Com maior acesso à informação, disponível em múltiplos meios de comunicação, o comportamento do consumidor vem sofrendo uma acelerada transformação. O cliente, neste trabalho denominado de shopper, que realiza compras em um ponto de venda, está cada vez mais consciente e exigente com relação a o quê, quando, como e onde comprar. Diante deste desafio, a presente dissertação se propõe a definir um sequenciamento de etapas e ferramentas para operacionalização do gerenciamento por categorias (GC) em varejos de pequeno e médio porte, de forma a auxiliar o gestor no processo de tomada de decisão, visando atender às necessidades dos seus clientes. Desta forma, primeiramente, foi desenvolvido e aplicado um método para a identificação e priorização de atributos de compra que influenciam o shopper. Com base nestes atributos, em um segundo momento, foi desenvolvida uma sistemática para implantação de GC em varejo de pequeno e médio portes. Esta sistemática está baseada em um conjunto de ferramentas e de indicadores de desempenho que permitem às organizações melhorar a gestão dos seus departamentos. Por fim, a sistemática foi aplicada a um supermercado de médio porte, em seu departamento de hortifrutigranjeiros, sendo apresentados os resultados oriundos desta aplicação. / Considering the easier access to information, available in different types of media, the customer’s behavior is changing and very fast. The customer, so called shopper, who makes purchases in a selling point, is increasingly aware of what, when, how and where to buy things. Based on this challenge, this thesis aims to define a sequence of steps and tools for implementation of category management (CM) in small and medium-sized retailers, to help managers in the decision-making process, to meet the customer needs. Thus, first, it has developed and implemented a method for identification and prioritization of purchase attributes which influence the shopper. Based on these attributes, in a second moment, it was developed a systematic of CM applied to small and medium-sized retail. This systematic is based on a set of tools and performance indicators that enable organizations to improve their departments’ management. In the end, the systematic developed was applied to a medium-sized supermarket, in their fresh produce department, and the results arising from this application were presented.

Esta tese investiga a relação entre recursos do país e desempenho internacional de Pequenas e Médias Empresas (PMEs) brasileiras. Com a abertura dos mercados globais, PMEs de países emergentes enfrentam novos entrantes no mercado doméstico, se tornam multinacionais com expansão internacional tardia e características distintivas, e passam a lidar com recursos que devem ser adequados para estratégias voltadas ao mercado interno e externo, sendo a exportação o nível menos complexo e mais adotado de internacionalização dessas empresas. Compreender a internacionalização a partir das características da firma e da localização em um país de origem emergente mostra-se um desafio gerencial e teórico. A Visão Baseada em Recursos (VBR) é apropriada para esse tópico de pesquisa, pois permite abordar os recursos da firma e do país na geração de vantagem competitiva sob a lógica da internacionalização. Recursos do país são externos à firma e disponíveis a qualquer empresa localizada em um país (FAHY, 2002) e ainda não foram investigados quanto ao seu uso e relação com o desempenho na internacionalização de PMEs de países emergentes. Para suprir esta lacuna teórica, esta pesquisa se dividiu em duas fases: a etapa qualitativa e exploratória identificou recursos para internacionalização de PMEs de países emergentes. Adotaram-se técnicas de revisão sistemática de literatura, seguida de entrevistas com especialistas, instituições e PMEs no contexto brasileiro. Identificaram-se 11 recursos do país por meio de análise de conteúdo com apoio do software Nvivo. O grau de utilização e a relação dos recursos do país com o desempenho internacional das empresas foram verificados empiricamente na etapa quantitativa e descritiva da pesquisa, em uma Survey com 222 PMEs brasileiras. O desempenho internacional foi medido de modo subjetivo, por um construto de satisfação com atividades internacionais nos últimos três anos, e de modo objetivo, baseado na intensidade exportadora da empresa. A análise dos dados foi feita com técnicas estatísticas paramétricas e apoio do software SPSS. Os principais resultados apontam que os recursos do país mais utilizados são os de acesso à informação, infraestrutura logística e cadeias produtivas bem desenvolvidas, os quais explicam 9,4% do desempenho internacional subjetivo das PMEs brasileiras. Por outro lado, não há relação entre recursos do país e intensidade exportadora das empresas. Houve diferenças no uso de recursos do país quanto às características da empresa