Dissertations / Theses on the topic 'New Value Proposition'
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Stevens, Ana. "Options for developing a new mid micron value proposition for consumers." Lincoln University, 2007. http://hdl.handle.net/10182/364.
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The research for this thesis "Options for Developing a New Mid Micron Value Proposition for Consumers", is a part of a larger "New Mid Micron Products" project initiated by Mid Micron New Zealand Inc with the key goal of turning the Mid Micron Sector into a more vibrant and profitable one. The motivation for the project can be found in the dramatic fall in demand for New Zealand Mid Micron wool over the past decade. Two dominant causes for the fall in demand for Mid Micron wool were identified: the substandard skin comfort of final products made from Mid Micron wool, and a problem with the structure of the Mid Micron Sector. These problems are addressed in the "New Mid Micron Products" project that combines new product development and new marketing initiatives. Product development involved the use of new spinning technology to improve skin comfort quality and develop new products that are softer and prickle free. The aim is to extract more value for woolgrowers by having the wool converted into a higher value product. The new marketing initiatives, which were identified in this thesis research, Focusing On New Market Segments via E-Commerce and Reconfiguring The Value Chain, and concentrate on the operational issues of capturing the value from the newly developed Mid Micron products. Taking into account the nature of the overall Mid Micron Project and type of developed products, this research identified the Operational Excellence and Product Leadership models as alternative routes to develop a new Mid Micron Value Proposition for consumers. Operational Excellence, and the associated Cost Leadership strategy, is a low capital investment option, while Product Leadership and the associated Differentiation strategy is a high capital investment option. The models' principles and their elements, products, price and delivery to market, are evaluated in the context of the Mid Micron Business.
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ALIC, ALMEDINA, and CAROLINE EMILSSON. "Introducing New Rain Data : A Case Study of Value Proposition Development for Ericsson Weather Data." Thesis, KTH, Industriell ekonomi och organisation (Inst.), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-236045.
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A rapid development with many innovations has happened in recent years. Nevertheless, more than half of all innovations fail, why it is important to understand the customers: their demand, their needs and their benefits. Hence, the purpose of this study is to develop a value proposition for a high technological product in rain measurement, called Ericsson Weather Data (EWD). Since it is a technology-driven product, it is necessary to understand the potential customers to determine the product's market potential. Therefore, semi-structured interviews have been conducted with potential users in Sweden. The purpose has been to understand how they use rain data, which challenges and improvement opportunities there are with current rain data and which the most prominent value drivers are. Our empirical findings show that most of rain data in Sweden is free and published online by public entities. However, the current measurements are one-point measurements, which leads to information losses. This complicates the assessment of rain damages, why there is a great desire for increased spatial resolution. In addition, there is a need for better information regarding local cloudbursts. We have developed a value proposition, matched to the customers’ needs. EWD measures rainfall using the existing mobile network, which is more deployed and achieves a better spatial resolution than the traditional equipment. In addition, EWD measures rain data with an interval of ten seconds, generating tighter (more) information about local cloudbursts. As cloudbursts and spatial resolution were highlighted as the most important factors, a value proposition with resonating focus has been developed, meaning that we focus on these two factors.En snabb utveckling med många innovationer har skett under senare år. Trots det misslyckas mer än hälften av alla innovationer, varför det blir allt viktigare att förstå kunderna: deras efterfrågan, deras behov och deras nytta. Syftet med det här arbetet är att utveckla ett värdeerbjudande för en högteknologisk produkt inom regnmätning, kallad Ericsson Weather Data (EWD). Då det är en teknikdriven produkt, är det nödvändigt att förstå de potentiella kunderna för att avgöra produktens marknadspotential. Därav har semi-strukturerade intervjuer genomförts med potentiella kunder i Sverige. Syftet har varit att förstå hur de använder regn data, vilka utmaningar och förbättringsmöjligheter de ser med nuvarande regndata och vilka de främsta värdedrivarna är. Våra empiriska resultat visar att majoriteten av den data som används i Sverige är gratis och publiceras online av statliga myndigheter. Dock, är nuvarande mätningar enpunktsmätningar, vilket leder till att information går förlorad. Detta bidrar till svårbedömliga skadevalideringar, varför det råder en stor önskan om en ökad geografisk täckning. Dessutom finns ett behov av bättre information om lokala skyfall. Vi har utvecklat ett erbjudande, utifrån kundernas behov. EWD mäter regn med hjälp av det befintliga mobila nätverket, som är mer utspritt och uppnår därav en bättre geografisk täckning än den traditionella utrustningen. Dessutom mäter EWD regndata med ett intervall på tio sekunder, vilket genererar tätare (mer) information om lokal skyfall. Eftersom skyfall och geografisk täckning lyfts fram som de viktigaste faktorerna, har ett värdeerbjudande med resonating focus utvecklats, vilket innebär att vi fokuserar på dessa två parametrar.
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Castillo, Jason, and Maryanne Owino. "Conveying value in new corporateventures : The case of Telia CompanyCDN unit." Thesis, KTH, Entreprenörskap och Innovation, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-188693.
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The transition of businesses to the digital marketplace has presented many opportunities andchallenges for e-commerce and ICT services providers. This research was carried out during theongoing diffusion of a technological innovation, at Telia Company's Content Delivery Network(CDN) unit, in a bid to understand the technology adoption process. The researchers' approachwas to get insights from different stakeholders in the Swedish e-commerce industry and tocompare the qualitative research findings with theoretical secondary data and definitions. Sixinterviews were performed, constituting the empirical data. After the analysis and discussion ofthe results and frameworks, the researchers propose a merged theoretical framework thatcould be used for designing compelling value propositions, and as such improve the conveyingof the value of an offering. The thesis concludes with recommendations to further validate theproposed framework through further research.
