Modelo institucional do processo de estruturação de empresas de desenvolvimento de software: um estudo de múltiplos casos

Some authors have shown the need of understanding the technological structuring process in contemporary firms. From this perspective, the software industry is a very important element because it provides products and services directly to many organizations from many fields. In this case, the Brazilian software industry has some peculiarities that distinguish it from other industries located in developed countries, which makes its understanding even more relevant. There is evidence that local firms take different strategies and structural configurations to enter into a market naturally dominated by large multinational firms. Therefore, this study aims to understand not only the structural configurations assumed by domestic firms but also the dynamic and the process that lead to these different configurations. To do so, this PhD dissertation investigates the institutional environment, its entities and the isomorphic movements, by employing an exploratory, descriptive and explanatory multiple cases study. Eight software development companies from the Recife's information technology Cluster were visited. Also, a form was applied and an interview with one of the main firm s professional was conducted. Although the study is predominantly qualitative, part of the data was analyzed through charts and graphs, providing a companies and environment overview that was very useful to analysis done through the interviews interpretation. As a result, it was realized that companies are structured around hybrids business models from two ideal types of software development companies, which are: software factory and technology-based company. Regarding the development process, it was found that there is a balanced distribution between the traditional and agile development paradigm. Among the traditional methodologies, the Rational Unified Process (RUP) is predominant. The Scrum is the most used methodology among the organizations based on the Agile Manifesto's principles. Regarding the structuring process, each institutional entity acts in such way that generates different isomorphic pressure. Emphasis was given to entities such as customers, research agencies, clusters, market-leading businesses, public universities, incubators, software industry organizations, technology vendors, development tool suppliers and manager s school and background because they relate themselves in a close way with the software firms. About this relationship, a dual and bilateral influence was found. Finally, the structuring level of the organizational field has been also identified as low, which gives a chance to organizational actors of acting independently

As pessoas na organização e o (re)alinhamento estratégico: o modelo de gestão da Alesat combustíveis em Natal/RN

Este trabalho consiste num estudo de caso na empresa Alesat cujo objetivo geral foi compreender o modelo de gestão de pessoas adotad por uma empresa norteriograndense à luz do modelo estratégico de gestão de pessoas. O estudo baseouse na literatura de Albuquerque (2002); Ashton, Haffenden e Lambert (2004); Fischer (2002); Legge (1995); Mascarenhas (2008); Tanure, Evans e Pucik (2007), Ulrich (2000) e Vasconcelos (2006), dentre outros, paa apreender como os profissionais que atuam no delineamento de estratégias e operacionalização das ações de recursos humanos concebem o seu posicionamento e eventual alinhamento à estratégia organizacional. O método analisou e descreveu o modelo de gestão de pessoas da empresa campo do estudo. A coleta de dados contou com a realização de entrevistas semi-estruturadas com os 05 gestores de RH que atuam na matriz (Natal/RN). Também foram coletados dados secundários, além de documentos e comunicações internas da empresa que tocam ao RH. Os dados coletados foram analisados à luz da análise de conteúdo de Bardin (1977). Através da análise, foi possível identificar políticas e práticas de RH que perpassam um modelo de gestão de pessoas bem definido e consolidado, com impactos mensuráveis no desempenho organizacional. Percebeu-se, também, a forte disseminação de uma cultura organizacional com foco no posicionamento estratégico e na informalidade e proximidade das relações, que permeiam o modelo de gestão de pessoas. Concluiuse a coerência entre as políticas estratégicas da empresa e as de recursos humanos. A pesquisa apreendeu as interfaces do modelo de gestão estratégica de pessoas da empresa; estas implicam uma alternância entre pensamentos e atitudes vinculados à versão hard, onde o papel das prática de RH é garantir que as pessoas alcancem os objetivos empresariais; e à versão soft, onde o papel do RH é desenvolver o capital intelectual e humano para diversificar os negócios e alcançar resultados sustentáveis e diferenciados. O salto qualitativo atingido pela Ale pode ser atribuído ao fato de possuir um RH situado hierarquicamente na alta cúpula da empresa, em posição de consultoria interna o que oferece perspectivas de atuação que vão muito além das rotinas operacionais desenvolvidas por boa parte das empresas no Brasil

Fatores que influenciam a intenção de compra online: aplicação de um modelo adaptado de aceitação da tecnologia para o comércio eletrônico