exportadora, como idade, escopo geográfico, intensidade tecnológica e tipo de gestão, o que não ocorreu quanto à experiência internacional. Embora os recursos do país sejam utilizados pelas PMEs brasileiras, destaca-se que não são determinantes para sua vantagem competitiva no mercado externo. As PMEs brasileiras estão otimistas em relação ao crescimento nas exportações. Os recursos do país associados à satisfação com atividades internacionais devem embasar políticas e projetos setoriais para internacionalização dessas empresas. Os resultados desta pesquisa cobriram lacunas teóricas sobre o tema de internacionalização de PMEs de países emergentes sob a Visão Baseada em Recursos e abriram novos caminhos de investigação. Pesquisas futuras podem comparar estes resultados com o contexto de empresas de diferentes portes e países emergentes. Possivelmente, os recursos do país menos estratégicos para PMEs brasileiras sejam estratégicos em outros contextos, o que deve ser verificado empiricamente. Por fim, sugere-se verificar quais recursos da firma estão associados ao uso de recursos do país e demais fatores determinantes no desempenho internacional de PMEs de países emergentes. / This thesis investigates the relationship between country resources and the international performance of Brazilian Small and Medium Enterprises (SMEs). With the opening of global markets, emerging market SMEs face new entrants in the domestic market, become multinationals with late international expansion and distinctive characteristics, and begin to deal with resources that should be adequate for strategies aimed at the domestic and foreign market. Export is the less complex and more used mode of entry of SMEs in foreign markets. Understanding the internationalization through the characteristics of the firm and its location in an emerging country of origin is a managerial and theoretical challenge. The Resource Based View (VBR) is appropriate for this research topic because it allows an approach to the country and the firm resources to create competitive advantage in internationalization. Country resources are external to the firm and available to any company located in a country (FAHY, 2002). There are no researches about the use and relation of country resources to internationalization performance of SMEs in emerging countries. To fill this theoretical gap, this research was divided into two phases: the qualitative and exploratory stage identified resources for internationalization of SMEs from emerging countries. Techniques of systematic literature review were adopted, followed by interviews with specialists, institutions and SMEs in the Brazilian context. Eleven country resources were identified through content analysis supported by Nvivo software. The use and the relation of country resources to the international performance of the SMEs were verified empirically in the quantitative and descriptive stage of the research, in a Survey with 222 Brazilian SMEs International performance was measured subjectively by a construct of satisfaction with international activities in the last three years, and in an objective way, based on the export intensity of the company. Data analysis was performed using parametric statistical techniques with SPSS software support. The main results indicate that the most used country resources are information access, logistics infrastructure and well-developed production chains, which are responsible for 9.4% of the subjective international performance of Brazilian SMEs. On the other hand, there is no relation between resources of the country and export intensity SMEs. There were differences in the use of country resources regarding the characteristics of the exporting SMEs, such as age, geographic scope, technological intensity and type of management. There were no differences regarding international experience of firms. Although country resources are used by Brazilian SMEs, it is highlighted that they do not generate competitive advantage in the foreign market. Brazilian SMEs are optimistic about the growth in exports. Country resources associated to the satisfaction with international activities should support policies and sectoral projects for the internationalization of these firms. The results of this research covered theoretical gaps on the theme of internationalization of SMEs from emerging countries under the Resource Based View and opened new avenues of research. Future research can compare these results with other firms with different sizes and from other emerging countries. Possibly, the less strategic country resources for Brazilian SMEs are strategic in other contexts, which should be verified empirically. Finally, it is suggested to verify which firm resources are associated to the use of country resources, as well as other determining factors to the international performance of SMEs in emerging countries.

