Do acesso clássico à comercialização: especificidades do mercado imobiliário informal na área especial de interesse social de Mãe Luiza, Natal/ RN.

This study presents research regarding affordable housing and their effects on the spatial reconfiguration of Natal/ RN, aiming to identify the specificities of the informality of urban land. This study aims to understand how informal housing market operates housing provision for the population located in popular informal settlements, through buying and selling market and rental market of residential properties irregular / illegal. This understanding will be through the neighborhood of Mãe Luisa, Special Area of Social Interest (SASI), located between neighborhoods with a population of high purchasing power and inserted into the tourist shaft of seaside of town. The characterization of informal housing market in Mãe Luiza, from buyers, sellers and renters, will help to understand how these informal transactions operate on SASI and housing provision for public policy development and implementation of housing programs and land regularization for low-income population, adequate to dynamic and reality of housing of informal areas

Do acesso clássico à comercialização: especificidades do mercado imobiliário informal na área especial de interesse social de Mãe Luiza, Natal/ RN.

This study presents research regarding affordable housing and their effects on the spatial reconfiguration of Natal/ RN, aiming to identify the specificities of the informality of urban land. This study aims to understand how informal housing market operates housing provision for the population located in popular informal settlements, through buying and selling market and rental market of residential properties irregular / illegal. This understanding will be through the neighborhood of Mãe Luisa, Special Area of Social Interest (SASI), located between neighborhoods with a population of high purchasing power and inserted into the tourist shaft of seaside of town. The characterization of informal housing market in Mãe Luiza, from buyers, sellers and renters, will help to understand how these informal transactions operate on SASI and housing provision for public policy development and implementation of housing programs and land regularization for low-income population, adequate to dynamic and reality of housing of informal areas

EL CAMINO DE MULAS EN COSTA RICA Y PANAMA

El Camino de Mulas, con excepción de las veredas y trillos precolombinos, fue el primero, y por muchos años el único camino para las comunicaciones interiores y exteriores. El camino fue construido ya en 1601 con el objeto de unir Cartago (en la  oriental de la Depresión Tectónica Central) con Tierra Firme (Panamá), pero también el camino contribuyo a unir Nicaragua, Costa Rica y Panamá. Por el se transportaban los productos y materias primas hasta la feria de Portobelo y desde esta las mercaderías por el mismo camino hacia las colonias. El tráfico origino importantes ingresos públicos y con ellos fue posible pagar los gastos militares y administrativos de la provincia. Ejemplos de contratos de venta, hipotecas y opciones de compraventa, incluso por parte de eclesiásticos, son presentados en el trabajo. Sin embargo, la supresión de la feria en 1746, determinó la decadencia económica de Panamá, la reducción del tráfico de mulas a lo largo del camino y la subsecuente disminución y, finalmente, la desaparición de los impuestos, todo lo cual puede ser verificado en las cuencas de Tesoro Real de la provincia de Costa Rica.  ABSTRACT The Mule Trail, with exceptions to the Pre-colombian footpaths, was the first, and for many years the only, interior and international communications route. The trail was constructed in 1601 with the object being to link Cartago (in the Eastern Sub-Basin of the Central Tectonic Depression) with Tierra Firme (Panamá) but also the trail contributed in linking Nicaragua, Costa Rica and Panamá because it permitted. The transportation of products and raw materials to the Portobelo fair and also allowed Spanish merchandise to arrive to the colonies. The traffic originated ingresses and with the money it was possible to pay the Administrative and Military debts of the province. Example of sales contracts, mortgages and buying and selling options, even used by the ecclesiastics, are presented in this essay.  Nevertheless, the suppression of the fair in 1746, determined the economic decadence of Panamá, the reduction of mule traffic over the trail and the subsequent diminish and finally disappearance of the accounting of the Royal Treasury of the Province of Costa Rica.