This research aims to understand the factors that influence intention to online purchase of consumers, and to identify between these factors those that influence the users and the nonusers of electronic commerce. Thus, it is an applied, exploratory and descriptive research, developed in a quantitative model. Data collection was done through a questionnaire administered to a sample of 194 graduate students from the Centre for Applied Social Sciences of UFRN and data analysis was performed using descriptive statistics, confirmatory factorial analysis and simple and multiple linear regression analysis. The results of descriptive statistics revealed that respondents in general and users of electronic commerce have positive perceptions of ease of use, usefulness and social influence about buying online, and intend to make purchases on Internet over the next six months. As for the non-users of electronic commerce, they do not trust the Internet to transact business, have negative perceptions of risk and social influence over purchasing online, and does not intend to make purchases on Internet over the next six months. Through confirmatory factorial analysis six factors were set up: behavioral intention, perceived ease of use, perceived usefulness, perceived risk, trust and social influence. Through multiple regression analysis, was observed that all these factors influence online purchase intentions of respondents in general, that only the social influence does not influence the intention to continue buying on the Internet from users of electronic commerce, and that only trust and social influence affect the intention to purchase online from non-users of electronic commerce. Through simple regression analysis, was found that trust influences perceptions of ease of use, usefulness and risk of respondents in general and users of electronic commerce, and that trust does not influence the perceptions of risk of non-users of electronic commerce. Finally, it was also found that the perceived ease of use influences perceived usefulness of the three groups. Given this scenario, it was concluded that it is extremely important that organizations that work with online sales know the factors that influence consumers purchasing intentions in order to gain space in their market

Inteligência coopetitiva setorial: uma proposta de modelo

The business environment context points at the necessity of new forms of management for the sustainable competitiveness of organizations through time. Coopetition is characterized as an alternative in the interaction of different actors, which compete and cooperate simultaneously, in the pursuit of common goals. This dual relation, within a gain-increasing perspective, converts competitors into partners and fosters competitiveness, especially that of organizations within a specific sector. The field of competitive intelligence has, in its turn, assisted organizations, individually, in the systematization of information valuable to decision-making processes, which benefits competitiveness. It follows that it is possible to combine coopetition and competitive intelligence in a systematized process of sectorial intelligence for coopetitive relations. The general aim of this study is, therefore, to put forth a model of sectorial coopetitive intelligence. The methodological outlining of the study is characterized as a mixed approach (quantitative and qualitative methods), of an applied nature, of exploratory and descriptive aims. The Coordination of the Strategic Roadmapping Project for the Future of Paraná's Industry is the selected object of investigation. Protocols have been designed to collect primary and secondary data. In the collection of the primary ata, online questionary were sent to the sectors selected for examination. A total of 149 answers to the online questionary were obtained, and interviews were performed with all embers of the technical team of the Coordination, in a total of five interviewees. After the collection, all the data were tabulated, analyzed and validated by means of focal groups with the same five members of the Coordination technical team, and interviews were performed with a representative of each of the four sectors selected, in a total of nine participants in the validation. The results allowed the systematization of a sectorial coopetitive intelligence model called ICoops. This model is characterized by five stages, namely, planning, collection, nalysis, project development, dissemination and evaluation. Each stage is detailed in inputs, activities and outputs. The results suggest that sectorial coopetition is motivated mainly by knowledge sharing, technological development, investment in R&D, innovation, chain integration and resource complementation. The importance of a neutral institution has been recognized as a facilitator and incentive to the approximation of organizations. Among the main difficulties are the financing of the projects, the adhesion of new members, the lack of tools for the analysis of information and the dissemination of the actions.

Efectos de ciclos de precios de metales : estimación de un modelo de equilibrio general con time to build para la economía peruana, 2001-2015

En el presente documento se estudia el desempeño que ha tenido Perú durante la última fase expansiva del ciclo de precios de commodities, específicamente entre los años 2001 y 2015. Para esto, se desarrolla un modelo de equilibrio general estocástico y dinámico, basado en Medina y Soto (2007) y Fornero y Kichner (2014), que incorpora un sector productor de commodities con inversión del tipo time to build. El modelo es estimado de forma lineal y a partir de este se muestra la importancia que tienen los choques de precios commodities sobre el resto de la actividad económica. Asimismo, se analizan distintos tipos de políticas fiscales y monetarias, ante este tipo de choques. También se obtienen políticas monetarias óptimas a partir de la función de pérdida de la autoridad monetaria. Los resultados de la investigación apuntan a que, cuando hay un incremento en el precio de los commodities, se genera una dinámica procíclica en el valor de la producción de todos los sectores, en la inversión, el consumo y el gasto del Gobierno. Además, se encuentra que la incorporación del mecanismo de time to build permite explicar mejor la dinámica observada. Dicho mecanismo ayuda a comprender que el choque en cuestión demora en propagarse, ya que los proyectos mineros toman tiempo en construirse. Este aporte metodológico es de particular relevancia en los ejercicios de modelamiento y predicción que se quieran realizar sobre la economía peruana.

