Role Ambiguity and Perceived Organizational Politics in Wolf Recovery: Washington State Wildlife Agency Personnel Perspectives

Thesis (Master's)--University of Washington, 2015-12

Managing sales people strategically when promoting new products: Incorporating market orientation into a sales management control framework

Salespeople play a pivotal role in promoting new products. Therefore, managers need to know what control mechanism (i.e., output-based control, behavior-based control, or knowledge-based control) can improve their salespeople's new product sales performance. Furthermore, managers may be able to assist salespeople in performing better by having a strong market orientation. The literature has been inconsistent regarding the effects of sales management control mechanisms and has not yet incorporated market orientation into a sales management control framework. The current study surveyed 315 Taiwanese salespeople from publicly traded electronics companies with the aim of contributing to the sales management literature. The results show that sales management controls can directly affect salespeople's innovativeness, which, in turn, affects new product sales performance. However, sales management controls cannot affect performance directly. Furthermore, market orientation can positively moderate the relationship between salespeople's innovativeness and new product sales performance.

Fatores influenciadores da gestão da qualidade e independência do auditor: um estudo de caso

Dissertação apresentada ao Instituto Superior de Contabilidade para obtenção do Grau de Mestre em Auditoria Orientada por: Doutora Alcina Dias

Desenvolvimento de sequenciador para um Problema de Roteamento de Veículos

Este projecto tem como objectivo a optimização das rotas dos técnicos de serviço após venda da Schmitt+Sohn Elevadores, associadas à realização das manutenções preventivas a cada elemento contratado à empresa (elevadores, escadas rolantes, etc). Como tal, é necessário fazer uma distribuição dos equipamentos que se encontram em carteira, por um dos técnicos que assegura a manutenção, pelos vários dias úteis de cada mês, e pelas horas de trabalho de cada dia. Apesar do técnico ter disponíveis, por dia, 8h de trabalho, apenas 6h podem ser preenchidas com manutenções preventivas. As 2h restantes são essencialmente para possíveis manutenções correctivas para as quais o técnico seja solicitado. Caso o técnico não seja contactado para resolver nenhuma avaria, essas horas podem ser utilizadas pelo mesmo para adiantar trabalho do dia seguinte, isto é, visitar já alguns dos próximos pontos de manutenção preventiva do dia seguinte, ou para compensar trabalho que esteja atrasado. De salientar que, para cada dia, as deslocações do técnico de qualquer local ao primeiro ponto de uma rota ou de regresso do último ponto de uma rota não são contabilizadas. O trabalho desenvolvido nesta dissertação pretende dar resposta ao problema apresentado pela Schmitt+Sohn Elevadores. Para isso foi desenvolvida uma heurística para a optimização das rotas dos técnicos. Esta é baseada no conceito de “vizinho mais próximo” que procura sempre o ponto que se apresenta mais perto do último ponto que foi adicionado à rota. Com base nesta metodologia, nos processos de escolha dos pontos que formam clusters, e na selecção dos pontos iniciais de cada uma das rotas diárias, a ferramenta de optimização resultante define as rotas diárias para que o percurso efectuado por cada técnico num mês seja o menor possível. São feitas alterações às rotas definidas inicialmente quando encontrados pontos de uma mesma entrada a serem visitados em dias diferentes. Isto obrigaria o técnico a fazer duas viagens ao mesmo local. Por fim, o resultado é apresentado num documento Word a ser utilizado pelo técnico como guia diário das suas deslocações aos equipamentos que necessitam de verificações periódicas. Os resultados obtidos foram comparados com as rotas que estavam a ser usadas pela empresa, tendo apresentado resultados de melhor qualidade, constatando-se a eficiência da solução criada pelo algoritmo proposto neste trabalho.

