Low vision impacts on Quality of Life (QoL). Thus, low vision services are essential to enhance the QoL of people with functional low vision. However, of the estimated 70 out of the 124 million people with low vision who require services, approximately 5-10% has access to services. The demands for low vision services will continue to grow due to the emerging global trends in ageing populations and changes in the epidemiology of vision impairment. While critical data and information are available for other forms of vision impairment, there is a paucity of information on the distribution, needs, and priorities for improving low vision service delivery at the national, regional, and global levels. / This thesis addressed the problem by first developing and distributing a survey to Vision 2020 contacts, government, and non government organisations in 195 countries during 2006-2008 to assess the current situation of low vision services globally. The survey was first pilot tested leading to improvements in the length, layout, and content of its form. Specifically, the survey topics included: epidemiology, policies, human resources, service provision, barriers, equipment, and monitoring and evaluation. / The Classification Analysis and Regression Tree (CART), logistic regression methodology and grounded theory analysis were used to present the findings and identify the critical success factors of low vision service coverage. The qualitative component consisted of case studies in three countries (India, Ghana, and Cameroon) during November 2007 and 2008. A total of 101 interviews were carried out. The case studies provided an overview and historical perspective of services, effectiveness, cost, efficiency, acceptability, access, equity, sustainability, and ideal situations as recommended by interviewees. Qualitative findings from the case studies were produced with the assistance of the NVivo software. / The primary results are that the majority (80%) of countries have poor (≤10%) coverage. Key issues pertinent to the current situation of service coverage are: human resources (number and combination of disciplines), funding (sustainability and arrangements), type of services provided (comprehensive and multidisciplinary) and its locations (NGOs or government facilities), and the sociodemographic and economic barriers (costs, awareness, and rural areas) to accessing services. / The critical success factors found in this research are represented by the ‘FRAME’: Funding (sustainable source, public and private mix), Rehabilitation workers (e.g., adequate numbers of multidisciplinary personnel), Access to low vision devices, Multidisciplinary services; and External contextual influences in which low vision services operate in. The case studies identified seven major themes that further build on the FRAME: sustainability, governance, advocacy, human resources, access, awareness, and service delivery. / The conclusion of the thesis is that a global picture of the current situation of low vision services was acquired and it is now known which countries have poor (≤10%) and better (>10%) coverage. It also found the critical success factors that will assist the WHO Low Vision Working Group and Vision 2020 to improve the current models of service delivery, future planning, training curriculum development, and priorities setting. Specifically, these need to be achieved through three areas of action: human resources development, sustainability, and advocacy.

In today's competitive business, information technology (IT) is undoubtedly an irreplaceable part of the business. Introducing different types of IT within companies is almost always proceed in a project form. Today, there are well-developed strategies, models and tools for a project manager to use for IT projects, but in spite of that, previous research points to a relatively high error rate. But what do you really mean by a successful and failed IT project? In fact, specific IT projects are often limited to being assessed and followed up only against three parameters: time, budget and results, but fail to follow up on the expected business benefit that may affect the impact targets (impact targets are the objectives that specify the effect of the project expected to give). If the follow-up is not implemented, an uncertainty is created and the expected effects that IT projects will generate are lost.   Another factor in the problem of previous research in IT projects has been found in the perspective of the user. Those who run and manage IT projects must take into account the user's real IT system challenges to optimize the usage. Looking at the specific ease of use of system implementation, the existing literature indicates that it is the biggest challenge in IT projects. Users can resist using the system, which can cause more problems than that the IT project's performance goals are not achieved. Many reasons and factors for failed IT projects are not yet identified.   The purpose of the study is to identify success factors and obstacles to the effective deployment and use of a new product management system within Fashion Retail. The study has been conducted as a qualitative study where a Fashion Retail Company was studied. The Company is considered relevant to the study as they currently carry out one of the largest IT investments in recent years. The Company will introduce a new product management system for two different concepts. The study results in three concrete success factors as well as an identified area where obstacles arise.   Three success factors: • The project management strategy Practical Project Management (PPS) Parallel with a change-friendly climate, creates an optimistic view of the introduction of the Product Management System, as well as releasing time to the project manager to eliminate any obstacles along the way. • Having users of the Product Management System in most phases through IT projects enhances and optimizes user-friendliness. • Let the supplier be seen and treated as a participant in the projects, it can free up time and improving communication between customer and supplier.  Area of Obstacles: An important but out-priority activity in IT projects (mostly due to lack of time) is to follow up and learn between projects as project managers. Here you lose important information and knowledge. How to identify success if follow-up does not happen? In an industry like Fashion Retail, characterized by major seasonal variations, high availability and external factors such as environmental and social responsibility, you depend on IT to share the information. If follow-up is more frequent and carefully, IT projects can be streamlined on time, but also economically with routines and the right actors.