Towards a contextual understanding of B2B salespeople's selling competencies – An exploratory study among purchasing decision-makers of internationally-oriented technology firms

ABSTRACT Towards a contextual understanding of B2B salespeople’s selling competencies − an exploratory study among purchasing decision-makers of internationally-oriented technology firms The characteristics of modern selling can be classified as follows: customer retention and loyalty targets, database and knowledge management, customer relationship management, marketing activities, problem solving and system selling, and satisfying needs and creating value. For salespeople to be successful in this environment, they need a wide range of competencies. Salespeople’s selling skills are well documented in seller side literature through quantitative methods, but the knowledge, skills and competencies from the buyer’s perspective are under-researched. The existing research on selling competencies should be broadened and updated through a qualitative research perspective due to the dynamic nature and the contextual dependence of selling competencies. The purpose of the study is to increase understanding of the professional salesperson’s selling competencies from the industrial purchasing decision- makers’ viewpoint within the relationship selling context. In this study, competencies are defined as sales-related knowledge and skills. The scope of the study includes goods, materials and services managed by a company’s purchasing function and used by an organization on a daily basis. The abductive approach and ‘systematic combining’ have been applied as a research strategy. In this research, data were generated through semi- structured, person-to-person interviews and open-ended questions. The study was conducted among purchasing decision-makers in the technology industry in Finland. The branches consisted of the electronics and electro-technical industries and the mechanical engineering and metals industries. A total of 30 companies and one purchasing decision-maker from each company were purposively chosen for the sampling. The sample covers different company sizes based on their revenues, their differing structures – varying from public to family companies –that represent domestic and international ownerships. Before analyzing the data, they were organized by the purchasing orientations of the buyers: the buying, procurement or supply management orientation. Thematic analysis was chosen as the analysis method. After analyzing the data, the results were contrasted with the theory. There was a continuous interaction between the empirical data and the theory. Based on the findings, a total of 19 major knowledge and skills were identified from the buyers’ perspective. The specific knowledge and skills from the viewpoint of customers’ prevalent purchasing orientations were divided into two categories, generic and contextual. The generic knowledge and skills apply to all purchasing orientations, and the contextual knowledge and skills depend on customers’ prevalent purchasing orientations. Generic knowledge and skills relate to price setting, negotiation, communication and interaction skills, while contextual ones relate to knowledge brokering, ability to present solutions and relationship skills. Buying-oriented buyers value salespeople who are ‘action oriented experts, however at a bit of an arm’s length’, procurement buyers value salespeople who are ‘experts deeply dedicated to the customer and fostering the relationship’ and supply management buyers value salespeople who are ‘corporate-oriented experts’. In addition, the buyer’s perceptions on knowledge and selling skills differ from the seller’s ones. The buyer side emphasizes managing the subject matter, consisting of the expertise, understanding the customers’ business and needs, creating a customized solution and creating value, reliability and an ability to build long-term relationships, while the seller side emphasizes communica- tion, interaction and salesmanship skills. The study integrates the selling skills of the current three-component model− technical knowledge, salesmanship skills, interpersonal skills− and relationship skills and purchasing orientations, into a selling competency model. The findings deepen and update the content of these knowledges and skills in the B2B setting and create new insights into them from the buyer’s perspective, and thus the study increases contextual understanding of selling competencies. It generates new knowledge of the salesperson’s competencies for the relationship selling and personal selling and sales management literature. It also adds knowledge of the buying orientations to the buying behavior literature. The findings challenge sales management to perceive salespeople’s selling skills both from a contingency and competence perspective. The study has several managerial implications: it increases understanding of what the critical selling knowledge and skills from the buyer’s point of view are, understanding of how salespeople effectively implement the relationship marketing concept, sales management’s knowledge of how to manage the sales process more effectively and efficiently, and the knowledge of how sales management should develop a salesperson’s selling competencies when managing and developing the sales force. Keywords: selling competencies, knowledge, selling skills, relationship skills, purchasing orientations, B2B selling, abductive approach, technology firms

