O papel do operador telemarketing : processo de negociação e conflito via telefone

A negociação é um processo complexo que ocorre diariamente no quotidiano de todos os actores organizacionais. Enquanto processo de resolução de conflitos, a negociação, implica uma actividade de intersecção social entre diversos actores, quando duas ou mais partes se desentendem e têm comportamentos e atitudes divergentes, a negociação envolve a gestão destes aspectos de modo que ambas as partes resolvam os interesses aceitáveis para ambas. Nesse sentido, em pleno acto de negociação via telefone, a qualidade do atendimento telefónico, num primeiro contacto com o cliente transmite a imagem da empresa é fundamental para o desenrolar da chamada. Actualmente existem milhares de equipas de telemarketing nas empresas, que tem como função divulgar e comercializar produtos e serviços através do contacto telefónico. Na elaboração deste trabalho, é possível verificar que num processo de negociação via telefone os colaboradores devem adoptar os seus comportamentos em função das situações que estão a experienciar, quer as mesmas se revelem positivas ou negativas. Ainda outro conceito que abordamos é o conflito, o mesmo encontra-se presente em diferentes sistemas sociais, desde o individual, o familiar, o grupal, o organizacional ao internacional, entre outros. Os conflitos surgem por diversas razões no dia-a-dia das organizações e até mesmo no quotidiano da nossa vida pessoal, vivemos o conflito de diferentes maneiras. O conflito ocorre, normalmente, mais como um processo contínuo e sequencial do que como um facto isolado. Geralmente, o conflito surge quando uma ou ambas as partes vê ou pressentem ameaçados os seus planos ou escolhas. É ainda mencionado o conceito telemarketing que surgiu nos anos 80 nos EUA, significando vendas por telefone.

An Analysis of the Telecommunications Business in China by Linear Regression

In this paper, we study the influence of the National Telecom Business Volume by the data in 2008 that have been published in China Statistical Yearbook of Statistics. We illustrate the procedure of modeling “National Telecom Business Volume” on the following eight variables, GDP, Consumption Levels, Retail Sales of Social Consumer Goods Total Renovation Investment, the Local Telephone Exchange Capacity, Mobile Telephone Exchange Capacity, Mobile Phone End Users, and the Local Telephone End Users. The testing of heteroscedasticity and multicollinearity for model evaluation is included. We also consider AIC and BIC criterion to select independent variables, and conclude the result of the factors which are the optimal regression model for the amount of telecommunications business and the relation between independent variables and dependent variable. Based on the final results, we propose several recommendations about how to improve telecommunication services and promote the economic development.

Il processo migratorio come determinante della salute mentale: l'esperienza del Centro di Consultazione Socio-Culturale nel Distretto di Pianura Est, AUSL di Bologna.

La ricerca in oggetto ha analizzato le relazioni tra migrazione e salute mentale nel Distretto di Pianura Est dell'AUSL di Bologna. Attraverso un dispositivo d’indagine multi-disciplinare basato sui quadri teorici dell'Antropologia Medica Critica, della Salute Pubblica e della Psichiatria, la ricerca si è inserita nell’ampio contesto di sperimentazione di un innovativo modello di assistenza per pazienti migranti, denominato Centro di Consultazione Socio- Culturale. L'architettura dello studio si rifà a un modello di Ricerca-Azione Partecipata e Multi-Situata fondato su un approccio analitico e auto-riflessivo, il quale ha consentito di problematizzare, oltre alle azioni e alle traiettorie dei vari soggetti che operano nel campo della ricerca, anche le categorie oggetto della ricerca stessa. L'analisi, profondamente radicata nel dato empirico, è stata condotta a partire dall'esperienza degli attori sociali coinvolti. Le esperienze, le informazioni e le rappresentazioni reciproche sono state co-costruite in forma partecipativa attraverso l'uso combinato di metodologie quali-quantitative proprie sia delle discipline sanitarie sia di quelle sociali. Come materiali della ricerca sono stati utilizzati: dati primari e secondari prodotti dalle istituzioni e dalle organizzazioni del territorio stesso; informazioni provenienti dall'osservazione partecipante; colloqui con informatori-chiave; interviste semi-strutturate con decisori politici, amministratori, organizzazioni del territorio, operatori dei servizi, cittadini e pazienti. La ricerca ha dimostrato la validità delle prospettive teoriche utilizzate e delle strategie di lavoro proposte. Il modello di lavoro multi-disciplinare e multi-metodologico si è rivelato produttivo nell'indagare congiuntamente le prospettive degli attori coinvolti insieme alle loro traiettorie, alle reciproche interconnessioni e alle relazioni tra processi locali e globali. L’analisi auto-riflessiva ha consentito di analizzare le attività del Centro di Consultazione evidenziandone vantaggi e limiti. Infine, la collaborazione tra Salute Pubblica e Antropologia Medica Critica ha dimostrato una grande potenzialità e produttività sia sul versante della ricerca scientifica sia su quello dell'assistenza sanitaria.

