Relações e empreendedorismo: o desafio da construção do plano de negócios

The Project presents as main subject the relationship between entrepreneurship and the Public Relations professional. In the entrepreneurship, business plan is stood up, a document able to assist the entrepreneur to plan the activities related to implementation or creation of a new business. Assuming the business plan is an essential instrument of the entrepreneurial process, this study aims to describe the important use of the business plan for the creation or maintenance of a company and verify the Public Relations acting possibilities in the construction of this plan. For this, the project presents a study on a business plan for a small company with family structure, located in Sao Paulo countryside, in operation for over 30 years. Through the process of the business plan elaboration, it can be seen that the Public Relations professional has important skills that can be assist in the preparation of this plan, such as Marketing tools and communication knowledge and ability to establish a mission, the vision and the company values. Besides, this professional presents entrepreneurial characteristics that can help him in his activities, actions and planning

Relações públicas: elemento potencializador para o sucesso de um evento

This study aims to discuss the role of the professional of public relations and the marketing tools in organizing events. Taking as parameter the concepts of events, marketing and public relations and highlighting the contributions on strategic planning, the communication process and the relationship with stakeholders as key elements on this management, it is intended to form arguments to demonstrate that the work of a skilled professional is essential for the empowerment of the events not only as a communication tool, but as well as a relationship tool. The methodology utilized is based on literary data and on the exemplification of this process, with the analysis of three mega events. As a result, we leave a reflection about the importance of professionally events management, in addition to excellent communication and expansion of economic resources, since it defends the idea that management needs to generate lasting relationships across all the stakeholders' chain

Customer Evolution in Sales Channel Migration

This research has been triggered by an emergent trend in customer behavior: customers have rapidly expanded their channel experiences and preferences beyond traditional channels (such as stores) and they expect the company with which they do business to have a presence on all these channels. This evidence has produced an increasing interest in multichannel customer behavior and it has motivated several researchers to study the customers’ channel choices dynamics in multichannel environment. We study how the consumer decision process for channel choice and response to marketing communications evolves for a cohort of new customers. We assume a newly acquired customer’s decisions are described by a “trial” model, but the customer’s choice process evolves to a “post-trial” model as the customer learns his or her preferences and becomes familiar with the firm’s marketing efforts. The trial and post-trial decision processes are each described by different multinomial logit choice models, and the evolution from the trial to post-trial model is determined by a customer-level geometric distribution that captures the time it takes for the customer to make the transition. We utilize data for a major retailer who sells in three channels – retail store, the Internet, and via catalog. The model is estimated using Bayesian methods that allow for cross-customer heterogeneity. This allows us to have distinct parameters estimates for a trial and an after trial stages and to estimate the quickness of this transit at the individual level. The results show for example that the customer decision process indeed does evolve over time. Customers differ in the duration of the trial period and marketing has a different impact on channel choice in the trial and post-trial stages. Furthermore, we show that some people switch channel decision processes while others don’t and we found that several factors have an impact on the probability to switch decision process. Insights from this study can help managers tailor their marketing communication strategy as customers gain channel choice experience. Managers may also have insights on the timing of the direct marketing communications. They can predict the duration of the trial phase at individual level detecting the customers with a quick, long or even absent trial phase. They can even predict if the customer will change or not his decision process over time, and they can influence the switching process using specific marketing tools

Campaigning Against Europe? The Role of Euroskeptic Fringe and Mainstream Parties in the 2009 European Parliament Election

In this article, we analyze political parties' campaign communication during the 2009 European Parliamentary election in 11 countries (Austria, Bulgaria, Czech Republic, Germany, Hungary, The Netherlands, Poland, Portugal, Spain, Sweden, and the UK). We study which types of issues Euroskeptic fringe and Euroskeptic mainstream parties put on their campaign agendas and the kind and extent of EU opposition they voice. Further, we seek to understand whether Euroskeptic and non-Euroskeptic parties co-orient themselves toward each other within their national party systems with regard to their campaigns. To understand the role of Euroskeptic parties in the 2009 European Parliamentary elections, we draw on a systematic content analysis of parties' posters and televised campaign spots. Our results show that it is Euroskeptic parties at the edges of the political spectrum who discuss polity questions of EU integration and who most openly criticize the union. Principled opposition against the project of EU integration, however, can only be observed in the UK. Finally, we find indicators for co-orientation effects regarding the tone of EU mobilization: In national political environments where Euroskeptic parties strongly criticize the EU, pro-European parties at the same time publicly advance pro-EU positions.

