University of Technology Sydney


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Faculty of Engineering and IT
UTS CRICOS 00099F
48270 – EnC
Assessment Task 4
Ass
University of Technology Sydney


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In this assignment, there are two parts: pitch and viva voce. In the first part, you need to present
a TWO minute pitch of your group’s business proposal.

Assignment 4 (Pitch) Marking Guideline:
Criterion Weight
Clear Problem / Opportunity 30%
Clear Solution / Idea 40%
Presentation 30%
General Notes:
 Avoid reading from a script (marks will be deducted).
 Although four of you (group members) are presenting the same proposal, we
expect each of you to present in your own way.



Pitch
Specification:

Weight: 5%
Length: up to 2 minutes oral pitch
Type: Individual
Method: Oral via Zoom Session
Due: See Assignment 4 Schedule
University of Technology Sydney


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In this part, you will be randomly nominated one question from the following pool of questions after
your pitch. After you present your answer, follow-up question(s) will be asked.

S. No Question Reading(s) Week
1
What changes in market demand do you anticipate for your proposed
product/service over the next few years? How would this change affect market
prices?
Parkin & Bade 2018 1
2
Explain the maturity of your chosen industry and market. What effect does this
have on the entry of your proposed business?
Klepper 1997;
O’Sullivan 2020
2
3
What are some relevant substitutes around your target market? How might you
counteract these for your proposed offering?
Karagiannopolous et
al. 2005
2
4
Which bargaining power is more concerning for your proposed business, that of
suppliers or that of customers? Explain why.
Karagiannopolous et
al. 2005
2
5
Describe the core value-creating process of your business (from the operations
and customers' points of view).
Yassine et al 2014;
Stadnicka &
Ratnayake 2017; Seth
& Gupta 2005
3
6
Discuss how key attributes of your product/service would be classified under the
Kano model. What does this mean for the competitiveness of your offering?
Zobnina & Rozhkov
2018
4
7
What are the key resources and capabilities required for your proposal? Which is
most likely to pose a difficulty and why?
Barney 1991 4
8
What challenges (in terms of VRIS/VRIN) does your proposed business face in
gaining a sustained competitive advantage?
Barney 1991 4
9
What supplies are going to be necessary for your business to operate? Which
suppliers did you choose and what were your criteria for choosing them?
Ulaga & Eggert 2006;
Choi & Hartley 1996,
6
10
Which of the critical (i.e. critical path) items in your implementation plan are you
particularly concerned about delays in? Explain.
Hegazy & Menesi
2010
6
11
Of the key roles required for your proposed business, which would belong to
"technostructure" or "support" in Mintzberg's model? Explain.
Mintzberg 1979
(chapter2)
7
12
For your proposed business how did you choose which market segment(s) to
target? Explain the considerations needed when determining prices for each
segment.
Dominique-Ferreira &
Antunes 2019
8
13
For your proposed business how did you choose which market segment(s) to
target? Explain the considerations needed when advertising for each segment.
Scheuffelen et al. 2019 8
14
Explain the difference between variable and fixed costs and why this matters for
a startup. For your proposal, what are the most significant up-front, variable and
fixed costs?
Cafferky &
Wentworth 2014
9
Viva Voce
University of Technology Sydney


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Assignment 4 (Viva Voce) Marking Guideline:
Criterion Weight
Demonstrates understanding of concept 20%
Demonstrates understanding of proposed business 20%
Synthesis of concept and proposal 50%
Presentation 10%
General Notes:
 Avoid reading from a script (marks will be deducted).


UTS Marking Schema
HD Work of outstanding quality on all objectives
D Work of superior quality on all objectives
C Work of good quality showing more than satisfactory achievement on all objectives
P Work showing a satisfactory achievement on all objectives
X Work showing an unsatisfactory achievement on one or more objectives


Specification:

Weight: 25%
Length: up to 5 minutes oral examination
Type: Individual
Method: Oral via Zoom Session (right after the Pitch)
Due: See Assignment 4 Schedule






































































































































































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