This thesis is focused on small firms in region of Prachatice and analysing their business risks. There is discription of the state of small and medium-sized enterprises and a brief summary of the risks that affect these companies. The thesis describes situation in South Bohemia, particulary Prachatice region and compares particular South Bohemian regions. Aforementioned research uses questionnaires as a main method, both in the form of personal interviews, as well as in electronic form. There is an obvious conclusion from that research, that the companies are well aware of risks and see them as a threat to their future goals they want to achieve. Diversification and risk shifting are most common instruments to avoid or at lest mitigate those dangers. Companies participating in the survey are most concerned about the business and financial risks. On the other hand, industrial risks are not percieved as significant problem. Among other precautions leasing to reduction of risks is mutual and timely communication betweeen company branches, consideration of indicators in general. Each employee should be aware of the risks associated with his work. Enterprises with a elaborate approach to risk are becoming more competitive, stable and more resilient to external negative influences.

Southern California has great economic importance to the USA, with major revenue generation counties like Los Angeles, San Diego and Santa Barbara. Downtown Los Angeles is a major business hub for many industries, including small and medium enterprises (SMEs), with densely populated metropolitan areas in urban settings. From technology to media, a wide range of diversified SMEs operate within the Southern California region. Little evidence is provided in the academic literature on Southern California’s SMEs and their relation to Knowledge Management (KM) and KM strategies. This research aims to explore and examine, in depth, Southern California’s SMEs and to provide the SMEs’ decision makers with an effective strategy to implement Knowledge Management Systems (KMS) into their organisations. The overall aim of this thesis is to complement and enhance the existing KM literature by examining the relationship between Human Capital (HC) and Organisational Structural Capital (OSC) from a Knowledge Management perspective. The conceptual framework developed in this thesis draws on the strategic management perspective of KM and KMS from the existing literatures. Focusing on and analysing the two main elements, i.e. HC and OSC, to critically examine how the relationship between both elements could affect SME performance. In addition, by drawing on the resource-based view of the SME and the KMS perspective, the thesis explores the influence of KMS on both the HC and OSC elements in the SMEs of Southern California. To validate the framework, empirical research was performed, followed by the distribution of a questionnaire to 1,000 respondents within the SME sector in Southern California, and particularly to areas with high business revenue, such as Los Angeles, San Diego and Santa Barbara, of which 367 completed responses were considered valid to use in this research. This study has applied structural equation modelling (SEM) to test the proposed research framework using IBM SPSS V.22 and AMOS V21. The findings reveal that the majority of the SMEs are aware of their knowledge usage as the main competitive advantage. However, SMEs are not always aware of the best methods to capitalise their existing KMS and how to utilise it to the optimal level, especially with regard to business objectives and obligatory requirements repeatedly taking precedence. These results indicate that the implementation of an enhanced KMS strategy, i.e. the developed framework, will enhance SME performance by aiding the decision makers further in the exploration of employee awareness (HC), company goals, and being competitive through making the relevant decisions, which is a contribution of this study. The originality of this study is that it endeavours to obtain new insights on the subjects of KMS, HC, OSC and SME performance, using tactical suggestions for Southern California’s SMEs in managing knowledge, controlling knowledge gaps, and reflecting among these factors. This thesis makes a step forward and contributes to the body of knowledge, e.g. it explores and examines relevant elements and factors of both HC and OSC that enhance the decision-making process in SMEs through the conceptual and the developed frameworks (see Figures 3.6 and 4.21). In addition, this thesis makes a further contribution to the application of current theories (e.g. the Knowledge-Based theory of the Firm and Organisational Learning theory) by providing a framework to address the relationship between Human Capital (HC) and Organisational Structural Capital (OSC) from a Knowledge Management perspective, in the context of Southern California’s SMEs with a focus on service based firms. While the results cannot be generalised, they can aid others to relate their views to those reported in this thesis.