Disortografia: um modelo de intervenção

Dissertação apresentada à Escola Superior de Educação de Paula Frassinetti por Benedita Cerqueira Magro Coimbra

Modelo gerador de questões no reforço da aprendizagem das radiações e conteúdos de física moderna no ensino secundário

Os avanços e a disseminação do uso das Tecnologias de Informação e Comunicação (TIC) descortinam novas perspetivas para a educação com suporte em ambientes digitais de aprendizagem usados via internet (Fiolhais & Trindade, 2003). A plataforma usada no Projeto Matemática Ensino (PmatE) da Universidade de Aveiro (UA) é uma das ferramentas informáticas que suporta esses ambientes através da avaliação baseada no Modelo Gerador de Questões (MGQ), possibilitando a obtenção da imagem do progresso feito pelos alunos (Vieira, Carvalho & Oliveira, 2004). Reconhecendo a importância didática desta ferramenta, já demonstrada noutras investigações (por exemplo, Carvalho, 2011; Pais de Aquino, 2013; Peixoto, 2009), o presente estudo tem como objetivo geral desenvolver material didático digital de Física, no contexto do programa moçambicano de Física da 12ª classe, para alunos e professores sobre radiações e conteúdos da Física Moderna. Pretendeu-se, ainda, propor estratégias de trabalho com recurso às TIC para a melhoria da qualidade das aprendizagens nesta disciplina. O estudo assentou nas três seguintes questões de investigação: (a) Como conceber instrumentos de avaliação das aprendizagens baseadas no modelo gerador de questões para o estudo das radiações e conteúdos da Física Moderna, no contexto do programa moçambicano de Física da 12ª classe? (b) Que potencialidades e constrangimentos apresentam esses instrumentos quando implementados com alunos e professores? (c) De que forma o conhecimento construído pode ser mobilizado para outros temas da Física e para o ensino das ciências em geral? O estudo seguiu uma metodologia de Estudos de Desenvolvimento, de natureza mista, que compreendeu as fases da Análise, Design, Desenvolvimento e Avaliação, seguindo como paradigma um estudo de cariz exploratório, com uma vertente de estudo de caso. Assim, na Análise, foi discutido o contexto da educação em Moçambique e a problemática da abordagem das radiações e conteúdos de Física Moderna no ensino secundário no quadro desafiante que se coloca atualmente à educação científica. No Design foram avaliadas as abordagens dasTIC no ensino e aprendizagem da Física e das ciências em geral e construída a árvore de objetivos nos conteúdos referidos na fase anterior. Na fase do Desenvolvimento foram construídos os instrumentos de recolha de dados, elaborados os protótipos de MGQ e sua posterior programação, validação e testagem em formato impresso no estudo exploratório. Na Avaliação, foi conduzido o estudo principal com a aplicação dos modelos no formato digital e feita sua avaliação, o que incluiu a administração de inquéritos por questionário a alunos e professores. Os resultados indicam que na conceção de MGQ, a definição dos objetivos de aprendizagem em termos comportamentais é fundamental na formulação de questões e na análise dos resultados da avaliação com o objetivo de reajustar as estratégias didáticas. Apontam também que a plataforma do PmatE que suporta os MGQ, embora possua constrangimentos devido a sua dependência da internet e limitações de ordem didática, contribui positivamente na aprendizagem e na identificação das dificuldades e principais erros dos alunos, por um lado. Por outro, estimula através da avaliação os processos de assimilação e acomodação do conhecimento. O estudo recomenda a necessidade de mudanças nas práticas de ensino e de aprendizagem para que seja possível a utilização de conteúdos digitais como complemento à abordagem didática de conteúdos.