Este trabalho apresenta uma proposta de diagnóstico e análise da implantação de projetos Seis Sigma em empresas que operam em ambientes de negócio dinâmicos. Estas empresas desenvolvem produtos com alta complexidade tecnológica e demanda variável, o que requer constantes alterações e adaptações no ambiente produtivo. Por consequência, o Sistema de Gestão da Qualidade e seus programas também devem ser capazes de adaptarem-se a essas mudanças. Sendo assim, o objetivo principal desta dissertação é estabelecer diretrizes de melhoria no programa Seis Sigma, propondo um modelo de reavaliação para sedimentar este programa como parte da cultura de solução de problemas em uma empresa do setor de equipamentos para o agronegócio. Esta pesquisa foi desdobrada em dois artigos; no primeiro, foram estabelecidas premissas baseadas numa revisão preliminar da literatura, seguida de um diagnóstico dos principais fatores críticos de sucesso para consecução do programa Seis Sigma. Com estas informações, os resultados do diagnóstico foram compilados em categorias de problemas e comparados com as soluções apresentadas na literatura, tornando possível o estabelecimento das diretrizes de melhoria nos projetos Seis Sigma para o caso selecionado. No segundo artigo, foi realizada uma análise da literatura a respeito da implementação de projetos Seis Sigma, de projetos tradicionais e do gerenciamento ágil de projetos. Em seguida, foram identificados os principais problemas dos projetos Seis Sigma encontrados no estudo de caso. Com base nas soluções encontradas na literatura, foi possível definir um modelo de revisão da implementação de projetos Seis Sigma, para a empresa em estudo, visando minimizar ou eliminar os problemas encontrados. / This paper presents a proposal of diagnostic and evaluation for an implementation analysis of Six Sigma projects in companies included in a dynamic business environment. These companies develop high technological complexity and variable demand products, which requires constant operations and production changes and adaptations. Consequently the Quality Management System and its programs should be also capable to adapt to those changes. Thus, the main objective of this dissertation is to establish improvement guidelines on Six Sigma program by proposing a reevaluation model to settle this program as part of the problem resolution culture in an agribusiness equipment company. The study is deployed in two articles. The first article establish guidelines based on a preliminary literature review, followed by a diagnostic about the main critical success factors to implement Six Sigma programs in a selected case. With this information, the diagnostic results were compiled in problems categories and compared with literature available solutions, making it possible to establish guidelines to improve Six Sigma projects for the selected case. The second article presents a literature analysis about the implementation of Six Sigma projects, traditional projects and Agile projects management. After that, the Six Sigma main problems found in the case study were identified. Based on solutions found in the literature, it was possible to define a Six Sigma project analysis and implementation model for this case, in order to minimize or eliminate the identified problems.

Syftet med denna studie var att undersöka hur skidlärare upplever sitt arbete medarbetarnas betydelse i en framgångsrik organisation. Datainsamlingen bestod av nio semistrukturerade intervjuer, och ändamålsenligt urval tillämpades. Ett inklusionskriterium för att deltaga i studien var en anställning som skidlärare i företaget Trysilguidene AS. Data bearbetades och analyserades med tematisk analys. Fyra teman analyserades fram, dessa var Relatera till företagets värderingar, Omgivningen är betydelsefull, Bidra till en nöjd gäst och En rädsla av att inte passa in. Resultatet visade att för att prestera sitt yttersta är det viktigt med ett intresse för skidåkning samt att individens personlighet och dess värderingar går hand i hand med företagets. Vidare är de nära relationerna med de övriga medarbetarna i organisationen av stor betydelse. Utifrån denna studie verkar engagerade, motiverade och välmående medarbetare vara en viktig grund för framgångsrika organisationer. / The purpose of this study was to investigate how ski instructors experience their work. The survey was conducted with a qualitative method in the form of thematic analysis. The data collection consisted nine semistructured interviews, and.  appropriate selection was applied. An inclusion criterion for participation in the study was an employment as a ski instructor in Trysilguidene AS. Data was processed and analyzed with thematic analysis. Four themes were analyzed, these were Related to the company's values, The surroundings are meaningful, Contribute to a satisfied guest and A fear of not fit in. The result showed that in order to achieve its utmost it is important to have an interest in skiing and it is also important that the individual's personality and values go hand in hand with the company. Furthermore, the close relationships with the other employees in the organization are of great importance. Based on this study committed, motivated and prosperous employees appear to be an important foundation for successful organizations.