As empresas de pequeno e médio portes (PME´s) têm procurado estabelecer várias formas de cooperação atualmente, objetivando se manterem competitivas num mercado cada vez mais globalizado. As redes de empresas representam um tipo de cooperação bastante funcional para PME´s. As redes assumem várias formas, dentre elas: os consórcios de exportação, os arranjos produtivos locais ou clusters industriais, as cooperativas, os aglomerados, as organizações virtuais. O consórcio de exportação, que é a união de empresas de pequeno e médio porte do mesmo segmento produtivo e/ou complementares para juntas exportarem seus produtos, pode ser apontado como uma importante estratégia para a inserção daquelas empresas no mercado internacional. A sinergia obtida proporciona as seguintes vantagens para as empresas participantes: redução de custos gerais de exportação (em especial a promoção), minimização do risco de exportar individualmente, aumento de competitividade das empresas, efeito motivador sobre os participantes, maior segurança na penetração e diversificação de mercados, alavancagem das vendas externas, possibilidade de exportar com marca própria, maior poder político em negociações com entidades de apoio ao comércio exterior, entre outras. Para o desenvolvimento desta pesquisa, realizou-se o levantamento bibliográfico sobre Redes de Cooperação de Empresas, Estratégia de Entrada em Mercados Internacionais e Consórcios de Exportação. O objetivo geral desse trabalho é descrever o processo de inserção das pequenas e médias empresas no mercado internacional via consórcios de exportação, discutindo o papel dessa forma de organização em redes. Como objetivos específicos, têm-se: - Identificar as motivações das PME´s para a formação de consórcios (redes de cooperação de empresas); - Identificar características de estrutura e funcionamento de consórcios de exportação no Brasil; - Verificar o desempenho exportador de consórcios de exportação no Brasil. Utilizou-se o método de estudo de caso (YIN, 2001) para se analisar: o consórcio Brazilian Health Products (BHP), do setor Médico-Odontológico-Hospitalar, estabelecido em Ribeirão Preto ? S.P., o consórcio Components & Machinery by Brasil, do setor de Componentes para Calçados, estabelecido e em atividade em Franca ? SP e o Projeto Setorial Integrado (PSI), originado a partir de um consórcio, Wines from Brazil, do setor Vinícola, estabelecido em Bento Gonçalves - RS. Entrevistas em profundidade semi-estruturadas e análise documental foram conduzidas como parte do processo de elaboração dos estudos de caso. Entrevistas complementares foram conduzidas na APEX-Brasil, com o intuito de obter informações complementares sobre consórcios de exportação no Brasil. Como alguns dos resultados obtidos, têm-se: os consórcios constituem uma importante estratégia na inserção de pequenas e médias empresas no mercado internacional; o aporte financeiro concedido pela APEX-Brasil é fundamental para o funcionamento do consórcio; os consórcios estudados obtiveram um bom desempenho exportador durante suas atividades; o governo brasileiro (APEX-Brasil) tem direcionado sua estratégia de exportação dos consórcios para os Projetos Setoriais Integrados. / Nowadays, small industries have chosen to establish different ways to cooperate, intending to keep themselves competitive face to a globalized market. The inter-organizational networks represent a strategy of cooperation very efficient for industries. The networks can adopt different types: the export consortia, the industrial clusters, the cooperatives, the agglomerates, the virtual organizations. The export consortium, which is the union of small industries of the same industry and/ or complementary intending to export together their products, can be pointed out as an important strategy to insert those industries in the international market. The synergy obtained offers the following advantages for the participant industries: export costs reduction, minimization of the risk to export individually, increasing of industries competitiveness, motivating effect among participants, safety to penetrate and diversify markets, to boost international sales, possibility to export with its own brand, political power to deal with entities related to international business, among others. To develop this research, a bibliographic review was performed about Inter-organizational Networks, Modes of Foreign Entry and Export Consortia. The general goal of this research is to describe the insertion processes of small and medium industries (SMI) in the international market through export consortia, discussing the role of this kind of networks. The specific goals are: - To identify the SMI´s motivations to the consortia formation (inter-organizational networks); - To identify characteristics of structure and operationalization of export consortia in Brazil; - To verify the exporter performance of export consortia in Brasil.The case study method was used (YIN, 2001) to analyse: the consortium Brazilian Health Products (BHP) ? Medical-Odontological industry, established in Ribeirão Preto ? S.P., the consortium Components & Machinery by Brasil ? Components for Leather Shoes industry, established and operating in Franca ? S.P. and the Integrated Sectorial Project (ISP) which originated from a consortium, Wines from Brazil ? Wine industry, established in Bento Gonçalves - RS. Semi-structured interviews and documental analysis were conducted as part of the process to elaborate the study cases. Complementary interviews were conductcted at APEX-Brasil, aiming to get further information about export consortia in Brasil. As some results, we can mention: - the export consortia are an important strategy to insert small and medium industries in the international market; - the financial add offered by APEX-Brasil is fundamental to the consortia development; - the consortia studied have a very good export performance; - the Brazilian Government (APEX-Brasil) has been redirecting its export promotion strategy from export consortia to the ISP.

