Strategies for decommoditizing and internationalizing a prepaid business unit

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.

Department dc:contributor.department

Sloan School of Management.

Grantor dc:publisher

Massachusetts Institute of Technology

Year dc:date.issued

2011

Author dc:creator

• Cavalcanti Machado, Luis Filipe (Luis Filipe Dionisio)

Advisor dc:contributor.advisor

• Arnoldo C. Hax and Donald R. Lessard.

• Sloan School of Management.

Statement dc:rights

• 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.

Licence dc:rights.uri

• http://dspace.mit.edu/handle/1721.1/7582

Language dc:language.iso

eng

Handle dc:identifier.uri

http://hdl.handle.net/1721.1/65797

OAI identifier oai:identifier

oai:dspace.mit.edu:1721.1/65797