ABSTRACT Aim: From its inception to its expansion nationally and internationally, the management of a restaurant franchise concept uses various critical success factors to overcome the barriers that they encounter throughout their different growth phases. This study aims to find out what the CSFs are for Swedish restaurant franchisors of different sizes, what barriers they encounter and what their solutions to these problems are. Method: This is a qualitative study. An initial study was performed by open-ended interviews with the CEOs of the Swedish Franchisor organization and the CEO of the Swedish Franchisee organization. Thereafter, ten semi-structured telephone interviews were held with the upper management at Swedish restaurant franchisor companies. Saturation was achieved after 6-8 interviews and the data was analyzed thematically. Results & Conclusions: Small franchisors focus on concept development, finding capital and finding franchisees. Two of the smaller franchisors used crowdfunding to finance their expansion. Larger franchisors focus on standardization, improving their quality and on brand building. The conclusion is that there are significant differences in the CSFs for small and large franchisors. Suggestions for future research: This study is limited in scope and limited in time. For future research, we would recommend a longitudinal study of several newborn franchise systems, to study them over several years and to see which CSFs are more important at different growth stages. Another research approach could be to rank the CSFs by using a quantitative method and work with a larger sample frame of franchisors. Or to study our fastest growing respondent. Contribution of the thesis: The main contribution to literature is that small franchisors focus on selecting the right franchisees and locations, large franchisors focus on developing the concept and on standardization. The main managerial implication is that franchisors of all sizes need to take a broad perspective and plan for different expansion phases. Keywords: Franchising, Franchisee, Franchisor, Critical Success Factors, CSFs, Restaurant Chain, Fast-Food chain, life cycle, expansion, barriers. / This is a study of what the most important tasks are to successfully expand ten franchised restaurant chains in Sweden. These tasks have been studied in various industries and are commonly referred to as "Critical Success Factors." It is interesting to study these tasks since the upper management in any company and industry need to be aware of what the most important tasks are for their company, as well as the need of measuring these tasks. The result of the study was that restaurant franchisors seem to have different CSFs depending on their size. Small franchisors focus more on, e.g., concept development, whereas large franchisors focus more on, e.g., standardization. The managerial implication is that managers in expanding franchise systems need to be aware that the CSFs change over time.

A internacionalização de pequenas e médias empresas (PMEs) de software é crescente em diversas regiões do globo, mas as teorias e modelos de internacionalização têm mostrado limitações em explicar o sucesso destes tipos de PMEs em mercados internacionais. A grande maioria dos estudos sobre internacionalização está focada em corporações multinacionais, o que motiva o aprofundamento da investigação sobre internacionalização de PMEs de produtos e/ou serviços inovativos ou de alta tecnologia, denominada de internacionalização ativa. O objetivo central deste trabalho é pesquisar quais são os fatores que contribuem para que PMEs de software entrem e mantenham-se no mercado internacional. Para alcançar este objetivo foi proposto um modelo com as variáveis que influenciam a internacionalização ativa e foram coletados dados junto ao setor de software do Brasil, como país em desenvolvimento, ou não-central, e da França enquanto um país central tecnologicamente. A pesquisa foi conduzida pelo método de estudo de casos, com três empresas de cada país. A internacionalização é tratada como entrada ou acesso a mercados internacionais, desde que "ativa", e independentemente da estratégia adotada para acesso. A análise dos diferentes modelos e teorias contemporâneos, juntamente com os resultados obtidos na pesquisa empírica, permite concluir que para as empresas estudadas serem bem sucedidas em seus processos de internacionalização, elas devem ter: capacidade de inovação; dirigentes com um alto nível de empreendedorismo; com capacidade para inserir-se em networks; e ter conhecimentos do mercado externo com especificidades diferentes em função do avanço das ações internacionais. Embora não seja possível generalizar as conclusões a partir do estudo de casos, elas poderão fornecer subsídios para projetos tanto em software como em inúmeros setores inovativos e de alta tecnologia. Além disso, embora a motivação esteja no setor brasileiro, o modelo e a análise realizada possibilitam que a pesquisa venha a contribuir para o setor de software de maneira mais ampla. / The internationalization of small and medium-sized software enterprises (SMEs) is growing in many parts of the world, yet the theories and models of internationalization have proven unable to fully explain the success of this type of SME in international markets. Most studies on internationalization are focused on multinational corporations, what motivates further studies on the internationalization of SMEs specializing in innovative or high technology products and services, denominated active internationalization. The central aim of this thesis is to identify which factors contribute towards entering and maintaining software SMEs in the international market. A model with variables that influence the active internationalization has been proposed and data were collected from the software industry in Brazil, as a developing or non-central country, and also in France, as a technologically central country. The research was conducted by case study method with three companies from each country. The internationalization is treated as entry or access to international markets, provided it is "active" and regardless the strategy adopted for its access. The analyses of different contemporary models and theories added to the results obtained from the empiric research allow us to conclude that for the studied companies to be successful in their internationalization processes they must have a capacity for innovation, highly entrepreneurial directors with capacity to participate in networks and knowledge of foreign market with different specificities depending on the progress of the international actions. Although it is not possible to generalize the findings from the case study, they can provide support to projects in the software sector as well as to many innovative and high technology sectors. Moreover, although the motivation is in the Brazilian sector, the model and the analyses accomplished enable the research to contribute to the software sector in a broader way.