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Owino, Maryanne, and Jason Castillo. "Conveying value in new corporate ventures : The case of Telia Company CDN unit." Thesis, KTH, Entreprenörskap och Innovation, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-188692.
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The transition of businesses to the digital marketplace has presented many opportunities and challenges for e-commerce and ICT services providers. This research was carried out during the ongoing diffusion of a technological innovation, at Telia Company's Content Delivery Network (CDN) unit, in a bid to understand the technology adoption process. The researchers' approachwas to get insights from different stakeholders in the Swedish e-commerce industry and to compare the qualitative research findings with theoretical secondary data and definitions. Six interviews were performed, constituting the empirical data. After the analysis and discussion of the results and frameworks, the researchers propose a merged theoretical framework thatcould be used for designing compelling value propositions, and as such improve the conveying of the value of an offering. The thesis concludes with recommendations to further validate the proposed framework through further research.
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Borgqvist, Jens, and Ida Axelsson. "Employer Branding : ett modernt begrepp i offentlig verksamhet." Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-36659.
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Bakgrund Sedan efterkrigstiden har det skett en ökning av moderna organisationsidéer. En av dessa idéer är employer branding som utgör varumärket för företaget som arbetsgivare och som syftar till att locka till sig och behålla rätt personal. Offentlig verksamhet har börjat arbeta med detta begrepp som en följd av new public management men studier på detta område saknas. Syfte Syftet med studien är att skapa förståelse för de svårigheter som finns i att utforma ett employer brand i en offentlig verksamhet som karaktäriseras av new public management-idéer. Vi vill bidra till den företagsekonomiska diskussionen om employer branding genom att bidra med ett kritiskt förhållningssätt till begreppet inom offentlig verksamhet. Metod Studien är hermeneutisk med en abduktiv ansats. Fallstudier har använts för att samla in det empiriska materialet. 18 semistrukturerade intervjuer har utförts med personer på Växjö kommun. En observation har även genomförts. Slutsats I studien framkom det tre delar som skapar svårigheter för den offentlig verksamhet i employer branding-arbetet. Dessa är de vitt skilda yrkeskategorierna i verksamheten, den decentraliserade organisationen samt kompetensbristen kring employer branding i offentlig verksamhet.Introduction Since post war era there has been an increase of modern organisational ideas. One of them is employer branding which is the characteristics of the company as an employer which purpose is to attract and retain the right employees. The public sector has now embarked the concept as a consequence of the new public management era. Field studies in this are absent. Purpose The purpose of this thesis is to increase the understanding about the difficulties of design an employer brand in the public sector which is characterized by new public management. The aim is to give a contribution to the discussion of employer branding, in the field of business administration, with a critical perspective towards the concept in the public sector. Method The study is hermeneutic with an abductive approach. We used a case study to collect the empirical material. 18 semi-structured interviews have been conducted within the municipality of Växjö. One observation did also take place. Conclusion In our study, we found, three parts in the public sector that makes it complicated to formulate an employer brand. They are: the large organisation with many different professions, the decentralization and the lack of knowledge about employer branding in the public sector.
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Jansson, Johan, and Anton Anhammer. "Service innovation in the pharmaceutical industry : How do existing value propositions restrict the adoption of new resources?" Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-434174.
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The topics of value propositions and service innovation have been highly interesting topics within service-dominant logic. Something that has not been studied in previous research, and the purpose of this thesis, is to investigate; how current value propositions restrict service innovation by restricting digital resource utilization. These restrictions on service innovation could sometimes result in casualties, for example caused by adverse drug reactions, which is one reason why this research question is important. The method used in this thesis is a case study analysis on a pharmaceutical company, which was produced by conducting qualitative interviews and creating a thematic analysis. The analysis is based on empirical material and the literature on value propositions and service innovation. Service innovation is restricted when different practices that constitute the value proposition are restricted in their use of digital resources. The specific restrictions are regulations, inadequate understanding of digital resources' benefits, complexity of implementing digital resources, measuring difficulties, and comfort and protection of current practices.Ämnena värdeerbjudande och tjänsteinnovation har varit av högt intresse inom tjänstelogiken. Något som inte har studerats i tidigare forskning, och syftet med denna studie, är att undersöka; hur nuvarande värdeerbjudande hindrar tjänsteinnovation genom att hindra utnyttjandet av digitala resurser. Dessa hinder av tjänsteinnovation kan i vissa fall leda till dödsfall vilket är en anledning till att forskningsfrågan är viktig. Metoden i denna uppsats är en fallstudie av ett läkemedelsföretag, som genomfördes genom kvalitativa intervjuer och en tematisk analys. Analysen i uppsatsen är baserad på litteratur om ämnet värdeerbjudande och ämnet tjänsteinnovation. Uppsatsen visar att tjänsteinnovation hindras när företagets värdeerbjudande hindras från att inkorporera digitala resurser. De specifika hindren studien visar är; reglering, bristande förståelse för fördelarna med digitala resurser, komplexitet vid implementering, mätproblem, och bekvämlighet och beskyddande.
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Li, Zhen. "INVESTIGATION OF CHARGING INFRASTRUCTURE FOR ELECTRIC VEHICLES : - A case study of Beijing." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-263917.