Quitosana imobilizada em suporte inerte para a adsorção de corantes alimentícios em coluna de leito fixo

O uso de corantes sintéticos na indústria de alimentos tem provocado transtornos à saúde humana e ao meio ambiente. A quitosana pode ser imobilizada em matrizes sólidas e aplicada na remoção de corantes em coluna de leito fixo. A análise da dinâmica de uma coluna de leito fixo é baseada na curva de ruptura, esta é dependente da geometria da coluna, das condições operacionais e dos dados de equilíbrio. Neste contexto, o objetivo deste trabalho foi estudar o recobrimento de esferas de vidro por quitosana e sua aplicação como adsorvente de corantes em coluna de leito fixo. No estudo do recobrimento avaliaram-se os efeitos da concentração de quitosana e dos métodos de cura. As esferas recobertas foram aplicadas em ensaios de adsorção estático e dinâmico. Inicialmente, avaliou-se o equilíbrio de adsorção através da construção de isotermas e ajuste de modelos, e após, avaliaram-se os efeitos do tipo de cura e do grau de desacetilação da quitosana. Em seguida, foram analisados os efeitos do tipo de corante e do pH, e o comportamento cinético da adsorção pela construção de curvas de ruptura e ajuste de modelos dinâmicos. A influência da altura do leito e da concentração inicial de corante sobre os parâmetros da adsorção em leito fixo foram analisados através da metodologia de superfície de resposta (MSR). Ao final, estudou-se a regeneração da coluna. Os resultados mostraram que os maiores percentuais de recobrimento foram obtidos pelos métodos físico e físico/químico, na concentração de quitosana de 0,5% (m/v). Nestas condições o percentual de recobrimento foi de 46%. Nas imagens da superfície das esferas (MEV) observou-se que as mesmas foram recobertas de forma homogênea pela quitosana. As isotermas de equilíbrio obtidas foram classificadas como do tipo V, sendo o modelo de Sips o mais adequado para representar os dados experimentais. As capacidades máximas de adsorção foram 337 mg g-1, 286 mg g-1 e 200 mg g-1 para os corantes amarelo tartrazina, amarelo crepúsculo e vermelho 40, respectivamente. A aplicação das esferas recobertas com quitosana em leito fixo mostrou-se mais adequada utilizando o método de cura físico/químico e quitosana com grau de desacetilação de 85%. A máxima capacidade de adsorção da coluna em função do corante e do pH variou de 13 a 108 mg g–1. Os modelos BDST (bed–depth–service–time), Thomas e Yoon–Nelson foram adequados para representar os dados experimentais. De acordo com a MSR, o melhor desempenho do leito foi com altura de 30 cm e concentração inicial de corante de 50 mg L-1. Nestas condições, obteve-se tempo de ruptura de 88 min, máxima capacidade da coluna de 108 mg g-1 e remoção de 86 %. Na regeneração da coluna observou-se que cerca de 75% da capacidade máxima da coluna foi mantida após cinco ciclos de adsorção–eluição. Diante do exposto, a coluna de leito fixo empacotada com esferas recobertas com quitosana mostrou-se promissora na remoção de corantes de soluções aquosas.

Modelo para formação dinâmica de rede de fornecedores em empresas estendidas

Supply chains have become an important focus for competitive advantage. The performance of a company increasingly depends on its ability to maintain effective and efficient relationships with its suppliers and customers. The extended enterprise (i.e. composed of several partners) needs to be dynamically formed in order to be agile and adaptable. According to the Digital Manufacturing paradigm, companies have to be able to quickly share and disseminate information regarding planning, designing and manufacturing of products. Additionally, they must be responsive to all technical and business determinants, as well as be assessed and certified for guaranteed performance. The current research intends to present a solution for the dynamic composition of the extended enterprise, formed to take advantage of market opportunities quickly and efficiently. A construction model was developed. This construction model consists of: information model, protocol model and process model. The information model has been defined based on the concepts of Supply Chain Operations Reference model (SCOR®). In this model is defined information for negotiating the participation of candidate companies in the dynamic establishment of a network for responding to a given demand for developing and manufacturing products, in seven steps as follows: request for information; request for qualification; alignment of strategy; request for proposal; request for quotation; compatibility of process; and compatibility of system. The protocol model has been elaborated and inspired in the OSI, this model provides a framework for linking customers and suppliers, indicates a sequence to be followed, in order to selecte companies to become suppliers. The process model has been implemented by means of process modeling according to the BPMN standard and, in turn, implemented as a web-based application that runs the process through its several steps, which uses forms to gather data. An application example in the context of the oil and gas industry is used for demonstrating the solution concept.