Entry, re-location and growth in the Swedish wholesale trade industry

Wholesale trade has an intermediate position between manufacturing and retail in the distributional channel. In modern economies, consumers buy few, if any, products directly from manufacture or producer. Instead, it is a wholesaler, who is in direct contact with producers, buying goods in larger quantities and selling them in smaller quantities to retailers. Traditionally, the main function of a wholesaler has been to push goods along the distributional channel from producer to retailer, or other nonend user. However, the function of wholesalers usually goes beyond the process of the physical distribution of goods. Wholesalers also arrange storage, perform market analyses, promote trade or provide technical support to consumers (Riemers 1998). The existence of wholesalers (and other intermediaries) in the distributional channel is based on the effective and efficient performance of distribution services, that are needed by producers and other members of the supply chain. Producers usually do not enjoy the economies of scale that they have in production, when it comes to providing distributional services (Rosenbloom 2007) and this creates a space for wholesalers or other intermediaries. Even though recent developments in the distributional channel indicate that traditional wholesaling activities now also compete with other supply chain organizations, wholesaling still remains an important activity in many economies (Quinn and Sparks, 2007). In 2010, the Swedish wholesale trade sector consisted of approximately 46.000 firms and generated an annual turnover of 1 300 billion SEK (Företagsstatistiken, Statistics Sweden). In terms of turnover, wholesaling accounts for 20% of the gross domestic product and is thereby the third largest industry. This is behind manufacturing and a composite group of firms in other sectors of the service industry but ahead of retailing. This indicates that the wholesale trade sector is an important part of the Swedish economy. The position of wholesaling is further reinforced when measuring productivity growth. Measured in terms of value added per employee, wholesaling experienced the largest productivity growth of all industries in the Swedish economy during the years 2000 through 2010. The fact that wholesale trade is one of the important parts of a modern economy, and the positive development of the Swedish wholesale trade sector in recent decades, leads to several questions related to industry dynamics. The three topics that will be examined in this thesis are firm entry, firm relocation and firm growth. The main question to be answered by this thesis is what factors influence new firm formation, firm relocation and firm growth in the Swedish wholesale trade sector?

The American business manual; a complete guide to modern systems and practice,

v. 1. Organization.--v. 2. Buying, manufacturing and selling.--v. 3. Administration.

No Joke: Understanding Public Sentiment Toward Selling and Salespeople Through Cartoon Analysis

Unflattering representations of salesmanship in mass media exist in abundance. In order to gauge the depiction of selling in mass media, this article explores the nature and public perceptions of salesmanship using editorial cartoons. A theory of cartooning suggests that editorial cartoons reflect public sentiment toward events and issues and therefore provide a useful way of measuring and tracking such sentiment over time. The criteria of narrative, location, binary struggle, normative transference, and metaphor were used as a framework to analyze 286 cartoons over a 30-year period from 1983 to 2013. The results suggest that while representations of the characteristics and behaviors of salespeople shifted very little across time periods, changes in public perceptions of seller–buyer conflict, the role of the customer, and selling techniques were observed, thus indicating that cartoons are sensitive enough to measure the portrayal of selling.

Evaluation of alcohol outlet density and its relation with violence

OBJECTIVES: The current study set out to investigate alcohol availability in a densely populated, residential area of suburban São Paulo associated with high levels of social deprivation and violence. Gun-related deaths and a heavy concentration of alcohol outlets are notable features of the area surveyed. Given the strong evidence for a link between alcohol availability and a number of alcohol-related problems, including violent crime, measures designed to reduce accessibility have become a favored choice for alcohol prevention programs in recent years. METHODS: The interviewers were 24 residents of the area who were trained for the study. It was selected an area of nineteen streets, covering a total distance of 3.7 km. A profile of each alcohol outlet available on the area was recorded. RESULTS: One hundred and seven alcohol outlets were recorded. The number of other properties in the same area was counted at 1,202. Two measures of outlet density may thus be calculated: the number of outlets per kilometer of roadway (29 outlets/km); and the proportion of all properties that sold alcohol (1 in 12). CONCLUSIONS: The results of this study is compared with others which are mainly from developed countries and shown that the area studied have the highest density of alcohol outlet density ever recorded in the medical literature. The implication of this data related to the violence of the region is discussed. By generating a profile of alcohol sales and selling points, it was hoped to gain a better understanding of alcohol access issues within the sample area. Future alcohol prevention policy would be well served by such knowledge.