OS JINGLES ELEITORAIS NAS CAMPANHAS PRESIDENCIAIS BRASILEIRAS

O objetivo deste trabalho é resgatar os principais jingles utilizados nas campanhas eleitorais presidenciais com voto direto no Brasil, sob a ótica da propaganda e do marketing político-eleitoral e dentro do contexto social de cada época, procurando descobrir o que eles apresentam em comum. A ideia é descrever as letras das músicas eleitorais e como estas foram usadas como peças publicitárias nas campanhas eleitorais. Para tanto, será efetuado um levantamento e análise em peças de áudio na história fonográfica, na história do rádio e da TV, em busca dessas músicas (jingles), contextualizando e relatando as estratégias utilizadas com essas peças. Uma pesquisa bibliográfica será efetuada com o intuito de conhecer o contexto social e político de cada época, para comparar a letra e o ritmo utilizado em cada jingle.(AU)

OS JINGLES ELEITORAIS NAS CAMPANHAS PRESIDENCIAIS BRASILEIRAS

O objetivo deste trabalho é resgatar os principais jingles utilizados nas campanhas eleitorais presidenciais com voto direto no Brasil, sob a ótica da propaganda e do marketing político-eleitoral e dentro do contexto social de cada época, procurando descobrir o que eles apresentam em comum. A ideia é descrever as letras das músicas eleitorais e como estas foram usadas como peças publicitárias nas campanhas eleitorais. Para tanto, será efetuado um levantamento e análise em peças de áudio na história fonográfica, na história do rádio e da TV, em busca dessas músicas (jingles), contextualizando e relatando as estratégias utilizadas com essas peças. Uma pesquisa bibliográfica será efetuada com o intuito de conhecer o contexto social e político de cada época, para comparar a letra e o ritmo utilizado em cada jingle.(AU)

The UK's EU Vote: The 1975 Precedent and Today's Negotiations. Bruegel Policy Contribution Issue 2015/08, June 2015

Highlights • The United Kingdom's European Union Referendum Bill, introduced in the House of Commons on 28 May 2015, legislates for the holding of a referendum before 31 December 2017 on the UK’s continued EU membership. UK prime minister David Cameron is opening negotiations with other EU member states to try to obtain an EU reform deal that better suits UK interests. Both the negotiations and the outcome of the referendum pose major challenges for the UK and the EU. • It will not be the first time that a UK government has staged a referendum following a renegotiation of its terms of EU membership. The first such referendum took place on 5 June 1975 after nearly a year of renegotiations, and the ‘yes’ won with 67.2 percent of the vote. Notwithstanding obvious differences, the conduct of today’s renegotiations should bear in mind this precedent, and in particular consider (a) how much the UK government can get out of the negotiations, in particular with respect to potential Treaty changes; (b) why political marketing is central to the referendum’s outcome; (c) how the UK administration’s internal divisions risk derailing the negotiations; and (d) why the negotiations risk antagonising even the UK’s best allies.

DILMA PRESIDENTA A REPERCUSSÃO DA COMUNICAÇÃO POLÍTICA PARA VIABILIZAR A ELEIÇÃO DA PRIMEIRA MULHER A GOVERNAR O BRASIL PELA ÓPTICA DAS REVISTAS VEJA E CARTACAPITAL

A presente dissertação tem como tema o impacto da comunicação política na cobertura da grande imprensa durante a pré-candidatura de Dilma Vana Rousseff à presidência da República. O objetivo é verificar quais estratégias de marketing político utilizadas para viabilizar o nome da pré-candidata foram retratadas nas revistas Veja e CartaCapital entre março de 2008 e abril de 2010, período que antecedeu a indicação oficial da sucessora do então presidente Luiz Inácio Lula da Silva. Para desenvolver a dissertação foram discutidos conceitos de comunicação política, marketing político e eleitoral, bem como as questões de gênero na política e na sociedade brasileira e o percurso feminino na luta pela igualdade de direitos, que transformaram o imaginário social em relação ao papel da mulher. Também foram tratados temas como jornalismo e cobertura política no Brasil e um breve panorama sobre a trajetória política do Brasil pós-ditadura, além do perfil biográfico de Dilma Rousseff. A importância desta pesquisa está justamente em verificar como repercutiu na imprensa a pré-candidatura de uma mulher ao cargo público mais elevado no país, considerando as dificuldades e os desafios da luta feminina na política brasileira. Trata-se de um estudo quantitativo e qualitativo, com uso de técnica de análise de conteúdo que de acordo com Laurence Bardin inclui perspectivas quantitativas e qualitativas. Com a pesquisa foi possível verificar que a questão do gênero foi um dos fatores que influenciaram positivamente as eleições e, principalmente que a repercussão obtida nas revistas foi positiva às intenções de marketing político para viabilizar a candidatura de Dilma Rousseff à sucessão presidencial.