Modelo para distribuição de recursos nos municípios brasileiros baseado na lei de diretrizes orçamentárias, análise multicritério e programação linear

The municipal management in any country of the globe requires planning and allocation of resources evenly. In Brazil, the Law of Budgetary Guidelines (LDO) guides municipal managers toward that balance. This research develops a model that seeks to find the balance of the allocation of public resources in Brazilian municipalities, considering the LDO as a parameter. For this using statistical techniques and multicriteria analysis as a first step in order to define allocation strategies, based on the technical aspects arising from the municipal manager. In a second step, presented in linear programming based optimization where the objective function is derived from the preference of the results of the manager and his staff. The statistical representation is presented to support multicriteria development in the definition of replacement rates through time series. The multicriteria analysis was structured by defining the criteria, alternatives and the application of UTASTAR methods to calculate replacement rates. After these initial settings, an application of linear programming was developed to find the optimal allocation of enforcement resources of the municipal budget. Data from the budget of a municipality in southwestern Paraná were studied in the application of the model and analysis of results.

Proposta de um modelo de gestão de custos para pequenas propriedades rurais familiares com foco na tomada de decisão

This work was general-purpose, develop a proposal of a theoretical model of decisionmaking with a focus on management of small family farms costs, which enables support for decision making. And the following objectives: i) develop a structured methodology, which allows to form a literary basis to provide scientific support for the implementation of research; ii) develop based on the literature the dimensions and variables of the necessary models to propose an application and iii tooling) to implement the proposed model within the dimensions and variables, and validate every stage background and perform the necessary conclusions to verify the effectiveness of applied model. In terms of methodology, we used a structured methodology, which allowed forming a bibliographic portfolio of 29 articles, and through the research constructs developed, based on an existing model, an activity segmentation model for aid farmer of small family farms in the decision-making process with emphasis on cost management. The model was applied in six family farms in the South West region of Parana and Santa Catarina West. With regard to the search results, it was identified that the model can be applied to the specific context for which it was created. It was also possible to identify that the proposed model was valid and relevant to aid in the management of family farms by identifying, through the targeting of productive activities, investment priorities guided by the balance between managing costs and return activities. Moreover, possible to target the activities of six surveyed properties, demonstrating that the property 02, has the shape of more complex segmentation should be divided into three groups of activities, which can be conducted in parallel without any restrictions between activities. Other properties have the segmentation of the simplest activities, allowing viewing in this way that there are activities of groups that require prioritizing investments. Specifically the property 01 and 04 have the highest priority investment target groups, the most prominent activities of groups representing respectively 49.32% and 47.40%, which are represented by grain production activities on the property 01 and grain production, beef cattle and eggs on the property 04.

O equilíbrio entre o trabalho e a vida privada: A adequação das práticas organizacionais às necessidades dos trabalhadores

Dissertação de Mestrado apresentada ao ISPA - Instituto Universitário

Modelo institucional do processo de estruturação de empresas de desenvolvimento de software: um estudo de múltiplos casos

Some authors have shown the need of understanding the technological structuring process in contemporary firms. From this perspective, the software industry is a very important element because it provides products and services directly to many organizations from many fields. In this case, the Brazilian software industry has some peculiarities that distinguish it from other industries located in developed countries, which makes its understanding even more relevant. There is evidence that local firms take different strategies and structural configurations to enter into a market naturally dominated by large multinational firms. Therefore, this study aims to understand not only the structural configurations assumed by domestic firms but also the dynamic and the process that lead to these different configurations. To do so, this PhD dissertation investigates the institutional environment, its entities and the isomorphic movements, by employing an exploratory, descriptive and explanatory multiple cases study. Eight software development companies from the Recife's information technology Cluster were visited. Also, a form was applied and an interview with one of the main firm s professional was conducted. Although the study is predominantly qualitative, part of the data was analyzed through charts and graphs, providing a companies and environment overview that was very useful to analysis done through the interviews interpretation. As a result, it was realized that companies are structured around hybrids business models from two ideal types of software development companies, which are: software factory and technology-based company. Regarding the development process, it was found that there is a balanced distribution between the traditional and agile development paradigm. Among the traditional methodologies, the Rational Unified Process (RUP) is predominant. The Scrum is the most used methodology among the organizations based on the Agile Manifesto's principles. Regarding the structuring process, each institutional entity acts in such way that generates different isomorphic pressure. Emphasis was given to entities such as customers, research agencies, clusters, market-leading businesses, public universities, incubators, software industry organizations, technology vendors, development tool suppliers and manager s school and background because they relate themselves in a close way with the software firms. About this relationship, a dual and bilateral influence was found. Finally, the structuring level of the organizational field has been also identified as low, which gives a chance to organizational actors of acting independently