Surgical pathology in sub-Saharan Africa--volunteering in Malawi

The breadth of material found in surgical pathology services in African countries differs from the common spectrum of "the West". We report our experience of a voluntary work in the pathology departments of Blantyre and Lilongwe, Malawi. During a 6-week period, 405 cases (378 histology and 27 cytology cases) were processed. The vast majority showed significant pathological findings (n = 369; 91.1 %): 175 cases (47.4 %) were non-tumoral conditions with predominance of inflammatory lesions, e.g., schistosomiasis (n = 11) and tuberculosis (n = 11). There were 39 (10.6 %) benign tumors or tumor-like lesions. Intraepithelial neoplasia of the cervix uteri dominated among premalignant conditions (n = 15; 4.1 %). The large group of malignancies (n = 140; 37.9 %) comprised 11 pediatric tumors (e.g., rhabdomyosarcoma, small blue round cell tumors) and 129 adult tumors. Among women (n = 76), squamous cell carcinomas (SCCs) of the cervix uteri predominated (n = 25; 32.9 %), followed by breast carcinomas (n = 12; 15.8 %) and esophageal SCC (n = 9; 11.8 %). Males (n = 53) most often showed SCC of the esophagus (n = 9; 17.0 %) and of the urinary bladder (n = 7; 13.2 %). Lymphomas (n = 7) and Kaposi's sarcomas (n = 6) were less frequent. Differences compared to the western world include the character of the conditions in general, the spectrum of inflammatory lesions, and the young age of adult tumor patients (median 45 years; range 18-87 years). Providing pathology service in a low-resource country may be handicapped by lack of personnel, inadequate material resources, or insufficient infrastructure. Rotating volunteers offer a bridge for capacity building of both personnel and the local medical service; in addition, the volunteer's horizons are broadened professionally and personally.

Forest regeneration capacity and its enhancement by forest management and silviculture in Cabo Delgado

SDC has been involved in rural development in Cabo Delgado for more than 30 years. Shortly after the independence of Mozambique, projects in water supply and integrated rural development were initiated. The silvoagropastoral project FO9 based in Mueda was a very early experience in forestry in Cabo Delgado. Andreas Kläy was responsible for the forestry sector in FO9 for 3 years in the early 1980s and had an opportunity to initiate an exchange of ideas and experience in rural development theory and approaches with Yussuf Adam, who was doing research in human anthropology and history in the province. 25 years later, the current situation of forest management in Cabo Delgado was reassessed, with a specific focus on concessions in the North. The opportunity for a partnership between the MITI SA, the University of Eduardo Mondlane, and CDE was created on the basis of this preliminary study1. The aim of this partnership is to generate knowledge and develop capacity for sustainable forest management. The preliminary study showed that “…we have to face weaknesses and would like to start a learning process with the main institutions, organisations, and stakeholder groups active in forest management and research in the North of Cabo Delgado. This learning process will involve studies supported by competent research institutions and workshops …” The specific objectives of ESAPP project Q804 are the following: 1. Contribute to understanding of the forestry sector; 2. Capacity development for professionals and academics; 3. Support for the private sector and the local forest service; 4. Support data generation at Cabo Delgado's Provincial Service; 5. Capacity development for Swiss academic institutions (CDE and ETHZ). A conceptual planning platform was elaborated as a basis for cooperation and research in the partnership (cf. Annex 1). The partners agreed to work on two lines of research: biophysical and socio-economic. In order to ensure a transdisciplinary approach, disciplinary research is anchored in common understanding in workshops based on the LforS methods. These workshops integrate the main stakeholders in the local context of the COMADEL concession in Nangade District managed by MITI SA, and take place in the village of Namiune. The research team observed that current management schemes consist mainly of strategies of nature mining by most stakeholders involved. Institutional settings - formal and informal - have little impact due to weak capacity at the local level and corruption. Local difficulties in a remote rural area facilitate external access to resources and are perpetuated by the loss of benefits. The benefits of logging remain at the top level (economic and political elites). The interests of the owners of the concession in stopping the loss of resources caused by this regime offers a unique opportunity to intervene in the logic of resource degradation and agony in rural development and forest management.