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Promoting the use of electric vehicles (EVs) has become an important measure to solve the environmental issue in China. In Beijing, the number of EVs has increased rapidly during recent years. In parallel, an extensive charging infrastructure has been deployed. However, most charging infrastructure operators find it difficult to make a profit by only providing charging services due to the lack of a sound business model. This thesis aims to investigate the current status of charging infrastructure for electric vehicles in urban Beijing and the business models of Beijing’s main charging infrastructure operators. Furthermore, based on the empirical findings, the weaknesses in the business models are identified. Beijing was chosen as case study in which the three main operators were studied in order to identify their business models in terms of value proposition, value creation and value capture. Questionnaire and interview as data collection methods were used to collect qualitative data. The study has shown that owing to the market demand and governmental promotion, the charging infrastructure industry retains its rapid development in Beijing. Moreover, the study indicates that the EV users’ most important demands on the charging services are: safety, convenience, speed, and stability during charging. The services need to be delivered at a reasonable price, and this is the development orientation for the charging operators. The business models of the three main charging infrastructure operators are almost identical, as all of them both manufacture and deploy charging piles as well as deliver charging services. They create and capture value by providing charging piles and service as well as various services based on mobile apps. Furthermore, through the investigation and analysis of their business models, five weaknesses in the business model have been identified: the slow pace of technology adoption, high initial investment requirements, few revenue streams, high cost for both internal personnel and external contractors, and insufficient information from App/mobile platform.Att främja användningen av elbilar har blivit en viktig åtgärd för att lösa miljöproblemet i Kina. I Peking har antalet elbilar ökat snabbt de senaste åren. Parallellt har en utbyggnad av laddningsinfrastruktur skett. De flesta laddningsinfrastrukturoperatörer har dock svårt att göra vinst genom att endast tillhandahålla laddningstjänster på grund av bristen på en sund affärsmodell. Denna avhandling syftar till att undersöka den nuvarande situationen för laddningsinfrastrukturen för elbilar i Peking samt affärsmodellerna hos Pekings främsta laddningsinfrastrukturoperatörer. Enligt de empiriska resultaten identifieras svagheterna i affärsmodellerna. Peking valdes som fallstudie där de tre huvudoperatörerna studerades för att identifiera deras affärsmodeller i fråga om värderbjudande, värdeskapande och värdefångst. Frågeformulär och intervju som datainsamlingsmetoder användes för att samla in kvalitativa data. Studien har visat att, på grund av efterfrågan på marknaden och statens främjande behåller laddningsinfrastrukturbranschen sin snabba utveckling i Peking. Dessutom visar studien att elbilanvändarnas viktigaste krav på laddningstjänsterna är: säkerhet, bekvämlighet, hastighet och stabilitet under laddning. Tjänsterna måste levereras till ett rimligt pris, och detta är utvecklingsorienteringen för laddningsoperatörerna. Affärsmodellerna för de tre huvudoperatörerna är nästan identiska, eftersom alla tillverkar och distribuerar laddstolpar samt levererar laddningstjänster. De skapar värde genom att tillhandahålla laddningspolar och service samt olika tjänster baserade på mobilapp. Vidare, har fem svagheter identifierats genom undersökningen och analysen av affärsmodellerna: den långsamma teknikspridningen, höga initiala investeringskrav, få inkomstströmmar och höga kostnader för både intern personal och externa entreprenörer samt otillräcklig information från app / mobil plattform.
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Semprini, Riccardo <1994>. "Value proposition e marketing mix nel food e-commerce. Riferimenti al caso Cortilia." Master's Degree Thesis, Università Ca' Foscari Venezia, 2021. http://hdl.handle.net/10579/19660.
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L’elaborato si pone l’obiettivo di analizzare i trend di value proposition aziendale e l’utilizzo degli strumenti di marketing nel mondo del food e-commerce, settore con un’importante crescita a seguito della pandemia da Covid-19.
Inizialmente, verrà proposta un’introduzione sul mondo digitale, toccando diversi fattori: relativi all’offerta, con la situazione della digitalizzazione nelle aziende e l’approccio dell’omnicanalità; relativi alla domanda, con il tasso di penetrazione di Internet e il suo utilizzo da parte degli utenti; abilitanti per entrambi, con le infrastrutture necessarie alla diffusione di Internet e lo stato dei pagamenti digitali, punto critico gli e-commerce.
Si proseguirà con una presentazione dell’e-commerce, con le diverse tipologie e modalità di implementazione. Verrà anche presentata l’evoluzione del web, con le conseguenze che queste fasi hanno sull’approccio del consumatore ai contenuti digitali. Si concluderà con una presentazione dello stato dell’eGrocery nel mondo e in Italia, con riferimenti al periodo colpito dalla pandemia.
Il secondo capitolo vedrà come argomento principale la value proposition aziendale e, dopo una breve introduzione, si passerà ai trend attuali che garantiscono alle aziende una proposta di valore interessante e competitiva sul mercato.
Il terzo capitolo dell’elaborato servirà a presentare un marketing mix teorico, inserito all’interno del consumer decision journey, che i retailer possono utilizzare per intercettare gli utenti online.
Quarto e ultimo capitolo è lasciato ad un breve case study di Cortilia che è cresciuta e sta crescendo grazie ad un approccio al mercato basato su molti dei punti presentati precedentemente.
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Aguayo, Alfaro Alexandra, Arias Lesly Esthefany Chavez, Paucar Mirko Alipio Gonzales, Anaya Cecilia Brigitte Mato, and Nuñez Gianella Marithe Ynca. "Proyecto Mantequilla de maní “Nutrimaní”." Bachelor's thesis, Universidad Peruana de Ciencias Aplicadas (UPC), 2020. http://hdl.handle.net/10757/652654.