Submitted by Tatiana Lima (tatianasl@ufba.br) on 2017-02-07T17:57:00Z No. of bitstreams: 1 Silva, Cassio Francisco da.pdf: 1827403 bytes, checksum: 90bd10995e33ed9fe493d332ad8909df (MD5) / Approved for entry into archive by Tatiana Lima (tatianasl@ufba.br) on 2017-02-07T18:30:58Z (GMT) No. of bitstreams: 1 Silva, Cassio Francisco da.pdf: 1827403 bytes, checksum: 90bd10995e33ed9fe493d332ad8909df (MD5) / Made available in DSpace on 2017-02-07T18:30:58Z (GMT). No. of bitstreams: 1 Silva, Cassio Francisco da.pdf: 1827403 bytes, checksum: 90bd10995e33ed9fe493d332ad8909df (MD5) / De natureza qualitativa e caráter exploratório-descritivo, a pesquisa busca conhecer como devem ser gerenciados os fatores críticos de sucesso para implantação de um Sistema Integrado de Gestão na UNIVERSIDADE FEDERAL DO VALE DO SÃO FRANCISCO. Para isso, percebeu-se a importância de se conhecer os principais fatores críticos de sucesso para a implantação de um sistema integrado de gestão; além de tornar conhecidos os atores, especialmente os gestores envolvidos no processo de implantação e os cenários envolvidos no processo. Ademais, a identificação dos fatores que estão sendo atendidos e também os que não estão sendo atendidos, contribuiu para o alcance do objetivo geral. Dessa forma, buscou-se entender como os gestores envolvidos na implantação devem gerenciar os fatores críticos de sucesso para que a Univasf possa reunir condições para a implantação do SIG. Para isso, um estudo de caso, com auxílio da bibliografia, foi utilizado, dividindo-se essa pesquisa em quatro etapas: 1: identificar os principais requisitos para a implantação de um SIG; 2: avaliar o quanto esses requisitos estão sendo atendidos pela gestão atual da Univasf; 3: identificar quais os aspectos críticos na gestão da Univasf que dificultam/inibem o atendimento dos requisitos não atendidos; e 4: especificar soluções para lidar com os aspectos críticos identificados, de modo que a Univasf possa reunir as condições para implantação do seu SIG. Como principal resultado, percebeu-se que, além de confirmar a interrelação entre os fatores críticos de sucesso, o nível de atenção despendida, pelos gestores, a esses fatores é fundamental para o sucesso na implantação do SIG. / Qualitative and exploratory and descriptive, the research seeks to understand how they should be managed the critical success factors for implementing an Enterprise Resource Planning in the Universidade Federal do Vale do São Francisco. For this, he realized the importance of knowing the main critical success factors for the implementation of an enterprise resource planning; in addition to making known the actors, especially the managers involved in the implementation process and the scenarios involved. Additionally, identify which of these factors are being met and those who are not being met contributed to the achievement of the overall objective. Thus, we sought to understand how the managers involved in the implementation should they managed the critical success factors for the UNIVASF to meet conditions for the implementation of ERP. For this, a case study, with the help of the literature was used, this research is divided into four stages: 1: identify the main requirements for the implementation of a ERP; 2: assess how these requirements are being met by the current management of UNIVASF; 3: identify the critical aspects in the management of UNIVASF that hinder / inhibit the fulfillment of requirements not met; and 4: Specify solutions to address the identified critical aspects, so that UNIVASF can meet the conditions for deployment of your ERP. The main result, it was noticed that, in addition to confirming the interrelation between the critical success factors, the level of attention given by the managers of these factors is critical to the successful implementation of ERP.