OS JINGLES ELEITORAIS NAS CAMPANHAS PRESIDENCIAIS BRASILEIRAS

O objetivo deste trabalho é resgatar os principais jingles utilizados nas campanhas eleitorais presidenciais com voto direto no Brasil, sob a ótica da propaganda e do marketing político-eleitoral e dentro do contexto social de cada época, procurando descobrir o que eles apresentam em comum. A ideia é descrever as letras das músicas eleitorais e como estas foram usadas como peças publicitárias nas campanhas eleitorais. Para tanto, será efetuado um levantamento e análise em peças de áudio na história fonográfica, na história do rádio e da TV, em busca dessas músicas (jingles), contextualizando e relatando as estratégias utilizadas com essas peças. Uma pesquisa bibliográfica será efetuada com o intuito de conhecer o contexto social e político de cada época, para comparar a letra e o ritmo utilizado em cada jingle.(AU)

A PROPAGANDA POLÍTICA NA CONSTRUÇÃO DO IMAGINÁRIO COLETIVO NO CINEMA DE RESISTÊNCIA: Estudo de caso do filme Jango de Silvio Tendler

Este estudo tem como objetivo propor uma análise do modo como se constrói a representação da imagem eleitoral de João Goulart, sob a ótica da propaganda política no cinema brasileiro no período pós-ditadura. Para a realização desse objetivo contamos com o longa-metragem de Silvio Tendler de 1984, intitulado Jango. Cremos que este estudo se justifica por contribuir para identificar, compreender e mapear o imaginário da sociedade brasileira sobre João Goulart. Para o desenvolvimento do tema foram analisadas teorias de marketing político, propaganda ideológica e persuasão. A pesquisa foi norteada pelo método qualitativo e aplicadas as técnicas de pesquisa histórica e estudo de caso. Concluímos que o Filme de Silvio Tendler reconstruiu a imagem de João Goulart ressaltando seu papel na luta pelas reformas de base. A mistificação de Jango foi exposta no documentário expositivo.

The effects of experience in loyalty card adoption on the importance of the attributes of loyalty schemes

The popularity of loyalty programs worldwide shows that this is one of the most efficient marketing tools in highly competitive markets to retain customers. The saturation of loyalty schemes themselves can lead to a fierce competition between firms to gain wider penetration for their cards. The experience of the customers regarding adoption of loyalty programs can affect their attitude towards the different attributes of the programs. We found that more experienced customers evaluate the importance of the soft attributes of the loyalty schemes higher.

A vállalatok árképzési gyakorlata a versenyképesség szolgálatában (The pricing practice of corporates and the competitiveness)

A marketing-szakirodalom szerint az ár az egyik legfontosabb marketingeszköz, és a vállalati versenyképesség értelmezésében is meghatározó szerepe van. A megfelelő árképzés kialakítása ugyanakkor összetett folyamat, amely önmagában is külön képességnek tekinthető, és kell befektetést igényel. A szerző az elemzés során így arra volt kíváncsi, hogy a vezető, azaz a versenyképes vállalatok árazási gyakorlata mutat-e eltéréseket, és, ha igen, melyek azok a területek, amelyek leginkább összefüggnek az eredményességükkel. A háromszáz hazai vállalatra kiterjedő kutatás során azt találta, hogy a vezető vállalatok valamelyest másképp tekintenek az ár szerepére és szignifikánsan magasabb árszínvonalon értékesítenek. Ez nagyobb mozgásteret enged számukra, a versenytársak árkihívásaira így könnyebben tudnak árakciókkal válaszolni. Árképzési céljaikban azonban kevésbé mutatkoznak különbségek, mert számukra is kihívást jelent a válság, és nekik is több szempontnak kell egyszerre megfelelniük. Az árak meghatározásánál azonban több tényezőt vesznek figyelembe és jobban támaszkodnak a vevőkről szerzett információkra. ______________ According to the marketing literature the price is one of the most important marketing tools and it plays a dominant role in the interpretation of corporate competitiveness, as well. The appropriate pricing, however, a complex process that can be regarded as a distinct capability and it requires sufficient investment itself. In this analysis the author enquired if the pricing practice of the leading, that is, the most competitive companies has a different profile, and if yes, which areas are associated with the success of them. Based on the survey of 300 domestic organisations he found that the leading companies consider the role of price in a slightly different way and they price their products or services significantly higherthan the others. This let them some space to manoeuvre and they can react with price promotions when the competitors challenge them with price activities. Regarding the pricing objectives the author couldn’t identify differences. The leading companies are also affected by the economic crisis and they have to match many expectations at the same time but they take more factors into consideration when they set their prices and more likely use customer information.