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En el presente trabajo de investigación se evalúan todos los aspectos necesarios a tener en cuenta para iniciar un negocio de elaboración y comercialización de mantequilla de maní. Está dirigido a mujeres y hombres del NSE A y B que habiten en las zonas 2, 7 y 8 de Lima Metropolitana, que tengan de 18 años en adelante. La propuesta de valor se basa en los insumos empleados para la elaboración de las mantequillas 100% naturales, que aportan beneficios a la salud y a diferencia de la competencia, no se utiliza preservantes o químicos. Nos aseguramos de mantener una relación cercana con los clientes durante todo el servicio, con la finalidad de fidelizarlos e incrementar la participación de mercado. Se trabajará por medio del canal de venta directa y redes sociales. Para el inicio de las operaciones se realiza una inversión inicial de S/32,220, la cual permitirá adquirir las maquinarias e insumos necesarios para empezar las operaciones. Respecto a la proyección de ventas se realizaron siete experimentos a través de distintas redes sociales (Facebook, Instagram y Tik Tok) y se obtuvieron aprendizajes sobre el producto para lograr cumplir con las expectativas y exigencias del consumidor. Con estos datos se realizó una proyección y análisis de los Estados Financieros. Para el primer año se obtendrá una utilidad neta del 8%, la cual incrementará en 5% para el segundo año, por la mejora en las eficiencias de la capacidad productiva y el incremento de las ventas en 88%. Debido al aumento de la demanda y el cambio en los hábitos de consumo en la población."In this research study, we will consider all the necessary aspects to start a business of making and selling peanut butter. Our public target are women and men of the socioeconomic level A and B, who live in zones 2, 7 and 8 of Lima who are 18 years of age or older. Our value proposition is based on the supplies we use to make our peanut butter 100% natural, which provide health benefits for our consumers and different from our competition we don't use preservatives or chemicals. We make sure to maintain a close relationship with our customers though all the service to retain them and increase market share. Our sales channel will be made through direct sales and social networks. To start operations, the actionists will make an investment of S/ 32,220, which will allow to buy the machinery and supplies required to start operations. Sales projections were based on seven experiments we performed through different social networks like Facebook, Instagram and Tik Tok, to obtain learnings about our product. With this data we made projections and analysis of the financial statements. For the first year, we obtain a net profit of 8%, which will increase in 5% for the second year, because of the improvement in the efficiencies of productive capacity and sales will increase in 88%, due to the increase in demand and the change of the feeding habits of the population.
Trabajo de investigación
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Tropeano, Elena Maria <1995>. "LA VALUE PROPOSITION NEL SETTORE FASHION AND LUXURY. Una ricerca sperimentale su quattro brand del gruppo Louis Vuitton Moet Hennessy." Master's Degree Thesis, Università Ca' Foscari Venezia, 2020. http://hdl.handle.net/10579/17505.
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La tesi sperimentale in oggetto si propone di analizzare quattro marchi del gruppo Louis Vuitton Moet Hennessy, appartenenti al settore Fashion and Luxury, presi come casi studio: Louis Vuitton, Dior, Fendi e Loro Piana. L’obiettivo è quello di individuare se esistono elementi comuni alle loro proposte di valore, comprendere per quali elementi invece siano differenti e se quindi è possibile individuare o meno una proposta di valore comune per poi scoprire o meno se essa sia riconducibile a quella del lusso tradizionale oppure se ne diverga. Le proposte di valore dei brand selezionati sono state ricostruite attraverso un’intensa attività di ricerca effettuata sia nella stampa di settore (Pambianco News, FashionNetwork, MF Fashion) sia tramite i report ufficiali delle aziende ed i loro siti web, e sono state poi rappresentate secondo la modalità della Teoria Oceano Blu teorizzata da Chan Kim e Mauborgne. Nel primo capitolo dell’elaborato sarà realizzata l’esposizione della nozione di lusso ed i caratteri che tradizionalmente lo definiscono per poi procedere, nel secondo capitolo, a presentare il gruppo Louis Vuitton Moet Hennessy: la sua evoluzione nel tempo, la sua mission e vision e i suoi risultati economici. Nella seconda parte dell’elaborato invece, quindi nel terzo e quarto capitolo, saranno esposte le modalità di ricerca ed i criteri di scelta delle aziende selezionate, la teoria oceano blu con i riferimenti alla letteratura di riferimento ed i risultati della ricerca.
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Fioroni, Matteo <1996>. "Ecosistemi di Mobilità Sostenibile e paradigma MaaS: Analisi della Value Proposition e dei modelli organizzativi degli operatori MaaS nel territorio italiano." Master's Degree Thesis, Università Ca' Foscari Venezia, 2020. http://hdl.handle.net/10579/18065.
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La tesi si inserisce all’interno di macrotemi quali la nascita e lo sviluppo del modello di ecosistema di business e la necessità dello sviluppo e dell’adozione di sistemi di mobilità sostenibile all’interno delle città.
Negli ultimi anni, infatti, il tema degli ecosistemi di business è stato largamente discusso, suggerendo come tale forma di governance consenta alle aziende di poter prosperare maggiormente, sfruttare al meglio le risorse dei partecipanti dell’ecosistema e resistere ai cambiamenti repentini tipici del mercato odierno. Questo modello si sostituisce alle forme verticaliste, che hanno caratterizzato il passato e che ben si adattavano ad un contesto caratterizzato da bassa incertezza e un minor tasso di velocità di sviluppo delle innovazioni tecnologiche.
Il secondo aspetto molto rilevante è il livello di inquinamento dell’aria derivante dalle polveri sottili nelle città europee (e non). Poiché in numerose zone urbane i livelli di inquinamento superano notevolmente i valori di sicurezza per la salute ed è previsto un aumento costante della dimensione delle città, unito ad una crescita della popolazione, il paradigma della mobilità urbana basato sulle auto private non è sostenibile.
In questo contesto, il paradigma della mobilità sostenibile (in tutte le sue forme) può rappresentare una possibile soluzione per ridurre il congestionamento del traffico generato dagli autoveicoli privati e il conseguente inquinamento atmosferico. In particolare, questo lavoro è focalizzato sulla nascita di ecosistemi di mobilità, formati da sia da player emergenti (tipicamente privati) che da enti pubblici che operano già nel campo della mobilità, i quali sono chiamati a rispondere a questa nuova richiesta di mobilità.