As pequenas empresas vêm ganhando destaque no contexto econômico brasileiro dado o importante papel que desempenham. Dentre estas empresas, destacam-se as pequenas empresas de base tecnológica (PEBTs), as quais são caracterizadas por focalizar a estratégia competitiva na inovação, participar ativamente das mudanças tecnológicas e atuar como fornecedores em diferentes cadeias produtivas. O processo de desenvolvimento de produtos (PDP) representa o conjunto de atividades pela qual as informações sobre o mercado são transformadas em requisitos de produto. É um processo complexo e com um elevado grau de incertezas. Grande parte da literatura sobre o tema está relacionada com o contexto das grandes empresas, entretanto, uma série de particularidades torna a realidade das pequenas empresas bastante diferente. Sendo assim, o objetivo deste trabalho é explorar as particularidades do PDP das PEBTs. Foi conduzido um levantamento dos fatores críticos de sucesso de PEBTs através de uma pesquisa qualitativa. Na sequência, foi realizado um mapeamento de artigos publicados em periódicos internacionais, entre os anos de 2002 e 2011, sobre a velocidade do PDP. Por fim, foi efetuado um estudo quantitativo para identificar associações entre as melhores práticas de gestão e os problemas mais frequentes encontrado no PDP destas empresas. / Small businesses are gaining prominence in the brazilian economic context given the important role they play. Among these firms, there are the small high technology companies, which are characterized by the competitive strategy focused on innovation, by the actively participation in technological changes and as suppliers in different production chains. The new product development (NPD) is a set of activities in which information about the market are transformed into product requirements. It is a complex process with a high degree of uncertainty. Most part of the literature on the topic is related to the large companies context, however, a variety of particularities makes the reality of small firms quite different. Therefore, the aim of this work is to explore the particularities of the NPD small high technology firms. It was conducted a survey of critical success factors through qualitative research. Further, a research mapping the articles published in international journals, between the years of 2002 and 2011, about the speed of the NPD. Finally, a quantitative study was conducted to identify associations between best management practices and most common problems found in the NPD of these companies.

Este trabalho apresenta uma proposta de diagnóstico e análise da implantação de projetos Seis Sigma em empresas que operam em ambientes de negócio dinâmicos. Estas empresas desenvolvem produtos com alta complexidade tecnológica e demanda variável, o que requer constantes alterações e adaptações no ambiente produtivo. Por consequência, o Sistema de Gestão da Qualidade e seus programas também devem ser capazes de adaptarem-se a essas mudanças. Sendo assim, o objetivo principal desta dissertação é estabelecer diretrizes de melhoria no programa Seis Sigma, propondo um modelo de reavaliação para sedimentar este programa como parte da cultura de solução de problemas em uma empresa do setor de equipamentos para o agronegócio. Esta pesquisa foi desdobrada em dois artigos; no primeiro, foram estabelecidas premissas baseadas numa revisão preliminar da literatura, seguida de um diagnóstico dos principais fatores críticos de sucesso para consecução do programa Seis Sigma. Com estas informações, os resultados do diagnóstico foram compilados em categorias de problemas e comparados com as soluções apresentadas na literatura, tornando possível o estabelecimento das diretrizes de melhoria nos projetos Seis Sigma para o caso selecionado. No segundo artigo, foi realizada uma análise da literatura a respeito da implementação de projetos Seis Sigma, de projetos tradicionais e do gerenciamento ágil de projetos. Em seguida, foram identificados os principais problemas dos projetos Seis Sigma encontrados no estudo de caso. Com base nas soluções encontradas na literatura, foi possível definir um modelo de revisão da implementação de projetos Seis Sigma, para a empresa em estudo, visando minimizar ou eliminar os problemas encontrados. / This paper presents a proposal of diagnostic and evaluation for an implementation analysis of Six Sigma projects in companies included in a dynamic business environment. These companies develop high technological complexity and variable demand products, which requires constant operations and production changes and adaptations. Consequently the Quality Management System and its programs should be also capable to adapt to those changes. Thus, the main objective of this dissertation is to establish improvement guidelines on Six Sigma program by proposing a reevaluation model to settle this program as part of the problem resolution culture in an agribusiness equipment company. The study is deployed in two articles. The first article establish guidelines based on a preliminary literature review, followed by a diagnostic about the main critical success factors to implement Six Sigma programs in a selected case. With this information, the diagnostic results were compiled in problems categories and compared with literature available solutions, making it possible to establish guidelines to improve Six Sigma projects for the selected case. The second article presents a literature analysis about the implementation of Six Sigma projects, traditional projects and Agile projects management. After that, the Six Sigma main problems found in the case study were identified. Based on solutions found in the literature, it was possible to define a Six Sigma project analysis and implementation model for this case, in order to minimize or eliminate the identified problems.