Abstract The purpose of the present study is to build a theoretically based and empirically grounded framework that enables a better understanding of corporate rebranding processes among small companies. Corporate rebranding is addressed from a visual viewpoint concentrating on changes to corporate name and logo. The theoretical background is based on corporate branding, corporate rebranding and organisational change literature. The research setting is small software companies that operate in B2B markets. The empirical part is conducted as a multiple case study of three cases by gathering data both before and after corporate name changes. The main data gathering method was narrative interviews supported by several specifying interviews and secondary data. The results are first presented as narratives followed by process descriptions and finally combined into an empirically grounded processual framework for corporate rebranding. First, context-related characteristics influencing and reasons for corporate rebranding are revealed. Second, sub-processes of corporate rebranding are presented during three different time periods; 1) before establishing the company, 2) after establishing the company during the time when the original corporate name is in use and 3) after establishing the company when the new corporate name is in use. Third, outputs of corporate rebranding are described in the forms of the new name and logo. For small business managers the study offers four interesting findings. First, developing a new corporate name in company is cheap but may take several years. Using marketing communications agencies may result in a faster process, but in that case, the cost implications should be accepted. Second, the company should inform its stakeholders of the forthcoming name change for two reasons: 1) stakeholders may provide ideas for a new name; and 2) proactively spreading information on a forthcoming name change may avoid misunderstandings, for example, rumours of bankruptcy, when the name change is executed. Third, encouraging stakeholders to invent a new name and evaluate the potential new name may help to ensure that the new name will not cause any unwanted associations. Fourth, in launching the new name electronic devices may be far more cost-effective than expensive marketing communications campaigns to communicate the change. / Tiivistelmä Tämän tutkimuksen tarkoituksena on luoda teorioihin perustuva ja empiirisesti perusteltu viitekehys, joka auttaa ymmärtämään yrityksen uudelleenbrändäykseen liittyviä prosesseja pienissä yritysmarkkinoilla toimivissa (B2B) ohjelmistoyrityksissä. Yritysbrändäys nähdään visuaalisesta näkökulmasta, ja sillä tarkoitetaan yrityksen nimen ja logon vaihtamista. Tutkimuksen teoreettinen tausta on rakennettu yritysbrändäystä, yrityksen uudelleenbrändäystä ja organisaation muutosta käsittelevien kirjallisuuksien perusteella. Empiirinen osa on toteutettu kolmen tapauksen tapaustutkimuksena. Ensisijainen aineistonkeruumenetelmä ovat narratiiviset haastattelut, joilla tuotetaan haastateltavien omia tarinoita tutkitusta ilmiöstä. Näitä tuetaan useilla tarkentavilla haastatteluilla ja kirjallisella aineistolla. Tulokset esitetään ensin narratiiveina, sen jälkeen prosessikuvioina ja lopuksi empiirisesti perusteltuna viitekehyksenä yrityksen uudelleenbrändäysprosesseista. Viitekehys koostuu kolmesta osasta: 1) yrityksen uudelleenbräyksen syyt ja siihen vaikuttavat kontekstin erityispiirteet, 2) yrityksen uudelleenbrändäyksen alaprosessit i) ennen yrityksen perustamista sekä sen perustamisen jälkeen ii) aikana jolloin yrityksen alkuperäinen nimi on käytössä ja iii) aikana jolloin yrityksen uusi nimi on käytössä, sekä 3) yrityksen uudelleenbrändäyksen lopputulema, eli uusi yritysnimi ja logo. Tutkimus tarjoaa pienyrittäjille neljä tärkeää näkökulmaa. Ensinnäkin, uuden yritysnimen kehittäminen itse on edullista, mutta sopivan nimen löytäminen voi tällöin kestää vuosia. Markkinointiviestintätoimisto voi tuottaa nimen nopeammin, mutta silloin on hyväksyttävä siitä aiheutuvat kustannukset. Toiseksi, yritysten kannattaa informoida tärkeitä sidosryhmiään mahdollisesta tulevasta nimen muutoksesta jo ennakkoon kahdesta syystä: 1) sidosryhmät voivat auttaa nimen keksimisessä, ja 2) näin voidaan välttää väärinkäsityksiä (mm. konkurssiepäilyt) varsinaiseen nimenvaihtamiseen liittyen. Kolmanneksi, kun sidosryhmät osallistuvat nimen kehittämiseen ja nimiehdotusten arviointiin, voidaan kartoittaa ja välttää ei-toivottuja assosiaatioita nimeen liittyen. Neljänneksi, suurten markkinointiviestintäkampanjoiden sijasta uuden nimen lanseeraamisessa kannattaa pohtia elektronisten viestintävälineiden käyttämistä.

