Perfil de mercado de Alemania, Austria, Bélgica, Bulgaria y Chipre

Es por esto que el objetivo de este proyecto es dar a conocer mediante la investigación del comercio internacional entre Colombia y la Unión Europea, específicamente para los países de Alemania, Austria, Bélgica, Bulgaria y Chipre estrategias de internacionalización y expansión de las PYMES a nuevos mercados. Entonces, con este proyecto se quiere conseguir que por medio de la investigación y la información se determinen aquellos productos y servicios que Colombia está ofreciendo a los países de estudio, para que de esta manera se puedan identificar características propias del mercado internacional, en especial los competidores directos a la exportación.

Collaborative business networks evaluation of technological tools for decision support making

Nowadays, companies are living great difficulties on managing their business due to constant and unpredictable economic market fluctuations. Recent changes in market trends (such as the constant demand for new products and services, mass customization and the drastic reduction of delivery time) lead companies to adopt strategies of creating partnerships with other companies as a way to respond effectively to such difficult economical times. Collaborative Networks’ concept born by the consequence of companies could no longer consider their internal business processes’ management as sufficient and tend to seek for a collaborative approach with other partners for their critical processes. Information technologies (ICT) assumed a major role acting as “enablers” of these kinds of networks, enhancing information sharing and business process integration. Several new trends concerning ICT architectures have been created to support collaborative networks requirements, but still doesn’t exist a common platform to reduce the needed integration effort on virtual organizations. This study aims to investigate the current technological solutions available in the market which enhances the management of companies’ business processes (specially, Collaborative Planning). Finally, the research work ends with the presentation of a conceptual model to answer to the constraints evaluated.

Reposicionamento da marca Portugal

RESUMO: A Marca de um País também vende. A imagem de um País é nos dias de hoje um activo muito importante para a sua economia. Uma marca é uma promessa feita ao consumidor, é o ponto de referência de todas as impressões, positivas e negativas adquiridas ao longo do tempo. O Marketing é a ferramenta que deverá percepcionar, estudar e apresentar factores de diferenciação, mostrar e convencer os consumidores das qualidades de um produto ou serviço. A realidade impõe uma atenção especial ao tema e a Marca Portugal teve um boom de programas de desenvolvimento e de promoção a partir dos anos 90 do séc. XX. O responsável pela gestão da Marca Portugal é o Governo, através da AICEP, Agência para o Investimento e Comércio Externo de Portugal, que tem como missão aumentar a notoriedade de Portugal, dinamizando o investimento estruturante e a internacionalização das empresas, criando condições competitivas e estimulando a exportação no Mercado Global, diversificando a oferta dos produtos e os Países de Destino. A falta de estratégia e os planos mal sucedidos, são alguns dos erros apontados à gestão da Marca Portugal, mas é determinante assumir claramente que a assumpção da Marca e o seu Reposicionamento é um vector estratégico para o desenvolvimento do País. Portugal tem boas referências, na indústria, nos serviços, tem produto, que podem ajudar a promover a imagem global de Portugal e contribuir para o aumento das receitas, seja das exportações, do Turismo ou do Investimento Estrangeiro. Portugal precisa de um Plano de Marketing e de uma entidade gestora de Marca, que garanta uma gestão eficaz da Marca Portugal, integrada e articulada com todos os produtos e serviços estratégicos para a exportação ou para o consumo interno. Esta dissertação apresenta um Modelo de Reposicionamento da Marca Portugal que agrega todos os pontos positivos que Portugal possui, como, a sua capacidade de vendas, o seu potencial para se investir, o que há para ser visitado, e desenvolve um programa sério e transversal que promova Portugal no estrangeiro e que atraia investidores e visitantes. ABSTRACT: The Brand of a Nation also sells. The image of a country is, nowadays, an important asset for its economy. A brand is a promise made to the consumer; it is the reference point for all impressions, positive and negative acquired over time. Marketing is the tool that must perceive, study and present differentiation factors, must show and convince consumers about the qualities of a product or service. Reality demands a special attention to this topic and the Portugal Brand experienced a development and promotion program boom since the 20th Century 90’s. Currently, the figure in charge of the management of the Portugal Brand is the Government, through AICEP, whose mission is to increase the notoriety of Portugal, captivating structural investment and the internationalization of enterprises, mainly small and medium businesses, creating competitive conditions and stimulating exports to the Global Market, diversifying product offer and Destination Countries. Some errors have been pointed out in the management of the Portugal Brand, such as lack of strategy and unsuccessful plans, but it is imperative to irrevocably understand that Brand assumption and its Repositioning is a strategic vector for the development of the Country. Portugal has good references, either in industry, or services, has product, that help promoting Portugal’s global image and contributing to an increase in revenues, either in exports, Tourism or Direct Investment. Portugal needs a Marketing Plan and a Brand management entity, such as a Brand strategic executive council, to ensure an effective management of the Portugal Brand, integrated and articulated with all the products and services flagged as strategic assets for exportation or domestic use. This thesis presents a Repositioning Model of the Portugal Brand that aggregates all positive aspects that Portugal has, such as sale capacity, potential for investment, lots of places to visit, and develops a serious and transversal program to promote Portugal abroad and to attract investors and visitors alike.