Submitted by Tatiana Lima (tatianasl@ufba.br) on 2015-12-16T18:36:21Z No. of bitstreams: 1 Fonseca, Platini Gomes.pdf: 800127 bytes, checksum: e09a58222868e1609725132da923ef5b (MD5) / Approved for entry into archive by Tatiana Lima (tatianasl@ufba.br) on 2015-12-16T18:37:23Z (GMT) No. of bitstreams: 1 Fonseca, Platini Gomes.pdf: 800127 bytes, checksum: e09a58222868e1609725132da923ef5b (MD5) / Made available in DSpace on 2015-12-16T18:37:23Z (GMT). No. of bitstreams: 1 Fonseca, Platini Gomes.pdf: 800127 bytes, checksum: e09a58222868e1609725132da923ef5b (MD5) / De natureza qualitativa e caráter exploratório-descritivo, a pesquisa buscou conhecer como foram gerenciados os fatores críticos de sucesso de implementação de sistemas de informação adotados nos processos de planejamento das compras públicas em Instituições Federais de Ensino Superior localizadas no Vale do São Francisco: INSTITUTO FEDERAL DE CIÊNCIA E TECNOLOGIA SERTÃO PERNAMBUCANO e UNIVERSIDADE FEDERAL DO VALE DO SÃO FRANCISCO. A fim de se alcançar o objetivo, os sistemas implementados, bem como as novas metodologias de compras foram observadas; além de tornar conhecidos os atores, especialmente os gestores de implementação e os cenários envolvidos nos processos. Ademais, identificar como se deu o processo de implementação dos sistemas de apoio à decisão e realizar análise comparativa contribuíram na compreensão do fenômeno. A pesquisa justifica-se, entendendo que, ao se conhecer como os gestores de implementação gerenciaram os fatores críticos de sucesso nas IFES do Vale, seria possível indicar as ações negligenciadas ou que merecem mais atenção em futuras implementações, bem como possíveis caminhos a serem percorridos para que as vantagens de utilização dos SADs sejam potencializadas, trazendo como consequência o estímulo à cultura do planejamento, a melhoraria da cadeia de suprimentos, além do ganho de eficiência e o alcance dos objetivos institucionais. Para isso, foi realizado um estudo de caso múltiplo com dados coletados por meio de pesquisa documental e entrevistas semi-estruturadas e análise qualitativa. Como principal resultado, identificou-se que, além de confirmar a inter-relação entre os fatores críticos de sucesso, o nível de atenção despendida pelos gestores a esses fatores, sofre a influência de decisão anterior: pelo desenvolvimento próprio ou pela aquisição do sistema. / This qualitative and exploratory-descriptive research had as main goal to analyze how the critical success factors for implementation of information systems adopted in the planning processes of public procurement in Federal Institutions of Higher Education located in the São Francisco Region, Brazil, were managed: Federal Institute Sertão Pernambucano and Federal University of the São Francisco Valley. In order to achieve the objective the implemented systems as well as new methodologies of procurement were observed. It was also analyzed the key actors, especially the implementation managers, the scenarios where the processes were carried on, and how the process of implementation was conducted, to perform a comparative case study analysis. The research is considered as important, since by knowing how managers have managed the implementation of critical success factors in the researched institutions, could indicate neglected actions or the ones that deserve more attention in future implementations, as well as possible routes to be followed for that the advantages of using the systems are leveraged. The research had five steps: 1: choice of theoretical framework; 2: adequacy the model of analysis; 3: choice and preparation of data collection instruments; 4: collect the data; and 5: analyzing the data collected. As a main result, it was found that in addition to confirming the interrelationship among critical success factors, the level of attention given by the managers to these factors is influenced by a previous decision: the own development or acquisition of the system.