As pessoas na organização e o (re)alinhamento estratégico: o modelo de gestão da Alesat combustíveis em Natal/RN

Este trabalho consiste num estudo de caso na empresa Alesat cujo objetivo geral foi compreender o modelo de gestão de pessoas adotad por uma empresa norteriograndense à luz do modelo estratégico de gestão de pessoas. O estudo baseouse na literatura de Albuquerque (2002); Ashton, Haffenden e Lambert (2004); Fischer (2002); Legge (1995); Mascarenhas (2008); Tanure, Evans e Pucik (2007), Ulrich (2000) e Vasconcelos (2006), dentre outros, paa apreender como os profissionais que atuam no delineamento de estratégias e operacionalização das ações de recursos humanos concebem o seu posicionamento e eventual alinhamento à estratégia organizacional. O método analisou e descreveu o modelo de gestão de pessoas da empresa campo do estudo. A coleta de dados contou com a realização de entrevistas semi-estruturadas com os 05 gestores de RH que atuam na matriz (Natal/RN). Também foram coletados dados secundários, além de documentos e comunicações internas da empresa que tocam ao RH. Os dados coletados foram analisados à luz da análise de conteúdo de Bardin (1977). Através da análise, foi possível identificar políticas e práticas de RH que perpassam um modelo de gestão de pessoas bem definido e consolidado, com impactos mensuráveis no desempenho organizacional. Percebeu-se, também, a forte disseminação de uma cultura organizacional com foco no posicionamento estratégico e na informalidade e proximidade das relações, que permeiam o modelo de gestão de pessoas. Concluiuse a coerência entre as políticas estratégicas da empresa e as de recursos humanos. A pesquisa apreendeu as interfaces do modelo de gestão estratégica de pessoas da empresa; estas implicam uma alternância entre pensamentos e atitudes vinculados à versão hard, onde o papel das prática de RH é garantir que as pessoas alcancem os objetivos empresariais; e à versão soft, onde o papel do RH é desenvolver o capital intelectual e humano para diversificar os negócios e alcançar resultados sustentáveis e diferenciados. O salto qualitativo atingido pela Ale pode ser atribuído ao fato de possuir um RH situado hierarquicamente na alta cúpula da empresa, em posição de consultoria interna o que oferece perspectivas de atuação que vão muito além das rotinas operacionais desenvolvidas por boa parte das empresas no Brasil

Fatores que influenciam a intenção de compra online: aplicação de um modelo adaptado de aceitação da tecnologia para o comércio eletrônico

This research aims to understand the factors that influence intention to online purchase of consumers, and to identify between these factors those that influence the users and the nonusers of electronic commerce. Thus, it is an applied, exploratory and descriptive research, developed in a quantitative model. Data collection was done through a questionnaire administered to a sample of 194 graduate students from the Centre for Applied Social Sciences of UFRN and data analysis was performed using descriptive statistics, confirmatory factorial analysis and simple and multiple linear regression analysis. The results of descriptive statistics revealed that respondents in general and users of electronic commerce have positive perceptions of ease of use, usefulness and social influence about buying online, and intend to make purchases on Internet over the next six months. As for the non-users of electronic commerce, they do not trust the Internet to transact business, have negative perceptions of risk and social influence over purchasing online, and does not intend to make purchases on Internet over the next six months. Through confirmatory factorial analysis six factors were set up: behavioral intention, perceived ease of use, perceived usefulness, perceived risk, trust and social influence. Through multiple regression analysis, was observed that all these factors influence online purchase intentions of respondents in general, that only the social influence does not influence the intention to continue buying on the Internet from users of electronic commerce, and that only trust and social influence affect the intention to purchase online from non-users of electronic commerce. Through simple regression analysis, was found that trust influences perceptions of ease of use, usefulness and risk of respondents in general and users of electronic commerce, and that trust does not influence the perceptions of risk of non-users of electronic commerce. Finally, it was also found that the perceived ease of use influences perceived usefulness of the three groups. Given this scenario, it was concluded that it is extremely important that organizations that work with online sales know the factors that influence consumers purchasing intentions in order to gain space in their market