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 earth-system prediction initiative for the twenty-first century

The necessity and benefits for establishing the international Earth-system Prediction Initiative (EPI) are discussed by scientists associated with the World Meteorological Organization (WMO) World Weather Research Programme (WWRP), World Climate Research Programme (WCRP), International Geosphere–Biosphere Programme (IGBP), Global Climate Observing System (GCOS), and natural-hazards and socioeconomic communities. The proposed initiative will provide research and services to accelerate advances in weather, climate, and Earth system prediction and the use of this information by global societies. It will build upon the WMO, the Group on Earth Observations (GEO), the Global Earth Observation System of Systems (GEOSS) and the International Council for Science (ICSU) to coordinate the effort across the weather, climate, Earth system, natural-hazards, and socioeconomic disciplines. It will require (i) advanced high-performance computing facilities, supporting a worldwide network of research and operational modeling centers, and early warning systems; (ii) science, technology, and education projects to enhance knowledge, awareness, and utilization of weather, climate, environmental, and socioeconomic information; (iii) investments in maintaining existing and developing new observational capabilities; and (iv) infrastructure to transition achievements into operational products and services.

From free software to free culture: the emergence of open business

This paper provides an examination of the emergence of open business models — entrepreneurial strategies that take advantage of the ease of digital reproduction to distribute free content, while earning money from the sale of related products and services. Locating the origins of open business in the open source software phenomenon, the authors suggest that the business strategies innovated there have broader economic relevance. Through a case study of the tecnobrega music scene in Belém, the paper illustrates how open business models can be applied to the production of cultural materials more generally

Os impactos da utilização da internet e outras tecnologias da informação sobre o setor industrial: uma análise de empresas do Estado de São Paulo

Este projeto de pesquisa teve por objetivo aprofundar o conhecimento acadêmico sobre a maneira como as empresas estão se utilizando da Internet e outras tecnologias da informação para agregar valor e/ou reduzir custos para os seus clientes, com foco na possibilidade de virtualização dos produtos/serviços oferecidos e dos processos utilizados na sua obtenção, incluindo o relacionamento com fornecedores e outros parceiros comerciais. O estudo foi realizado com base em dados levantados a partir de pesquisa de campo, com aplicação de questionário, e na utilização de métodos quantitativos para a análise das informações obtidas. O objetivo principal foi verificar se o modelo preliminar proposto explicava o comportamento das empresas industriais de São Paulo, permitindo uma reflexão sobre eventuais discrepâncias e o aprimoramento do modelo, além da recomendação de linhas de ação para as empresas. Procurou-se, ainda, determinar se os usos feitos da Internet pelas empresas envolvidas na pesquisa, assim como as transformações por elas realizadas em seu ambiente empresarial em virtude da disponibilização das novas tecnologias, eram extensíveis a outros segmentos do mercado, além dos que representaram o objeto de estudo imediato deste trabalho.

Explorando o potencial de uso do 'made in...' no Brasil

Este relatório, sob as óticas de Estratégia Empresarial e de Marketing, apresenta os conceitos essenciais de certificação de origem. Foram relatadas as experiências de certificação emblemática da champagne (França) e das carnes ovinas da Patagônia (Argentina). O estudo foi conduzido por meio de um estudo exploratório junto a 20 profissionais de restaurantes e estabelecimentos similares, em São Paulo, no final do ano de 1999. Os resultados permitiram concluir que, embora apresente relativa escassez de estudos associados à certificação de origem, o Brasil possui vários produtos e serviços com potencial para desenvolvimento de trabalhos dessa natureza.

