Larissa Sielichoff

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Na'ama Pat-El

The University of Texas at Austin

Armando Marques-Guedes

UNL - New University of Lisbon

Eitan Grossman

The Hebrew University of Jerusalem

Martin Haspelmath

Max Planck Institute for Evolutionary Anthropology

Gary Feinman

Field Museum

Amurabi Oliveira

Universidade Federal de Santa Catarina - UFSC (Federal University of Santa Catarina)

Veena Das

Johns Hopkins University

Éliton Pereira

Instituto Federal de Educação, Ciência e Tecnologia de Goiás - Campus Goiânia

Sergey Abashin

European University at St. Petersburg

Guilherme Moerbeck

UERJ - Universidade do Estado do Rio de Janeiro / Rio de Janeiro State University

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Papers by Larissa Sielichoff

Sistemas De Informação Sob a Lente Teórica Da Visão Baseada Em Capacidades Dinâmica

Administração de Empresas: Estratégia e Processo Decisório

Why pricing matters: a design research on brazilian startups

This study analyzes which elements affect startups’ decision making in pricing process and unders... more This study analyzes which elements affect startups’ decision making in pricing process and understand how this process could be improved by a framework. The literature reviewed the concepts of pricing, startups and decision making process. The method chosen was the Design Science Research (DSR), mainly because the method is recommended for finding adequate – not perfect - solutions for real problems, therefore bringing theory and practice close together. The artifact chosen for this research was a processual framework. The artifact was developed to be a useful, practical, flexible, timeless and engaging tool for Brazilian startups with digital solutions. The processual framework proposes the startups decide what is their most suitable revenue model – and pricing – after concluding a six-step-process. Each step proposes questions to be answered and actions to be taken by the startups, and after completing the six steps process, the startup is able to make a decision about their reven...

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