Dans les pays en développement, les liens sont étroits et multiformes entre ledéveloppement urbain et les économies rurales. Dans les régions de montagnes, notamment enAfrique de l’Est, les espaces sont fortement interdépendants à travers les relations commerciales,les déplacements de personnes, les flux de productions, selon des échelles géographiques ettemporelles variables. Des logiques de continuum, de gradient, voire de rupture, sont à l’oeuvre.Dans ce contexte, le rôle joué par les Petites et Moyennes Entreprises (PME) reste encorelargement à démontrer, notamment leur place dans la structuration des flux de produits et depersonnes (exemple des petits entrepreneurs commerçants, des transporteurs faisant la navetteentre zones de production, de commercialisation et de consommation, etc.). La place des petitesvilles dans ce processus d’intégration territoriale est importante, car elles jouent souvent le rôlede premier relais et d’interface préférentiel entre les économies urbaines et rurales.L’approche par les PME permet d’appréhender le rôle de l’initiative individuelle et collective(voire communautaire) dans la dynamique de développement territoriale, mais égalementd’analyser les actions mises en place (ou non) pour favoriser l’entrepreneuriat, par les autoritéspubliques et les organisations non gouvernementales (accès au microcrédit, etc.).Le terrain choisi est la province du Central Kenya, région du Mont Kenya et des Aberdares, avecles petites villes de Sagana et Karatina comme zone d’étude privilégiée. C’est une zone de fortesdensités de peuplement, à l’économie rurale voire agricole bien structurée mais en reconversion(économie post-Café) et qui dispose d’un réseau urbain hiérarchisé (petites villes d’étude, villemoyenne de Nyeri, proximité relative de la métropole de Nairobi).Les principaux résultats témoignent du rôle dissymétrique joué par les petits entrepreneurs, et àtravers eux par les petites villes, dans les relations villes-Campagnes. Si leur rôle est crucial dansles flux entrants (approvisionnement des consommateurs urbains et ruraux desservis), il estrelativement faible dans les flux sortants, ce qui témoigne des logiques de concurrence exercéspar des opérateurs extérieurs (relations directes entre grossistes urbains et producteurs ruraux)mais aussi par des intermédiaires locaux (coopératives, grossistes, etc.). / Abstract: Small and Micro-Enterprises (SMEs) are known to form significant nodes inrural-Urban linkages. Consequently, these SMEs serve as strong nodes which link thesurrounding rural areas to Local, National and Regional Markets through forward andbackward linkages. By strengthening and opening up opportunities for SMEs ‘virtuous’circles of rural-Urban economic linkages are created.The study of the rural-Urban linkages activities is still in development. This thesistherefore seeks to add to the literature by generating and documenting information onthe role of SMEs in small towns in rural-Urban linkages. Kenya is an agricultural-Ledeconomy, hence the need to focus on small mountainous towns. The towns aresurrounded by rich agricultural areas and are highly populated, making them busy hubsof mobility and exchange. Therefore, Mt. Kenya region is the chosen area of study withSMEs in Sagana and Karatina towns chosen as centres representing small towns.Based on the study results, SMEs were found to play an relatively small role in forwardlinkages. Only 12% of goods and services coming