Atitudes relativas a meios de comunicação: um estudo exploratório sobre o Wap

The new economy stimulated by the bigger Internet participation as an interaction mean between people and business has been changing the companies¿ management routine. Nowadays, Internet access goes through telephones, in the houses and offices, or through nets of the Intranet kind, with the users in their working settings. The Internet personal access added, with mobility, surely will bring changes to our contacting form to the outside world as well as it will create a possibility of giving the customers a bigger variety of products and services. The present study aims are: (i) to verify the customers behaviours related to this new media, presented in the mobiles digital screens; (ii) to explore some of their main features, and (iii) to compare them with the other media features, as the radio and the TV ones. The applied research methodology was the data collecting through phone interviews. To obtain a Confidence Interval of 95%, 470 WAP, Internet, radio and TV current users¿ answers were gotten. To compare the media, the Fishbein multi-attributes model was used what possibilities to form comparative scores of the attributes built for the research. To mark the discussion concerning the public behaviour related to the differentiated use of the mentioned media out, the study produced uses the McLuhan theoretical reference (1969), specially concerning to his theoretical building, denominated hot and cold means. But this referential theoretic mark could not be supported by the accomplished quantitative study result. The comparison of built attribute scores averages has differentiated the hot media WAP, like radio, as well as the cold media one, like TV. This way, showing that the access new technology appearance, WAP, not only enlarges the Internet use, but also appoints to a new theoretic classification possibility to this new media. The accomplished quantitative research revealed that, through the user point of view, the ¿Contents¿ category is considered as one of the most important WAP aspects. The TV and the radio received significantly lower grades in this subject. The public considers that is important that the WAP information is ¿trustworthy¿, ¿easy¿ to find, ¿available¿, ¿sufficient¿ and that attends the ¿urgency¿ expected by the user. It was observed that the WAP score ¿emotion¿ is inferior to the radio and TV and superior to the Internet ones. But, the differences found are not significant. Considering the low score of importance given to the attributes group ¿emotion¿, is not recommended the WAP use as media when the emotional users aspects are wanted to be reached.

Estratégia em produtos culturais: estudo de caso de empresa ex-estatal do setor de telecomunicações

In the 1990, and after the process of privatizations of governmental companies in Brazil, cultural products had gained strategical importance for different types of organizations, specially for nationalized companies of the telecommunications sector. Based on the concept of market orientation, and specifically on the concept of cultural marketing, it is possible to understand the approximation between companies and cultural products restrictedly in the level of products and services. However, there has been little questioning about the concept of market orientation and the marginalization of plural and critical approaches which leaves gaps in the understanding of this approximation. Based in other areas of knowledge which understand this approximation between companies and cultural products and based in studies that present critics about the market forces it is possible to recognize the strategical corporative level of cultural products. Based in specific approaches in strategy, and defending pluralism and interdisciplinary research, it is possible to fill this gaps in the marketing literature. Specifically, in this study, are presented approaches that recognize the dimensions of power, politics and symbolism that influence strategies and are responsible for the approximation between these strategies and cultural products. Especially in Brazil, these debates are central, since in a context composed by nationalized companies many ambiguities are common. With this objective, a case study about a telecommunications sector company that has importance in the investment in cultural products is presented. From this case study, based on primary and secondary data, it is possible to comprehend the strategy in cultural products.

Empresa e Comunidade: Responsabilidade Social, Sobrevivência, Produtividade e Imagem Institucional

Inicialmente, faz-se um convite para um passeio na história, observando-se as relações sócio-econômicas na sociedade ocidental, a partir do Império Romano até os primórdios do capitalismo, com a finalidade de identificar sob a responsabilidade de quem estava o bem-estar das comunidades, o permite registrar que essa responsabilidade foi conduzida pelas mãos da igreja, reis, confrarias e pelo Estado, e esteve sempre associada às entidades que detinham o poder. Uma vez feito isso, passa-se ao contexto atual, para entender a maneira com que o poder econômico , mais especificamente as companhias produtoras de bens e serviços, participa da responsabilidade social pelo desenvolvimento das comunidades nas quais estão situadas as unidades de produção e as conseqüências dessa participação para a imagem e sobrevivência das empresas. Finalmente, através da pesquisa de campo realizada na Refinaria de Duque de Caxias do Sistema Petrobras ¿ REDUC, examina-se na prática, a relação estabelecida entre a empresa e a comunidade local, ressaltando as motivações que levam a companhia a empreender-se socialmente, através de estratégias e planos de ação compatíveis com os interesses do seu próprio negócio.

