seu desempenho organizacional. O estudo foi realizado em uma rede de revendas de uma empresa nacional de software de gestão empresarial integrada (Enterprise Resource Planning - ERP), que tem mais de 100 empresas representantes no país. Essas revendas têm empresários com comportamentos distintos entre si, com grande diferença nos resultados finais e no seu desempenho individual. Este trabalho está baseado em uma revisão teórica sobre o comportamento empreendedor, o desempenho organizacional, pequenas e médias empresas do setor de tecnologia e empreendedorismo, visando maior compreensão acerca desses temas. Realizou-se um estudo descritivo, com aplicação de uma pesquisa quantitativa com os proprietários dessas empresas, por meio de um questionário estruturado e validado com base na literatura, que foi disponibilizado online para autopreenchimento. Os resultados obtidos indicam que os comportamentos empreendedores de autorrealização, planejamento, inovação, além do constructo agressividade empresarial, são de maior significância para um maior desempenho organizacional, bem como algumas das características sociodemográficas de seus proprietários, como tempo de empresa entre 5 e 15 anos e dentro da faixa etária entre 26 e 45 anos. O estudo apresenta propostas de treinamento, recrutamento e de gestão para os proprietários das revendas e para os gestores da empresa estudada, de forma a fortalecer alguns dos comportamentos empreendedores dos proprietários das revendas, em busca do aumento do seu desempenho organizacional. Esses resultados se aplicam apenas a esta pesquisa, pois a amostra não é probabilística e, portanto, não podem ser generalizados. / The present study aims to analyze the entrepreneurial behavior of owners of small and medium-sized enterprises software in order to identify behaviors and actions that can improve their organizational performance. The study was conducted in a resales network of a national company of Enterprise Resource Planning - ERP software, which has more than 100 companies representing the country. These resellers have entrepreneurs with different behaviors, with great difference in the final results and their individual performance. The work is based on a theoretical review about entrepreneurial behavior, organizational performance, small and medium-sized companies in the technology and entrepreneurship industry, aiming more understanding of these topics. A descriptive study was carried out, with the application of a quantitative survey with the owners of these companies, through a structured and validated questionnaire based on the literature, which was made available online. The results obtained indicate that the entrepreneurial behaviors of self-realization, planning, innovation, in addition to the entrepreneurial aggressiveness construct, are of greater significance for greater organizational performance, As well as some of the sociodemographic characteristics of its owners, such as company time between 5 and 15 years and within the age range between 26 and 45 years. The study presents proposals for training, recruitment and management for the owners of the resellers and for the managers of the company studied, in order to strengthen some of the entrepreneurial behaviors of the owners of the resellers, in search of the increase of their organizational performance. These results apply just for this research, because the sample is not probabilistic and cannot be generalized.

O objetivo desta tese foi verificar se o perfil do empreendedor e seu respectivo comportamento durante o processo empreendedor (processo de criação da empresa) influenciavam o desempenho da empresa criada. Para viabilizar o alcance do seu objetivo, inicialmente verificou-se o tipo de perfil e o respectivo tipo de comportamento predominantes na amostra analisada. O método principal utilizado na pesquisa é descritivo, sendo esta preponderantemente quantitativa. O perfil empreendedor foi medido com o instrumento proposto por McClelland (1987) e o comportamento do empreendedor foi medido por um instrumento criado e proposto pelo autor, visando entender o comportamento explicitado durante a criação da empresa, entre dois extremos, o causal e o effectual. Para identificar o conjunto de características mais presentes no perfil e o comportamento predominante em cada atividade do processo empreendedor foram utilizadas estatísticas descritivas. Na sequência, a análise de clusters foi realizada para identificar a existência de diferentes tipos de comportamento empreendedor. No entanto, para atingir o principal objetivo a técnica utilizada foi a modelagem de equações estruturais, mais especificamente o método de partial least square (PLS-SEM). Os dados foram coletados por meio de um questionário auto-administrado enviado por meio eletrônico para mais de 100.000 pessoas cadastradas em um dos principais sítios brasileiros de auxílio a empreendedores, dos quais 467 retornaram e 457 foram aproveitados após análise de outliers uni e multi variados. Os resultados revelaram que o perfil empreendedor tinha maior ocorrência de características do grupo de planejamento, seguido pelo grupo de realização e depois pelo poder. Também revelaram que o comportamento geral dos empreendedores é mais causal do que effectual, sendo que dezesseis atividades são realizadas com ênfase causal e apenas dez com ênfase effectual. Esse achado diverge da teoria recente do comportamento empreendedor que propõe a prevalência do comportamento effectual. Ainda em relação ao comportamento do empreendedor verificou-se a existência de três tipos distintos de comportamento, um comportamento mais causal (age de forma precavida, com planejamento prévio de suas ações), um comportamento intermediário (alterna a forma de agir entre planejamento prévio e ação não precedida de planejamento) e um comportamento mais effectual (age sem planejamento e posteriormente enfrenta as possíveis consequências). Um achado do estudo em relação aos tipos de comportamento foi constatar que os empreendedores modificam o seu padrão de comportamento ao longo do processo, sendo que os empreendedores que iniciam o processo de maneira mais causal tendem a ser menos causais conforme o seu avanço e os empreendedores que iniciam effectuais, tendem a ser menos effectuais ao longo do processo. Finalmente, respondendo ao objetivo principal da tese, relacionando o perfil, comportamento e desempenho, é possível afirmar que tanto o perfil quanto o comportamento influenciaram o desempenho da empresa criada. O comportamento demonstrou capacidade de exercer maior influência do que o perfil, especialmente o comportamento com ênfase causal. Foi verificado também que o modelo apresentado é mais adequado aos empreendedores do setor de comércio tradicional do que ao setor de serviços. / The purpose of the thesis is to verify whether the profile of the entrepreneur and