Lo scopo della ricerca è quello di analizzare le dimensioni sulle quali si articola la tipologia di offerta di un player operante in un ecosistema di mobilità nel territorio italiano, e di capire quali sono i processi attraverso i quali si può costruire e gestire (alla luce del coinvolgimento di numerosi stakeholder) un ecosistema emergente in tale settore.
RESEARCH QUESTION E RESEARCH GAP
Partendo dal presupposto che in molti settori gli ecosistemi di business sono già una realtà affermata e molte imprese leader si sono affermate anche a livello globale proprio in virtù dell’ecosistema nel quale operano, la tesi analizza il tema degli ecosistemi applicato nell’ambito della mobilità sostenibile e di micromobilità urbana all’interno del territorio italiano.
Nello specifico la domanda di ricerca è multipla ed è la seguente: Quali sono le dimensioni sulle quali si articola l’offerta di un operatore MaaS? Come si costruisce un ecosistema di mobilità sostenibile?
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Zielinski-Khazaal, Hiba. "L’impact de la qualité de service et de la valeur perçue sur la satisfaction et la recommandation des clients en milieu bancaire. Etude sur une clientèle « Banque Privée » et proposition d’actions pour faire progresser le Net Promoter Score." Thesis, Université Côte d'Azur, 2020. http://www.theses.fr/2020COAZ0010.
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Dans un marché ultra-concurrentiel bouleversé par de nouvelles réglementations, l’arrivée des néobanques et le développement des banques digitales, les banques de détail, et notamment les banques privées, doivent évoluer, et s’adapter, pour garder et attirer de nouveaux clients. Pour ce faire, elles doivent élaborer des stratégies opérationnelles susceptibles de répondre à ces défis. Dans le cadre de la banque privée où le contexte relationnel est fort, assurer à ses clients une qualité de service supérieure s’avère indispensable pour obtenir un bouche à oreille positif, facteur ensuite de recommandation et d’acquisition de nouveaux clients. L’objet de cette recherche est d’identifier les leviers qui permettent d’augmenter le taux de recommandation des clients dans le contexte de banque privée et ainsi proposer aux managers des outils pour augmenter le Net Promoter Score. La méthodologie retenue commence par une étude de cas dans la phase exploratoire et se poursuit par une étude quantitative auprès des clients. Pour tester le modèle conceptuel, les liens entre la recommandation, la satisfaction, la valeur perçue et la qualité perçue du service sont testés. La qualité perçue du service en banque privée est évaluée au niveau de sa tangibilité, de sa fiabilité, de la serviabilité, de l’assurance et de l’empathie du personnel (A Parasuraman et al., 1988). Ainsi, une étude quantitative est réalisée auprès d’un échantillon de clients de banque privée. La validation du modèle par équations structurelles met en évidence la relation et l’influence de la qualité de service sur les variables dépendantes, la valeur perçue, la satisfaction et la recommandation. Les dimensions de service tels, la Réactivité, l’Assurance, et l’Empathie, contribuent le plus à l’importance de la qualité de service. Suite à ces résultats et l’étude exploratoire, des préconisations sont proposées qui constituent des contributions managérialesWith the arrival and development of digital banks, retail banks, and in particular private banks, must evolve, adapt, to retain and attract new customers. To do so, they must develop operational strategies that can meet these challenges, while ensuring and even increasing their competitiveness. In this context, quality of service seems to be an essential key factor for success and sustainability. For private banks, this is even a key differentiating factor in the face of a demanding clientele eager for advice. From a literature view, several studies have shown that service is one of the ways to achieve customer satisfaction, customer loyalty and positive word of mouth. Thus, focusing on customer retention and attracting new customers is a winning strategy to generate profits. The purpose of this research is to identify the factors that increase the referral rate of clients in the context of private banking and thus offer managers tools to increase referral rates. From a literature review, the dimensions of quality of service are identified, in order to pinpoint the most important aspects for customer satisfaction. The selected methodology begins with a case study in the exploratory phase, then continues with a quantitative study with clients. To test the conceptual model, the recommendation, satisfaction and perceived quality of the service are measured. Constituting reflective constructs, their operationalization is carried out by a questionnaire. The perceived quality of banking service is assessed in terms of its tangibility, reliability, reactivity, assurance and empathy of staff. A quantitative survey is conducted of a sample of private bank clients. Model validation by structural equations highlights the relationship and influence of service quality on dependent variables, perceived value, satisfaction and recommendation. The dimensions of Responsiveness, Assurance, and Empathy contribute most to the importance of quality of service. Following these results and the exploratory study, actions are proposed that constitute managerial contributions to improve the Net Promoter Score
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ROTINI, FEDERICO. "Re-engineering of Products and Processes through a value oriented approach." Doctoral thesis, 2011. http://hdl.handle.net/2158/562295.
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During the last twenty years a multitude of methods has been developed with the aim of supporting business process reengineering activities. Most of these methods are focused on pursuing time and cost reduction policies in order to preserve the competitiveness of products and services on the market place. A deep analysis of the literature shows that such kind of business process initiatives failed in pursuing this objective, since redesign efforts should be focused not only on cost and time reduction, but also on those aspects mostly impacting the customer perceived value. Starting from the evidences of this analysis, the research activity performed in this doctorate was aimed at defining a roadmap to support business process initiatives swivelled on the value generated for the end user. The Thesis describes the roadmap and its implementation according to the class of business process re-engineering problems to be addressed. The methodology is a systematic approach with manifold tasks, that links New Product Development, new value proposition strategies and Business Process Re-engineering issues. Three exemplary applications are described in order to clarify its customized application for different business re-engineering problems, coming from different industrial sectors.