to the small towns from the ruralareas were forwarded by the SMEs, and only 25% of these goods found their way toother markets. The study established that some factors such as to the marketing chaincreated by the Famers Sacco’s, the use of Information and CommunicationTechnologies and contracting farming could be contributing to the poor show of SMEs inforward linkages.The rural functions in urban SMEs were found to be real and instrumental inentrepreneurship development. They were not only vital in business survival in lowseasons but were also found have positive correlations with large capital base, highmonthly turnover, increased access to loan facilities, and large size of the enterprise.Previous studies have shown that the rural-Urban trade to be more than urban-Ruraltrade. However, the current study shows the latter is almost three times more. Theresults could be said to differ in case where the point of focus is the small trader in thesmall town as opposed to a general urban-Rural trade approach. Also the nature of thefarmers markets could determine the flow pattern between urban and rural supplies.Karatina and Sagana markets behaved more of international markets, where most of thetraded goods and supplies were not from the local catchments. This meant ruralpopulace depended on the towns not only for manufactured goods and professionalservices but also for agricultural produce.

This study aims to explore what capabilities that are involved in the formation and early performance of firms that internationalize in an early stage of their development. More specifically, the antecedents of identification and exploitation of business opportunities are explored and linked to specific capabilities. For this purpose, an exploratory-inductive case study is employed to allow for new capabilities to be identified. The analyzed data largely confirms the insights already reached in academic research, in particular the centrality of networking capability in the process of entrepreneurship. As for international business opportunities, the study highlights the importance of creating opportunities to meet with prospective international customers and suggests the importance of absorbing knowledge about these markets so as to reduce cultural distance. The main virtue of this study though, is that it provides a practice-oriented perspective on the process of international entrepreneurship. / Denna studies syfte är att utforska vilka förmågor som bidrar till grundandet av och prestationsförmågan hos företag som söker sig till internationella marknader i ett tidigt skede av sin utveckling. Mer specifikt utforskas vilka händelser som ligger till grund för att affärsmöjligheter identifieras och exploateras; dessa händelser kopplas sedan till specifika förmågor. En induktiv och explorativ studie begagnas i detta syfte för att möjliggöra att ej tidigare upptäckta förmågor kan upptäckas. Analysen av datan bekräftar de insikter som tidigare har nåtts inom forskningsområdet, framförallt betydelsen av ”networking capability” i entreprenörskap. När det gäller internationella affärsmöjligheter betonas vidare vikten av att skapa möjligheter till att träffa presumtiva kunder och det föreslås att det är av vikt att tillägna sig kunskap om dessa marknader i syfte att överbrygga kulturellt betingade kunskapsluckor. Studiens främsta förtjänst är att den ger ett perspektiv på det internationella entreprenörskapet som ligger praktiken nära.