his behavior during the entrepreneurial process (the creation of a company) influence the performance of the company created. In order to enable the scope of such purpose, there were initially verified the type of profile and the correspondent type of behavior predominant in the sample analyzed. The main method used on the research is descriptive, being the research predominantly quantitative. The entrepreneurial profile was measured by the instrument proposed by McClelland (1987) and the behavior of the entrepreneur was measured by an instrument created and proposed by the author of this thesis, aiming to understand the behavior shown during the creation of the company, between two extremes, the causal and the effectual. In order to identify the group of characteristics predominant in the profile and the predominant behavior in each activity of the entrepreneurial process, there were used descriptive statistics. Following that, the analysis of clusters was made to identify the existence of different types of entrepreneurial behavior. However, in order to achieve the main purpose, the technique used was the structural equation modeling, more specifically the partial least square (PLS-SEM) method. The data were collected through a self-administrated questionnaire sent electronically to more than 100.000 people registered on one of the Brazilian main websites of support to entrepreneurs, 467 of which have returned and 457 were used after analysis of uni and multivariate outliers. The results revealed that the entrepreneurial profile presented more of the planning group characteristics, followed by the achievement group and, after that, by the power one. They also revealed that the general behavior of the entrepreneurs is more causal than effectual: sixteen activities are carried out with causal emphasis and only ten with effectual emphasis. These finding differs from the recent theory of the entrepreneurial behavior that proposes the prevalence of the effectual behavior. Still regarding the behavior of the entrepreneur, it was verified the existence of three different types of behavior, one that is more causal (acts on a cautious way, with previous planning of actions), one intermediate behavior (varies the behavior between acting with previous planning and without previous planning) and one more effectual behavior (acts without planning and, afterward, faces possible consequences). One finding of the study, regarding the types of behavior, was to note that entrepreneurs change their pattern of behavior along the process: entrepreneurs that begin the process on a more causal way tend to be less causal as they advance and the entrepreneurs that begin effectual tend to be less effectual along the process. Finally, answering to the main purpose of the thesis, relating profile, behavior and performance, it is possible to affirm that both profile and behavior influence the performance of the company created. It was demonstrated that behavior may exercise greater influence than the profile, especially the behavior with causal emphasis. It was also verified that the model presented suits better to entrepreneurs of the traditional commerce sector than to those from services\' sector.

O presente estudo tem como objetivo analisar o comportamento empreendedor de proprietários de pequenas e médias empresas de software de forma a identificar os comportamentos e ações que podem melhorar o seu desempenho organizacional. O estudo foi realizado em uma rede de revendas de uma empresa nacional de software de gestão empresarial integrada (Enterprise Resource Planning - ERP), que tem mais de 100 empresas representantes no país. Essas revendas têm empresários com comportamentos distintos entre si, com grande diferença nos resultados finais e no seu desempenho individual. Este trabalho está baseado em uma revisão teórica sobre o comportamento empreendedor, o desempenho organizacional, pequenas e médias empresas do setor de tecnologia e empreendedorismo, visando maior compreensão acerca desses temas. Realizou-se um estudo descritivo, com aplicação de uma pesquisa quantitativa com os proprietários dessas empresas, por meio de um questionário estruturado e validado com base na literatura, que foi disponibilizado online para autopreenchimento. Os resultados obtidos indicam que os comportamentos empreendedores de autorrealização, planejamento, inovação, além do constructo agressividade empresarial, são de maior significância para um maior desempenho organizacional, bem como algumas das características sociodemográficas de seus proprietários, como tempo de empresa entre 5 e 15 anos e dentro da faixa etária entre 26 e 45 anos. O estudo apresenta propostas de treinamento, recrutamento e de gestão para os proprietários das revendas e para os gestores da empresa estudada, de forma a fortalecer alguns dos comportamentos empreendedores dos proprietários das revendas, em busca do aumento do seu desempenho organizacional. Esses resultados se aplicam apenas a esta pesquisa, pois a amostra não é probabilística e, portanto, não podem ser generalizados. / The present study aims to analyze the entrepreneurial behavior of owners of small and medium-sized enterprises software in order to identify behaviors and actions that can improve their organizational performance. The study was conducted in a resales network of a national company of Enterprise Resource Planning - ERP software, which has more than 100 companies representing the country. These resellers have entrepreneurs with different behaviors, with great difference in the final results and their individual performance. The work is based on a theoretical review about entrepreneurial behavior, organizational performance, small and medium-sized companies in the technology and entrepreneurship industry, aiming more understanding of these topics. A descriptive study was carried out, with the application of a quantitative survey with the owners of these companies, through a structured and validated questionnaire based on the literature, which was made available online. The results obtained indicate that the entrepreneurial behaviors of self-realization, planning, innovation, in addition to the entrepreneurial aggressiveness construct, are of greater significance for greater organizational performance, As well as some of the sociodemographic characteristics of its owners, such as company time between 5 and 15 years and within the age range between 26 and 45 years. The study presents proposals for training, recruitment and management for the owners of the resellers and for the managers of the company studied, in order to strengthen some of the entrepreneurial behaviors of the owners of the resellers, in search of the increase of their organizational performance. These results apply just for this research, because the sample is not probabilistic and cannot be generalized.