A Thomson Reuters e o PSI20: as notícias e as decisões dos investidores

Dissertação de mestrado em Ciências da Comunicação (área de especialização em Informação e Jornalismo)

Self-Fulfilling Price Cycles

This paper presents a model of a self-fulfilling price cycle in an asset market. Price oscillates deterministically even though the underlying environment is stationary. The mechanism that we uncover is driven by endogenous variation in the investment horizons of the different market participants, informed and uninformed. On even days, the price is high; on odd days it is low. On even days, informed traders are willing to jettison their good assets, knowing that they can buy them back the next day, when the price is low. The anticipated drop in price more than offsets any potential loss in dividend. Because of these asset sales, the informed build up their cash holdings. Understanding that the market is flooded with good assets, the uninformed traders are willing to pay a high price. But their investment horizon is longer than that of the informed traders: their intention is to hold the assets they purchase, not to resell. On odd days, the price is low because the uninformed recognise that the informed are using their cash holdings to cherry-pick good assets from the market. Now the uninformed, like the informed, are investing short-term. Rather than buy-and-hold as they do with assets purchased on even days, on odd days the uninformed are buying to sell. Notice that, at the root of the model, there lies a credit constraint. Although the informed are flush with cash on odd days, they are not deep pockets. On each cherry that they pick out of the market, they earn a high return: buying cheap, selling dear. However they don't have enough cash to strip the market of cherries and thereby bid the price up.