The contents are organized in 7 main Chapters. Chapter 1 introduces the scientific context of the research and describes the pursued objectives. In the Chapter 2 a critical review of the existing tools and methods in reference to the methodological objectives, is presented. Chapter 3 is specifically dedicated to the description of the roadmap, by providing for each step, the suitable tools for the implementation, on the basis of the kind of industrial re-engineering problem under investigation. Chapter 4 illustrates the application of the method to different case studies. Chapter 5 reports the description of the experimentation that has been executed to verify the robustness and repeatability of the key steps of the roadmap. In Chapter 6, discussions are presented about the effectiveness of the method, the achievement of the methodological objectives and possible future research activities that can be developed starting from the results obtained by this research. Eventually, in Chapter 7 the conclusions are drawn.
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Basch, Miguel Alves. "Sustainable entrepreneurship : does a sustainable value proposition increase consumers’ acceptance of a new service?" Master's thesis, 2017. http://hdl.handle.net/10400.14/25440.
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The main purpose of this study is to verify whether the communication of sustainable attributes for a new service increases the likelihood of adoption and consumers’ service evaluation. The hypotheses formulated were tested by means of a survey where participants evaluated the service based on different messages (sustainable vs. functional attributes). The results showed no significant difference in the type of information displayed on the likelihood of adoption or the evaluation of the service. The fact of including sustainable attributes in the value proposition did not increase individuals’ preferences towards the service. I discuss these findings and propose directions for future research.Este estudo tem como principal objectivo verificar se a comunicação dos atributos sustentáveis de um novo serviço aumenta as suas taxas de adopção e avaliação por parte dos consumidores. As hipóteses formuladas foram testadas através de um questionário no qual os inquiridos avaliaram um serviço com base em diferentes mensagens (atributos sustentáveis vs. funcionais). Os resultados mostraram não haver nenhum efeito significativo do tipo de informação exibido na adopção ou na avaliação do serviço. O facto de incluir atributos sustentáveis na sua proposta de valor não aumentou as preferências do indivíduo em relação ao serviço. Eu discuto estas conclusões e proponho direcções para estudos futuros.
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Roquette, Diana Briz Esteves De Carvalho. "Lusíadas dental field lab: launching a new brand in dental care - designing a winning value proposition." Master's thesis, 2021. http://hdl.handle.net/10362/132374.
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Following the proposed scope of the project, goals and deliverables were set under three distinct dimensions, comprising an analysis of both the market and the company, the creation of a winning Value Proposition, and the conceiving of recommendations for an expansion strategy. An Internal Analysis was conducted to assess Lusíadas Dental’s current capabilities and key figures, supporting the evaluation with an examination of the Consumer Decision Journey to better understand the existent efforts within the distinct stages of the process: Awareness, Consideration, Purchase and Loyalty. With the intuit to comprehend the trends shaping the industry, tendencies of supply and demand were studied along with the thorough examination of the national competitors’ key figures and positioning strategies. In addition, both the market’s best practices and failing companies were analyzed to better understand the success path that the brand should follow. The understanding of consumers’ preferences was critical to create the hypothesis surrounding both the Value Proposition and the Expansion Plan. Following this rationale, an in-depth survey was conducted to better acknowledge clients’ motivations and needs regarding Dental Care services.The Value Proposition’s recommendations were organized into three different spheres that together comprise the critical elements for the implementation of the Lusíadas Dental brand in the market. Across the dimensions —Clinical, Operational and Infrastructure —several recommendations were considered, representing the key takeaways of each element for the efficient execution of the brand. Distinct solutions were considered in what regards the expansion plan of the group, contemplating hypotheses such as capacity expansion within units, units’ expansion with the creation of clinics and the promotion of strategic alliances with other existing Dental Care players.
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Figueiredo, Henrique Miguel Alves. "Future financial institution for young population- value proposition concept with special focus on transactional banking products." Master's thesis, 2016. http://hdl.handle.net/10362/20526.
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CEMSThe present Work Project is centered on a CEMS MIM Business Project developed with MasterCard in Warsaw, Poland. The main outcomes of the project were a thorough knowledge of the FinTech industry and its future trends, a deep understanding of the preferences and expectations of university students and young workers regarding financial services and the suggestion of a value proposition for an innovative financial mobile application. The present report presents the methodology used to achieve the aforementioned outcomes, as well as a complete academic discussion focused on the theories concerning new product development.
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Beuck, Ann-Christin Brigitte. "The W Club : a study on the value proposition customer segmentation and commercialization of a new business opportunity." Master's thesis, 2021. http://hdl.handle.net/10400.14/35065.
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This dissertation evaluates the potential of the startup idea of a digital platform for personal development for women in German-speaking markets called the W Club. This study's main objective is to define the most relevant customer segments based on the SINUS-Milieus and Female Customer Segmentation. This allows a meaningful value proposition and differentiation from the direct competitors. The market size and different revenue models are assessed to estimate the commercial potential.
The extensive literature review provided an overview of this business proposal's key success factors: frameworks for start-ups, customers, competitive intelligence, value proposition, and commercialization. The research methodology was developed based on these insights, constituted of exploratory research, quantitative research, and competitor analysis. The research revealed a high level of interest in personal development; 50% of the studied sample regularly participates in personal development activities. The challenges faced by women in the German-speaking market are gender-specific characteristics, double taxation of family and career, and personal finances. The competitor analysis revealed efficiency (finding topics of interest, tailored recommendations, and suitable methods) as a primary differentiator for the W Club.