Development and evaluation of a youth mental health community awareness campaign - The Compass Strategy

Background: Early detection and treatment of mental disorders in adolescents and young adults can lead to better health outcomes. Mental health literacy is a key to early recognition and help seeking. Whilst a number of population health initiatives have attempted to improve mental health literacy, none to date have specifically targeted young people nor have they applied the rigorous standards of population health models now accepted as best practice in other health areas. This paper describes the outcomes from the application of a health promotion model to the development, implementation and evaluation of a community awareness campaign designed to improve mental health literacy and early help seeking amongst young people. Method: The Compass Strategy was implemented in the western metropolitan Melbourne and Barwon regions of Victoria, Australia. The Precede-Proceed Model guided the population assessment, campaign strategy development and evaluation. The campaign included the use of multimedia, a website, and an information telephone service. Multiple levels of evaluation were conducted. This included a cross-sectional telephone survey of mental health literacy undertaken before and after 14 months of the campaign using a quasi-experimental design. Randomly selected independent samples of 600 young people aged 12 - 25 years from the experimental region and another 600 from a comparison region were interviewed at each time point. A series of binary logistic regression analyses were used to measure the association between a range of campaign outcome variables and the predictor variables of region and time. Results: The program was judged to have an impact on the following variables, as indicated by significant region-by-time interaction effects ( p < 0.05): awareness of mental health campaigns, self-identified depression, help for depression sought in the previous year, correct estimate of prevalence of mental health problems, increased awareness of suicide risk, and a reduction in perceived barriers to help seeking. These effects may be underestimated because media distribution error resulted in a small amount of print material leaking into the comparison region. Conclusion: We believe this is the first study to apply the rigorous standards of a health promotion model including the use of a control region to a mental health population intervention. The program achieved many of its aims despite the relatively short duration and moderate intensity of the campaign.

O princípio da eficiência administrativa na regulação da prestação do serviço de voz sobre internet - VoIP

The present work aims to demonstrate the link of the principle of efficiency - as expressed in the Constitution of 1988, by Constitutional Amendment No. 19 - with regulatory agencies, more specifically the ANATEL (National Telecommunications Agency). It also includes this principle’s importance to regulation - to monitor and manage public services - as well as when an activity will be considered efficient, keeping in mind that agencies are subjected to other principles of public administration. The increasing use of telephony has enabled further development of technologies that provide improvements in the provision of this service. The VoIP (Voice over IP), is nothing more than a technological breakthrough that directly targets the providers of conventional telephone service, both by modifying the business working for a long time with the same technology as the amount of new competitors’ dispute on market share. It also analyses the difficulty of understanding and definition of what is VoIP telephony, its growth and the threats that the traditional and mostly which is ANATEL’s role concerning this telephony technology. As regulator of the telecommunications service, ANATEL not yet regulated the voice telephony service using the IP protocol. What looks over the years is that ANATEL exercise its regulatory function to provide better conditions for competition among providers of VoIP and traditional telephone companies, obviously some difficulties are expected, given that VoIP is a technology that provides two services, through conventional telephony and using the internet.