Consumer Focused Review of Fruit and Vegetables

This review provides an update on the fruit and vegetable review conducted in 2007. It collates and considers the information available – academic, regulatory, public health – on the health and food safety implications of fruit and vegetables. It focuses on ready-to-eat (RTE) fresh fruit and vegetables which are consumed raw, whether whole or prepared, and includes products packaged under vacuum or in a modified atmosphere that have not undergone any treatment (chemical, physical or biological) to ensure preservation, other than chilling. The key finding was that 75% of Irish consumers are now able to identify that they should eat five portions of fruit and vegetables a day, but only a third (36%) of consumers say they are doing so. The average intake of fruit and vegetables is currently less than half that recommended, at 2.4 portions per day. Issues to do with cost, shelf life, preparation time and habit were seen by consumers as barriers to buying and consuming more fruit and vegetables. his review provides an update on the fruit and vegetable review conducted in 2007. It collates and considers the information available – academic, regulatory, public health – on the health and food safety implications of fruit and vegetables. - See more at: http://www.safefood.eu/Publications/Research-reports/Consumer-Focused-Review-of-Fruit-and-Vegetables.aspx#sthash.T98zN2UU.dpuf This review provides an update on the fruit and vegetable review conducted in 2007. It collates and considers the information available – academic, regulatory, public health – on the health and food safety implications of fruit and vegetables. It focuses on ready-to-eat (RTE) fresh fruit and vegetables which are consumed raw, whether whole or prepared, and includes products packaged under vacuum or in a modified atmosphere that have not undergone any treatment (chemical, physical or biological) to ensure preservation, other than chilling. The key finding was that 75% of Irish consumers are now able to identify that they should eat five portions of fruit and vegetables a day, but only a third (36%) of consumers say they are doing so. The average intake of fruit and vegetables is currently less than half that recommended, at 2.4 portions per day. Issues to do with cost, shelf life, preparation time and habit were seen by consumers as barriers to buying and consuming more fruit and vegetables. This review provides an update on the fruit and vegetable review conducted in 2007. It collates and considers the information available – academic, regulatory, public health – on the health and food safety implications of fruit and vegetables. It focuses on ready-to-eat (RTE) fresh fruit and vegetables which are consumed raw, whether whole or prepared, and includes products packaged under vacuum or in a modified atmosphere that have not undergone any treatment (chemical, physical or biological) to ensure preservation, other than chilling. The key finding was that 75% of Irish consumers are now able to identify that they should eat five portions of fruit and vegetables a day, but only a third (36%) of consumers say they are doing so. The average intake of fruit and vegetables is currently less than half that recommended, at 2.4 portions per day. Issues to do with cost, shelf life, preparation time and habit were seen by consumers as barriers to buying and consuming more fruit and vegetables. - See more at: http://www.safefood.eu/Publications/Research-reports/Consumer-Focused-Review-of-Fruit-and-Vegetables.aspx#sthash.T98zN2UU.dpuf This review provides an update on the fruit and vegetable review conducted in 2007. It collates and considers the information available – academic, regulatory, public health – on the health and food safety implications of fruit and vegetables. It focuses on ready-to-eat (RTE) fresh fruit and vegetables which are consumed raw, whether whole or prepared, and includes products packaged under vacuum or in a modified atmosphere that have not undergone any treatment (chemical, physical or biological) to ensure preservation, other than chilling. The key finding was that 75% of Irish consumers are now able to identify that they should eat five portions of fruit and vegetables a day, but only a third (36%) of consumers say they are doing so. The average intake of fruit and vegetables is currently less than half that recommended, at 2.4 portions per day. Issues to do with cost, shelf life, preparation time and habit were seen by consumers as barriers to buying and consuming more fruit and vegetables. - See more at: http://www.safefood.eu/Publications/Research-reports/Consumer-Focused-Review-of-Fruit-and-Vegetables.aspx#sthash.T98zN2UU.dpuf This review provides an update on the fruit and vegetable review conducted in 2007. It collates and considers the information available – academic, regulatory, public health – on the health and food safety implications of fruit and vegetables. It focuses on ready-to-eat (RTE) fresh fruit and vegetables which are consumed raw, whether whole or prepared, and includes products packaged under vacuum or in a modified atmosphere that have not undergone any treatment (chemical, physical or biological) to ensure preservation, other than chilling. The key finding was that 75% of Irish consumers are now able to identify that they should eat five portions of fruit and vegetables a day, but only a third (36%) of consumers say they are doing so. The average intake of fruit and vegetables is currently less than half that recommended, at 2.4 portions per day. Issues to do with cost, shelf life, preparation time and habit were seen by consumers as barriers to buying and consuming more fruit and vegetables. - See more at: http://www.safefood.eu/Publications/Research-reports/Consumer-Focused-Review-of-Fruit-and-Vegetables.aspx#sthash.T98zN2UU.dpuf This review provides an update on the fruit and vegetable review conducted in 2007. It collates and considers the information available – academic, regulatory, public health – on the health and food safety implications of fruit and vegetables. - See more at: http://www.safefood.eu/Publications/Research-reports/Consumer-Focused-Review-of-Fruit-and-Vegetables.aspx#sthash.T98zN2UU.dpuf

An Inquiry into the use of illegal electoral practices and effects of political violence

This article investigates whether vote-buying and the instigation of violence in the disputed 2007 Kenyan elections were strategically motivated, and whether those affected by electoral violence changed their views towards ethno-politics and the use of violence. To answer these questions, a panel survey conducted before and after the elections is combined with external indicators of electoral violence. We find that political parties targeted vote-buying towards specific groups to weaken the support of their political rivals and to mobilize their own supporters. Furthermore, parties instigated violence strategically in areas where they were less likely to win. Although the victims of violence would prefer that parties are no longer allowed to organize in ethnic or religious lines, they are more likely to identify in ethnic terms, support the use of violence and avoid relying on the police to resolve disputes. The overall findings suggest an increased risk of electoral-violence reoccurring.