Fidelização de clientes a livrarias virtuais: um modelo heurístico

The conventional commercial relationship between suppliers and customers has undergone a profound change as a result of the technological advances that have been made in electronic transactions, such as the Internet. These transformations have not been entirely technological in nature, as they have also directly altered marketing activities. Due to a series of factors, companies are increasingly driven by their customer wishes and requirements, with Electronic Commerce being just one of the means of developing and maintaining this type of relationship, called Customer Relations Marketing. The Internet sites available allow companies to obtain information more easily about which aspects are most relevant to their target customer group in terms of their products and services, helping them to increase the value of commercial transactions on offer. The online marketing strategies of electronic retail companies aim to cultivate customer loyalty after the first purchase has been made, so that customers make repeat purchases. Virtual bookstores represent a particularly successful sector in the world of Electronic Commerce. However, to ensure profitability, the business models of these companies need to be based on customer loyalty, as there is stiff competition in this area. This research study seeks to develop a heuristic model, called 4Ps and 1F, for customer loyalty to virtual bookstores. The 4Ps represent one of the most traditional marketing concepts and the F relates to Customer Loyalty. In developing this model the aim is to see how each marketing P influences customer loyalty, thus identifying the factors critical to the success of virtual bookstores retaining customer loyalty.

Processo de escolha de bancos de imagens: aplicações no marketing business to business

The general objective of this research is to verify which attributes are most relevant to a stock photography agency that represent the purchaser's standards of choice. For this objective to be accomplished, qualitative interviews with the customers of stock photography agencies had been made in order to raise the attributes considered with relevance in the process of choice for the Brazilian stock photography agency market. The levels of each attribute to be tested had arisen through the mapping of the products and services offered by the competition and the relative weight assigned to each one of the attributes related to the research in the choices for a stock photography agency. A transversal study was made with a sample of stock photography agencies customers from Brazil¿s Southeastern region. For the analysis of this data, a survey method was used, that, according to MALHOTRA (2006: 182), involves a structuralized questionnaire to be answered by an interview that elucidates specific information, in which the questions had a predetermined order. This questionnaire was presented through interviews on the Internet. The method adopted for this analysis was a joint analysis. A sampling of 1000 customer stock photography agencies were selected, which were represented by a didactic book editor, advertising agencies, editorial companies, etc., in the states of Rio de Janeiro, São Paulo, Espírito Santo and Minas Gerais. They had been obtained by 16 stimulations, or cards, for the application of the companies. Of the sample of 1000 customers of stock photography agencies, 7,8% responded to the research. The attribute most relevant in accordance with the presented results is the availability of images in high resolution for layout. Its relative importance was 40,78%. At the end of the study, the management implications were propitiated to the stock photography agencies managers inabling them to be more competitive.

Diferença entre homens e mulheres na propensão em adotar produtos e serviços tecnológicos

The construct Technology Readiness (TR) and its instrument of measure Technology Readiness Index (TRI) defined by Parasuraman (2000), refer to people¿s propensity to adopt digital technological products and services. The TR can be viewed as an overall state of mind resulting from mental drivers and inhibitors related to optimism, innovativeness, discomfort and insecurity. These facets combine into a complex way for produce distinct groups of individuals (explorers, pioneers, skeptics, paranoids and laggards) with different traits of behaviors connected to the adoption of technological products and service. This study had as its objective to evaluate the applicability of the TRI in the Brazilian context, through the replication of the scale on a sample of 336 adults consumers (168 men and 168 women) resident in the state of the Rio de Janeiro, segmented by age groups, educational level and monthly family income. The results show that, in the sample analyzed, as culturally the technology is linked to values of a male society, men presented a higher propensity in adopting technological products and services than women. However, this hypothesis was not confirmed in the analysis segmented by age groups.

Uma perspectiva chinesa sobre os fatores culturais a serem considerados pelo brasileiro no processo de negociação com o chinês

China emerges in the world as a potential economic leader and it is poised as the one of the strongest commercial partners of Brazil. China is already the third largest importer of Brazilian products and services and the prediction is to even increase that participation in the Brazilian export volume in the near future. As a consequence, there is a significant increase in commercial alliances between Brazilians and Chinese, which shows the need for the Brazilians to better understand the cultural differences when negotiating with the Chinese. The purpose of this research is to bring, from a Chinese point of view, the cultural difference in the negotiation process between Brazilians and Chinese. A better understanding of those differences will allow the Brazilians to adopt a better negotiation strategy with the Chinese in order to bring a better result. The research was developed by conducting 5 interviews with Chinese executives highly experienced in negotiation with the Brazilians. The results of this research show commons points indicated by the interviewers that have a direct impact on the negotiation process between Chinese and Brazilians.