20.5 million women from six SINUS-Milieus qualify as potential customers for the W Club, especially the Performers segment, as they are the efficiency-oriented performance elite. Based on the Customer Profile, a sound value proposition with efficiency as a key driver was developed. The combination of a Multi-sided Platform Model and Freemium Model revealed a revenue potential of 66000 Euro within one year.Esta dissertação avalia o potencial da ideia startup de uma plataforma digital, para o desenvolvimento pessoal das mulheres na Alemanha, chamada the W Club. O principal objectivo deste estudo é definir os segmentos de clientes mais relevantes com base no SINUS-Milieus e na Segmentação Feminina. Isto permite uma proposta de valor significativa e uma diferenciação em relação aos concorrentes directos. A dimensão do mercado e diferentes modelos de receitas são avaliados para estimar o potencial comercial. A extensa revisão de literatura forneceu uma visão geral dos factores-chave de sucesso desta proposta comercial: estruturas para start-ups, clientes, inteligência competitiva, proposta de valor e comercialização. A metodologia, constituída pela pesquisa exploratória, a pesquisa quantitativa e a análise da concorrência, foi desenvolvida com base nestes conhecimentos. A investigação revelou um elevado nível de interesse no desenvolvimento pessoal, pois 50% da amostra estudada participa regularmente em actividades de desenvolvimento pessoal. Os desafios enfrentados pelas mulheres na Alemanha são específicos do seu género, destacando-se a dupla tributação da família e da carreira, e finanças pessoais. A análise da concorrência revelou a eficiência como um diferenciador primário para the W Club. 20.5 milhões de mulheres de seis SINUS-Milieus qualificam-se como potenciais clientes para the W Club, especialmente o segmento de Performers, uma vez que estes têm um desempenho orientado para a eficiência. Com base no Perfil do Cliente, foi desenvolvida uma proposta de valor sólida que tem a eficiência como factor-chave. Um Modelo de Receitas Mistas revelou um potencial de receita de 66.000 euros por ano.
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Xavier, Manuel Baptista Moniz Da Gama Lobo. "Lusíadas consulting lab field lab, Lusíadas dental field lab: launching a new brand in dental care —designing a winning value proposition." Master's thesis, 2021. http://hdl.handle.net/10362/132555.
Full textAbstract:
Following the proposed scope of the project, goals and deliverables were set under three distinct dimensions, comprising an analysis of both the market and the company, the creation of a winning Value Proposition, and the conceiving of recommendations for an expansion strategy. An Internal Analysis was conducted to assess Lusíadas Dental’s current capabilities and key figures, supporting the evaluation with an examination of the Consumer Decision Journey to better understand the existent efforts within the distinct stages of the process: Awareness, Consideration, Purchase and Loyalty.With the intuit to comprehend the trends shaping the industry, tendencies of supply and demand were studied along with the thorough examination of the national competitors’key figures and positioning strategies. In addition, both the market’s best practices and failing companies were analyzed to better understand the success path that the brand should follow.The understanding of consumers’preferences was critical to create the hypothesis surrounding both the Value Proposition and the Expansion Plan. Following this rationale, an in-depth survey was conducted to better acknowledge clients’motivations and needs regarding Dental Care services.The Value Proposition’s recommendations were organized into three different spheres that together comprise the critical elements for the implementation of the Lusíadas Dental brand in the market. Across the dimensions —Clinical, Operational and Infrastructure —several recommendations were considered, representing the key takeaways of each element for the efficient execution of the brand. Distinct solutions were considered in what regards the expansion plan of the group, contemplating hypotheses such as capacity expansion within units, units’ expansion with the creation of clinics and the promotion of strategic alliances with other existing Dental Care players.
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Schnepper, Luisa. "Mentora Health : a study on the value proposition, customer segments, and revenue model of a new business opportunity in the oncological field." Master's thesis, 2021. http://hdl.handle.net/10400.14/35361.
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Cancer is the second-leading cause of death worldwide. On a global scale, one in six deaths was caused by cancer in 2018 [86]. Even though research suggests that a variety of complementary treatments may substantially increase cancer patients’ quality of life as well as recovery and even decrease mortality, cancer care is commonly focused on clinical treatment solely. Therefore, the startup Mentora Health made it their mission to approach cancer care more holistically and identified a new business opportunity: an online B2C marketplace that connects cancer patients with professionals specialized in complementary cancer care. This paper aims to explore the market environment as well as define how the company can create, deliver, and capture value with such a platform. Secondary data was hence used to estimate the market size, identify competitors, and conduct an industry analysis. In-depth customer interviews with complementary cancer care professionals as supply-side and cancer patients as demand-side of the marketplace were conducted to explore both customer segments regarding their jobs-to-be-done, pains, and gains to subsequently derive a value proposition for both sides of the marketplace. Moreover, the interviews were used to reveal their willingness to pay. Finally, benchmarking and insights from the customer interviews helped obtain a new value curve for the marketplaces and identify a commission-based model as a potential revenue model with a supply-side commission rate between 11% and 20,5%.Cancro é a segunda maior causa de morte em todo o mundo. Globalmente, uma em seis mortes deveu-se ao cancro em 2018 [86]. Apesar de a investigação sugerir que a variedade de tratamentos complementares pode aumentar substancialmente a qualidade de vida e a recuperação dos pacientes com cancro, e até mesmo diminuir a mortalidade, o tratamento do cancro é geralmente focado no tratamento clínico. Portanto, a startup Mentora Health assumiu como missão abordar o tratamento do cancro mais holisticamemte e identificou uma nova oportunidade de negócio: um mercado B2C online que conecta pacientes com cancro com profissionais especializados em tratamento complementar do cancro. Esta dissertação tem como objetivo explorar o ambiente de mercado e definir como a empresa pode criar, entregar e capturar valor com esta plataforma. Dados secundários foram usados para estimar o tamanho do mercado, identificar concorrentes e analisar o sector. Entrevistas com profissionais de tratamento complementar do cancro e pacientes com cancro foram realizadas para explorar ambos os segmentos de clientes em relação às necessidades, problemas e benefícios para subsequentemente derivar uma proposta de valor para ambos os lados do mercado. As entrevistas foram também utilizadas para avaliar a sua disposição a pagar. Finalmente, o benchmarking e as conclusões das entrevistas ajudaram a obter uma nova curva de valor para os mercados e a identificar um modelo de comissão como um modelo de receita potencial com uma taxa de comissão do lado da oferta entre 11% e 20,5%.