Henkilökohtaiset suhteet teollisessa markkinoinnissa

Teollisessa markkinoinnissa myyjän suhde asiakkaaseen on erilainen kuin kuluttajamarkkinoinnissa. Asiakasyritys ja sen tarpeet täytyy ottaa tietoisemmin huomioon ja usein ostopäätökseen vaikuttavat aikaisemmat kokemukset tietystä kauppakumppanista. Myyntiä ja ostamista ei tapahdu ilman suhteita. Suhteisiin perustuva vaihdanta eroaa lyhyen kantaman transaktioluonteisesta vaihdannasta: kumppanit sitoutuvat ja luottavat toisiinsa vahvemmin, haluavat tavoitella päämääriään yhdessä ja ystävystyvät keskenään. Henkilökohtaisen sidosten muodostumista voidaan kiihdyttää ja suhdetta ylläpitää erilaisten toimintojen keinoin. Henkilökohtaisilla suhteilla on monenlaisia vaikutuksia, sekä positiivia että negatiivisia - useimmiten ne kuitenkin koetaan hyödyllisinä. Suhteet vaikuttavat muun muassa luottamukseen, vastavuoroisuuteen ja yksilöiden käyttäytymiseen. Nämä vaikutukset ja suhteiden merkitykset vaihtelevat eri maissa sekä kulttuureissa. Aina ei kuitenkaan voida luottaa henkilösuhteiden voimaan, vaan joskus on syytä keskittyä prosessien, tuotosten ja korkean laadun kehittämiseen.

Suomalaisten Internet-kauppojen palvelutaso

Työn tavoitteena oli selvittää Suomalaisten Internet-kauppojen palvelutasoa. Ensin tehtiin tutkimus, jossa mitattiin eri muuttujia, jotka vaikuttavat kaupan palvelutasoon. Internet-kaupasta ostettiin tuote ja kun tuote oli saapunut, se palautettiin takaisin kauppiaalle. Tutkimusosuus päättyi siihen, kun kauppias oli palauttanut rahat asiakkaan tilille. Tutkimuksen jälkeen kerätty data analysoitiin ja etsittiin mahdollisia ongelmia koko ostoprosessista. Ongelmakohtiin tehtiin vaihtoehtoisia ratkaisumalleja, joiden avulla pyritään löytämään paras toimintatapa kussakin tilanteessa. Ongelmina esille tulivat koodausvirheet kauppojen sivuilla, kuolleiden linkkien määrä Solo-torin portaalissa, kauppiaan osoitetietojen puuttuminen kaupan sivuilta ja kuluttajansuojalain kiertäminen tuotteen palautusoikeuden osalta. Pääratkaisuvaihtoehdot ongelmien osalta ovat parempi kuluttajansuojalakien noudattaminen tai toisaalta viranomaisten taholta tarkempi valvonta ja toisaalta Solo-torin linkkien tarkistus tasaisin väliajoin ja osoitetietojen päivitys Internet-kauppojen sivuille.

Designing and validating the methodology for the Internet assessment of fish consumption at a university setting

Assessing fish consumption is complex and involves several factors; however, the use of questionnaires in surveys and the use of the Internet as tool to collect data have been considered promising approaches. Therefore, the objective of this research was to design a data collection technique using a questionnaire to assess fish consumption by making it available on a specific home page on the Internet. A bibliographical survey or review was carried out to identify the features of the instrument, and therefore pre-tests were conducted with previous instruments, followed by the Focus Group technique. Specialists then performed an analysis and conducted an online pre-test. Multivariate data analysis was applied using the SmartPLS software. The results indicate that 1.966 participants belonging to the University of São Paulo (USP) community participated in the test, and after the exclusion of some variables, a statistically significant results were obtained. The final constructs comprised consumption, quality, and general characteristics. The instrument consisted of behavioral statements in a 5-point Likert scale and multiple-choice questions. The Cronbach's alpha reliability coefficient was 0.66 for general characteristics, 0.98 for quality, and 0.91 for consumption, which indicate good reliability of the instrument. In conclusion, the results proved that the Internet assessment is efficient. The instrument of analysis allowed us to better understand the process of buying and consuming fish in the country, and it can be used as base for further research.