A growing consensus on suitability of Strategic Entrepreneurship (SE) for firms to face challenges in a competitive environment is anchored on the argument that SE is an intersection of entrepreneurship and strategic management associated with opportunity-seeking and advantage-seeking behaviours. However, this concept is flawed by failure of firms to simultaneously combine opportunity-seeking and advantage-seeking behaviours to attain and sustain performance, a situation that raised contentions on the relevance of constructs chosen to build SE. Recently, other scholars suggested that SE is more than interface between strategic management and entrepreneurship and treat this fusion as a debatable idea. This argument presents a conceptual gap which triggered this study. This study examined three constructs namely: Market Orientation (MO), Entrepreneurial Orientation (EO) and Networking Capability (NWC), which are collectively referred to as dimensions of Strategic Entrepreneurial Response (SER) as appropriate constructs to enhance simultaneous opportunity-seeking and advantage-seeking behaviours. With the understanding that these constructs were collectively used for the first time to study SER, this study examined if their individual dimensions could successful measure SER, and if they are related to SME performance. Also, examined how much variance in SME performance is explained by scores of the dimensions of SER and whether the interaction of the dimensions of SER explains a significant amount of variance in performance to enhance simultaneous opportunity-seeking and advantage-seeking behaviours. In the course of the study, a cross-sectional research design was used to collect data from SME’s in Tanzania of which 291 SME owners/managers were randomly selected and interviewed in three types of industries namely: manufacturing, service and retail. A factor analysis after oblique rotation revealed 9 factors and explained 68.16% of total variance. The identified factors were customer orientation, competitor orientation (market orientation), pro-activeness, risk taking, competitive aggressiveness (entrepreneurial orientation), relational skills, internal communication, coordination and partner’s knowledge (networking capability). Subjecting the nine factors into the second order factor analysis converged into a single component suggesting successful measuring SER. The findings confirmed a relationship between dimensions of SER and SME performance suggesting that emphasis on market orientation, entrepreneurial orientation and networking capability enhance SME performance. However, the interaction of the three dimensions only market orientation and entrepreneurial orientation explained significant amount of variance in SME performance, with large amount of variance accounted for by the market orientation. The findings suggest that emphasis on market orientation is a firm’s strategic choice to generate strategic information which forms a seedbed of opportunities from which entrepreneurial oriented firms identify and proactively seize to build competitive advantage. Contrary to previous studies, which emphasized that opportunity seeking is a domain of entrepreneurial orientation, this study argues that previous studies underplayed the role of market orientation on opportunity seeking. This study views entrepreneurial orientation as more driven by opportunity exploitation which is more of advantage seeking than opportunity seeking. This study suggest that sustained market orientation and entrepreneurial orientation cultures build opportunity seeking and advantage seeking behaviors crucial to create and sustain SME performance. / Thesis (PhD)--University of Pretoria, 2013. / Business Management / unrestricted

The generation of attractive innovations is one of the most important and complex tasks companies undertake, the process of open innovation is being used to support this endeavour. SMEs often face difficulties applying and commercialising external sources’ technologies for their own purposes due to liability of smallness and related lack of capability of co-ordination. In particular, small and medium-sized system integrators of electronic consumer products (SIs) are (1) highly dependent on close collaboration with external organisations, (2) have to cope with turbulent technology markets, and have to manage (3) the continuous shortening of innovation cycles. These factors necessitate small and mediumsized SIs of electronic consumer products to increase their dynamic capability to innovate, which subsequently forms the basis for the SIs’ sustainable competitiveness. The effective embedding of the Purchasing Organisation (PO) into the innovation outside-in process can potentially become a major driver in improving the overall innovation process and company performance. However, given academic research does not provide sufficient insight concerning relevant Enabling Factors (EFs) and related drivers. Therefore, academics allude to a demand for further research in the field of early purchasing involvement in the innovation process. In addition, purchasing practitioners point to the low maturity of Purchasing Organisations with regard to securing innovations. To explore relevant Enabling Factors for purchasing integration into the innovation process, the qualitative study design was based on an embedded case study inquiry with multiple units of analysis. Data collection and analysis was realised through a sequential qualitative  quantitative mixedmethod approach. For this reason, interviews were conducted with 7 purchasing experts from the medium-sized German television set manufacturer Loewe. To obtain insights as to the generalisability of the findings, a purposive selected sample of 11 purchasing experts from other SIs with high dependency on innovation suppliers were interviewed via webbased questionnaires. The study identified: EF1: External Interconnectedness EF2: Preferred Customer status Process EF3: Management Commitment to the PO EF4: External Interconnectedness EF5: Early Integration into Product Planning EF6: Degree of Professionalisation of the PO EF7: Innovation Management System and EF8: Open-minded Relations based on Trust as a relevant Enabling Factor. Furthermore, the study suggests direct relations between the EFs and 32 drivers that are formative to the related Enabling Factors. Based on the study findings, 14 strategic measures were defined via focus group interviews. In this way, the study contributes to given academic knowledge in the field of early purchasing involvement into new product development processes (NPD). With regard to such new product development processes, this study suggests integrating the PO, as a third element, into the R&D and marketing interface.