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Lameiro, Sara Filipa Mendes. "Sustainability : the requirement for funding?" Master's thesis, 2020. http://hdl.handle.net/10400.14/29670.
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New businesses have been increasingly pressured to deal with social and environmental issues on its own or while performing their economic activities. Therefore, socially-responsible businesses should be considered more appealing for investors. Academically, the ability of businesses to address social and/or environmental challenges while being profitable is still under debate. Thus, studying the challenges that sustainable new businesses face in attracting funding from investors is essential.
The present dissertation focuses on understanding the impact of communicating a sustainability claim in the decision of investors. An inductive, multiple-case study was conducted using a sample of six socially-responsible business cases, selected from Climate-KIC acceleration program, through semi-structured interviews. Different types of hybrid businesses were identified according to their environmental, social and economic value creation and objectives, clarifying their value proposition either at the initial moment and when pitching to investors. Our findings suggest that the initial value proposition is defined according to founders’ vision (business objectives) and customers’ interests. However, when attracting funds, entrepreneurs need to be aware of different investor’ types: the most common, traditional investors, look for high economic return; and socially-responsible investors (rare) additionally require a sustainability claim. Therefore, in order to receive funds, entrepreneurs adapt their initial value proposition, always making a strong communication of their economic aspect. Communicating a sustainability claim is only required when pitching to socially-responsible investors. This study contributes to understand which business aspects (sustainable vs non-sustainable) investors most value, assisting entrepreneurs at acknowledging which ones must be highlighted when pitching.As novas empresas têm sido cada vez mais pressionadas a lidar com problemas sociais e ambientais por si só, ou em simultâneo com atividades económicas. Assim, as empresas socialmente responsáveis devem ser consideradas atrativas para investidores. Academicamente, a capacidade das empresas para lidar com desafios sociais e/ou ambientais mantendo-se lucrativas ainda é debatida. Portanto, é essencial estudar os desafios que novas empresas sustentáveis enfrentam para atrair investidores. A presente dissertação pretende perceber o impacto de comunicar o aspeto da sustentabilidade na decisão dos investidores. Foi realizado um estudo de casos-múltiplos indutivo, através de entrevistas semiestruturadas a seis empresas socialmente responsáveis, pertencentes ao programa de aceleração Climate-KIC. Foram identificados tipos diferentes de empresas híbridas, consoante os seus objetivos e criação de valor social, ambiental e económico, definindo assim as suas propostas de valor inicial e para investidores. Os resultados sugerem que a proposta de valor é inicialmente definida considerando a visão dos fundadores (objetivos do negócio) e os interesses dos consumidores. No entanto, para atrair investimento, os empreendedores necessitam de reconhecer tipos diferentes de investidores: os mais comuns, tradicionais, pretendendo apenas retorno económico; e os socialmente responsáveis (escassos), procurando adicionalmente o aspeto da sustentabilidade. Portanto, para atrair financiamento, os empreendedores adaptam a proposta de valor inicial, focando-se sempre no aspeto económico. Comunicar o aspeto da sustentabilidade apenas é necessário para atrair investidores socialmente responsáveis. Este estudo contribui para compreender que aspetos (sustentáveis ou não) os investidores mais valorizam, ajudando os empreendedores a perceber quais devem ser focados nos seus pitches.
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Charamba, Millicent Patience. "Applying the business model canvas to develop business models for SMEs in Namibia : a case of the Khomas Region." Diss., 2017. http://hdl.handle.net/10500/23845.
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There have been tremendous economic developments in all parts of the world including developing nations. One of the major drivers of these developments has been from the Small to Medium Enterprises (SMEs). These businesses have enabled many nations to create employment, resulting in an increase in the Gross Domestic Product (GDP). In as much as SMEs have well documented benefits, they also require many support, capital and business skills. This has led to the establishment of SME incubation centres where start-ups are hosted and trained to have the business skills. However, despite the incubation initiatives, SMEs still fail to grow and always have challenges. At times, the challenges are not finance related but lack of proper business strategies. This could be addressed by considering business models. This dissertation considers the initiatives that have been taking place on SMEs. A case study of SMEs in Namibia within the Khomas region is used. A mixed research approach was adopted. Specific research methods used were interviews and observations with questionnaires being used as the instruments to gather the required information. SMEs from the Bokamoso Entrepreneurial Centre in Windhoek were selected for the research population. One of the popular Business Model Canvas tools was used as a sample of a guide in data collection, where SMEs engaged were to indicate how they apply certain categories of the canvas.
Results show that SMEs engaged do not have specific business models they are applying. However, there were many elements and understanding of the categories from the business model canvas. At the same time, SMEs mentioned incorporating technologies in their businesses and using ICTs to reach customers and make an effort to cut on the cost of bringing in stock. It was also clear that SMEs work independently and have long working hours when they are to meet specific orders. It was concluded that SMEs’ needs are different and that it may be difficult to use one business model. However, a mixture of a few business models could be combined to cater for the changing environment and address business needs. The Business Model Canvas could be applied for the Namibian SMEs but there is need to consider some other business models such as cutting out the middleman, business partnership models and bricks and clicks models.Business Management
M. Com. (Business Management)