Understanding the Impact of the Property Tax Appeal Process on Assessment Uniformity: Procedures, Structures, and Outcomes

Property taxes serve as a vital revenue source for local governments. The revenues derived from the property tax function as the primary funding source for a variety of critical local public service systems. Property tax appeal systems serve as quasi-administrative-judicial mechanisms intended to assure the public that property tax assessments are correct, fair, and equitable. Despite these important functions, there is a paucity of empirical research related to property tax appeal systems. This study contributes to property tax literature by identifying who participates in the property tax appeal process and examining their motivations for participation. In addition, the study sought to determine whether patterns of use and success in appeal systems affected the distribution of the tax burden. Data were collected by means of a survey distributed to single-family property owners from two Florida counties. In addition, state and county documents were analyzed to determine appeal patterns and examine the impact on assessment uniformity, over a three-year period. The survey data provided contextual evidence that single-family property owners are not as troubled by property taxes as they are by the conduct of local government officials. The analyses of the decision to appeal indicated that more expensive properties and properties excluded from initial uniformity analyses were more likely to be appealed, while properties with homestead exemptions were less likely to be appealed. The value change analyses indicated that appeals are clustered in certain geographical areas; however, these areas do not always experience a greater percentage of the value changes. Interestingly, professional representation did not increase the probability of obtaining a reduction in value. Other relationships between the variables were discovered, but often with weak predictive ability. Findings from the assessment uniformity analyses were also interesting. The results indicated that the appeals mechanisms in both counties improved assessment uniformity. On average, appealed properties exhibited greater horizontal and vertical inequities, as compared to non-appealed properties, prior to the appeals process. After, the appeal process was completed; the indicators of horizontal and vertical equity were largely improved. However, there were some indications of regressivity in the final year of the study.

Gestão da qualidade e o modelo Common Assessment Framework (CAF). Reflexão sobre a evolução recente nos Serviços Académicos da Universidade de Évora

As expetativas e exigências crescentes dos cidadãos face ao serviço público introduziram uma nova orientação nos processos de reforma e modernização administrativa. É neste contexto que surge o modelo de autoavaliação Common Assessment Framework (CAF), que está essencialmente direcionado para a administração pública, com o fim de promover a melhoria contínua dos serviços. Neste estudo pretende-se analisar a aplicabilidade da CAF como ferramenta de autoavaliação dos serviços públicos nos Serviços Académicos da Universidade de Évora (SAC), bem como verificar o impacto que a aplicação da CAF teve nos SAC, após o estudo realizado por Nogueira (2008), e efetuar um diagnóstico junto dos alunos, colaboradores e gestores para avaliar os processos desenvolvidos, bem como averiguar o seu grau de satisfação. Para atingir os objetivos propostos foi aplicado um inquérito por questionário junto dos alunos, colaboradores e gestores dos SAC. Os resultados obtidos permitiram extrair os pontos fortes (e.g. bons procedimentos para acolhimento e integração dos colaboradores, gestores não resistentes à mudança), evidenciar os pontos fracos (e.g. tempo de obtenção de respostas às solicitações efetuadas, atendimento telefónico desadequado), e enumerar as sugestões de melhoria para o serviço (e.g. maior número de funcionários a fazer atendimento, horários de abertura e de atendimento mais alargados); ABSTRACT: Expectations and increased demands of citizens on the public service introduced a new orientation in the reform and administrative modernization. lt is in this context that the model of self-assessment Common Assessment Framework (CAF), which is primarily directed to the government, in order to promote continuous improvement of services. This study aims to analyze the applicability of the CAF as a self-assessment tool of public services at the Academic Services of the University of Évora (SAC) and verify the impact that the implementation of the CAF had the SAC after the study by Nogueira (2008) and make a diagnosis with the students, employees and managers to assess the processes developed and ascertain their degree of satisfaction. To achieve the proposed objectives a questionnaire was applied to students, employees and managers of SAC. The results allowed to draw on the strengths (eg: good procedures for reception and integration of employees, not resistant to change managers), highlight the weaknesses (eg: time to obtain answers to made requests, inadequate telephone service), and list suggestions improvement for the service (eg: greater number of employees to service, opening hours and more extensive service).