Performance of state space and ARIMA models for consumer retail sales forecasting

Forecasting future sales is one of the most important issues that is beyond all strategic and planning decisions in effective operations of retail businesses. For profitable retail businesses, accurate demand forecasting is crucial in organizing and planning production, purchasing, transportation and labor force. Retail sales series belong to a special type of time series that typically contain trend and seasonal patterns, presenting challenges in developing effective forecasting models. This work compares the forecasting performance of state space models and ARIMA models. The forecasting performance is demonstrated through a case study of retail sales of five different categories of women footwear: Boots, Booties, Flats, Sandals and Shoes. On both methodologies the model with the minimum value of Akaike's Information Criteria for the in-sample period was selected from all admissible models for further evaluation in the out-of-sample. Both one-step and multiple-step forecasts were produced. The results show that when an automatic algorithm the overall out-of-sample forecasting performance of state space and ARIMA models evaluated via RMSE, MAE and MAPE is quite similar on both one-step and multi-step forecasts. We also conclude that state space and ARIMA produce coverage probabilities that are close to the nominal rates for both one-step and multi-step forecasts.

How to optimize Lipton’s business model in order to stimulate tea consumption in Portugal and increase Lipton Leaf tea market share?: The importance of distribution and sales channels management in a B2B2C market

Field Lab Entrepreneurial Innovative Ventures

Internationalization strategy of Skypro Shoes to Japan

Skypro is a footwear brand targeted at the aviation professionals’ niche market, explored by the Portuguese microenterprise Abotoa Lda..The saturation of the Portuguese market led Skypro to expand to different worldwide countries and to be a footwear supplier of Airlines from the USA, Qatar or Australia, among others. Abotoa aims for its 2014’s exports to represent around 80% of total sales and this Internationalization Plan for Japan represents the possibility of further exploring the Asian market. Japan appears as the 2nd worldwide footwear importer and the 5th footwear consumer, with a high purchasing power – GDP per capita (PPP). This country possesses two enormous Airlines (ANA and JAL) that employ more than 15000 on-board personnel, the world’s 4th busiest Airport in 2013 (Tokyo’s Haneda International Airport) and a geographic structure with more than 6500 islands, implying high frequency of aerial transportation in the medium-run. These aspects make Japan an adequate country to invest in. At the course of this Work Project, trustworthy recommendations are provided for the current state of Abotoa and for the introduction and implementation of this Internationalization Plan. These findings strongly suggest that Skypro should indeed penetrate Japan’s market.

How to promote and enhance communication between a big retailer's after-sales department and its suppliers

W is the biggest electronic goods retailer in Portugal accounting with almost fifty percent of market share in its area. During the last years, many small W suppliers had to close their doors, and many others are in huge troubles. Among the reason for this situation, the huge bargaining power of W in the relationship seems crucial. The focus of the directed research will be in the after sales department where I did an internship from September 2014 to January 2015.

Increasing sales volume in mass business through inbound contact center

Field lab: Consulting lab

“The impact of online ratings on video game sales”

Online third-party reviews have been grown over the last decade and they now play an important role as a tool for helping customers evaluate products and services that in many cases offer more than tangible features. This study intends to quantify the impact online ratings have over video game sales by conducting a linear regression analysis on 300 titles for the previous console generation (PlayStation® 3 and Xbox® 360) using a data from the video game industry to understand the existing influence on this particular market. The findings showed that these variables have a weak linear relationship thus suggesting that quality of a title explains little the commercial success of a video game and instead this should cover a wider range of factors. Afterwards, we compare results to previous ones and discuss the managerial implications for upcoming gaming generations.

Marketing plan for online aqctivity of Rota Vicentina boosting direct website sales

The nature tourism experienced a great expansion of its market with the appearance of different lifestyles. In this Work Project a study regarding the website direct sales of Rota Vicentina was developed. Its website shows the idea of being solely an information structure and not a purchase one, leading to a current absence of online sales. Hence, it is suggested the modification of its business model, using different instruments and channels. Some digital marketing recommendations were developed in order to boost website sales, such as a platform for online reviews, remarketing campaigns and social media activity.