2026-09-20T00:09:22Zhttps://dspace.mit.edu/server/oai/requestoai:dspace.mit.edu:1721.1/657972022-01-13T07:54:52Zcom_1721.1_7582com_1721.1_7581col_1721.1_131023
Arnoldo C. Hax and Donald R. Lessard.
Cavalcanti Machado, Luis Filipe (Luis Filipe Dionisio)
Sloan School of Management.
Sloan School of Management
2011-09-13T17:53:58Z
2011-09-13T17:53:58Z
2011
2011
http://hdl.handle.net/1721.1/65797
750015282
Thesis (S.M.)--Massachusetts Institute of Technology, Sloan School of Management, 2011.
Cataloged from PDF version of thesis.
Includes bibliographical references (p. 151-156).
This thesis aims to establish a new strategy for a Brazilian IT service company to leverage the operation of its prepaid business unit in Brazil and overseas. The work starts using the Delta Model to segment the customers, defining the correspondent value proposition and identifying the capabilities required by the company to execute its mission. Further, frameworks for internationalization are applied to define a pathway for the company global strategy. Finally, a strategic agenda is proposed with the steps that the company should undertake to implement the new strategy.
by Luis Filipe Cavalcanti Machado.
S.M.
156 p.
eng
Massachusetts Institute of Technology
M.I.T. theses are protected by
copyright. They may be viewed from this source for any purpose, but
reproduction or distribution in any format is prohibited without written
permission. See provided URL for inquiries about permission.
http://dspace.mit.edu/handle/1721.1/7582
Sloan School of Management.
Strategies for decommoditizing and internationalizing a prepaid business unit
Thesis
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