Providing evidence-based answers to clinical questions - A pilot information service for general practitioners

Objective: To pilot a clinical information service for general practitioners. Methods: A representative sample of 31 GPs was invited to submit clinical questions to a local academic department of general practice. Their views on the service and the usefulness of the information were obtained by telephone interview. Results: Over one month, nine GPs (29% of the sample, 45% of those stating an interest), submitted 20 enquiries comprising 45 discrete clinical questions. The median time to search for evidence, appraise it and write answers to each enquiry was 2.5 hours (range, 1.0-7.4 hours). The median interval between receipt of questions and dispatch of answers was 3 clays (range, 1-12 days). Conclusions: The GPs found the answers useful in clinical decision making; in four out of 20 cases patient management was altered.

Cleaning up neighbourhoods - Environmental Problems and Service Provision in Deprived areas

There has been growing concern that the quality of public services can be affected by the nature and scale of problems in deprived neighbourhoods and that poor services can contribute to a widening gap۪ between deprived and non-deprived neighbourhoods. There is also an increased emphasis within national policy on the quality of neighbourhood environments the so-called liveability۪ agenda. This report explores the challenges of delivering street scene۪ environmental services such as street sweeping and refuse collection in deprived and less deprived areas and examines the gap in environmental amenity between these different neighbourhoods. It also contributes to our understanding of the interplay between poor services and neighbourhood decline. The research involved a telephone survey of chief officers in local authority environmental service departments across the UK and detailed case studies of policy and practice in environmental service provision in four local authorities with significant levels of deprivation. Each case study involved work in three neighbourhoods within the authority two deprived and one less deprived as well as focus groups with residents and frontline environmental operatives, interviews with senior council staff and observation on the ground

Auction theory, sequential local service privatization, and the effects of geographical scale economies on effective competition

A sequential weakly efficient two-auction game with entry costs, interdependence between objects, two potential bidders and IPV assumption is presented here in order to give some theoretical predictions on the effects of geographical scale economies on local service privatization performance. It is shown that the first object seller takes profit of this interdependence. The interdependence externality rises effective competition for the first object, expressed as the probability of having more than one final bidder. Besides, if there is more than one final bidder in the first auction, seller extracts the entire bidder¿s expected future surplus differential between having won the first auction and having lost. Consequences for second object seller are less clear, reflecting the contradictory nature of the two main effects of object interdependence. On the one hand, first auction winner becomes ¿stronger¿, so that expected payments rise in a competitive environment. On the other hand, first auction loser becomes relatively ¿weaker¿, hence (probably) reducing effective competition for the second object. Additionally, some contributions to static auction theory with entry cost and asymmetric bidders are presented in the appendix

Studies on Inventory with Positive Service Time Under Local Purchase Driven by N/T- Policy

In this thesis, certain continuous time inventory problems with positive service time under local purchase guided by N/T-policy are analysed. In most of the cases analysed, we arrive at stochastic decomposition of system states, that is, the joint distribution of the system states is obtained as the product of marginal distributions of the components. The thesis is divided into ve chapters

Decentralization and local government performance improving public service provision in Bolivia.

Este artículo analiza algunas de las justificaciones más importantes para el desarrollo de procesos de descentralización, analiza sus fundamentos teóricos, y posteriormente describe los elementos de una nueva teoría descentralización, la cual debería llevarnos más lejos en nuestro entendimiento de la efectividad y las implicaciones de la descentralización. Finalmente y de forma más importante, revisamos una gran cantidad de nueva información sobre los efectos de la descentralización en Bolivia. Encontramos fuerte evidencia de que la devolución de recursos y poderes a los gobiernos locales han (i) incrementado en la eficiencia de asignación en el sector público boliviano, (ii) generado una mayor estabilidad en los patrones de inversión pública entre sectores, (iii) llevado a un gobierno más orientado a las necesidades locales de lo que había sido posible a través de gobiernos centralizados, y (iv) muy probablemente incrementado el criterio de costo efectividad del sector público.