Az ügyfélszerzési mód hatásának vizsgálata a vevőelégedettségre és a lojalitásra a szervezeti piacon (Analyzing the impact of the customer acquisition mode to the customer satisfaction and loyalty on the corporate market – assessing the effect of recommendation with applying structural equation modelling)

A kutatás célja a marketingeszközök hosszú távú hatásának pontosabb megértése szervezetközi viszonylatban a vevőértékelési modellek egyik nehezen számszerűsíthető tényezője, az ajánlás hatásának vizsgálata által. A hatások elemzésére a strukturális egyenlőségek módszerét (Structural Equation Modelling) alkalmazta a szerző. Rámutatott, hogy az ajánlással szerzett ügyfelek elégedettebbek, lojálisabbak és gyakrabban ajánlják a vállalatot a más módon szerzett ügyfeleknél. Az összefüggések feltárása és bizonyítása különösen az ajánlás kumulatív hatása miatt jelentős. Az eredmények gyakorlati alkalmazásával lehetőség nyílik az ügyfélkör differenciáltabb, értékalapú szegmentációjára, amely pontosabb célcsoport-meghatározást lesz lehetővé, és hosszú távon hozzájárul a vállalat optimális ügyfélportfóliójának kialakításához. ______ The research is aimed at more precise understanding of longterm effects of marketing tools in business to business relations by analysing the impacts of recommendation potential, one of the hardly measurable factors of customer value concept. Structural Equation Modelling is applied for conducting effect analysis. The results show that customers acquired with recommendation are more satisfied, more loyal, and make more recommendation that other customer. These results are more interesting if we take the cumulative effect of recommendation in account. They provide bases for a more differentiated segmentation of customers, which results in a more accurate identification of target groups. In the long-run, the application of the customer-value concept considerably contributes to creating an optimal customer portfolio for companies.

Sales Promotion in Hotels:A British Perspective

In their article - Sales Promotion In Hotels: A British Perspective - by Francis Buttle, Lecturer, Department of Hotel, Restaurant, and Travel Administration, University of Massachusetts and Ini Akpabio, Property Manager, Trusthouse Forte, Britain, Buttle and Akpabio initially state: “Sales promotion in hotels is in its infancy. Other industries, particularly consumer goods manufacturing, have long recognized the contribution that sales promotion can make to the cost-effective achievement of marketing objectives. Sales promotion activities in hotels have remained largely uncharted. The authors define, identify and classify these hotel sales promotion activities to understand their function and form, and to highlight any scope for improvement.” The authors begin their discussion by attempting to define what the phrase sales promotion [SP] actually means. “The Institute of Sales Promotion regards sales promotions as “adding value, usually of a temporary nature, to a product or service in order to persuade the end user to purchase that particular brand as opposed to a competitive brand,” the authors offer. Williams, however, describes sales promotions more broadly as “short term tactical marketing tools which are used to achieve specific marketing objectives during a defined time period,” Buttle and Akpabio present with attribution. “The most significant difference between these two viewpoints is that Williams does not limit his definition to activities which are targeted at the consumer,” is their educated view. A lot of the discussion is centered on the differences in the collective marketing-promotional mix. “…it is not always easy to definitively categorize promotional activity,” Buttle and Akpabio say. “For example, in personal selling, a sales promotion such as a special bonus offer may be used to close the sale; an advertisement may be sales promotional in character in that it offers discounts.” Are promotion and marketing distinguishable as two separate entities? “…not only may there be conceptual confusion between components of the promotional mix, but there is sometimes a blurring of the boundaries between the elements of the marketing mix,” the authors suggest. “There are several reasons why SP is particularly suitable for use in hotels: seasonality, increasing competitiveness, asset characteristics, cost characteristics, increased use of channel intermediaries, new product launches, and deal proneness.” Buttle and Akpabio offer their insight on each of these segments. The authors also want you to know that SP customer applications are not the only game in town, SP trade applications are just as essential. Bonuses, enhanced commission rates, and vouchers are but a few examples of trade SP. The research for the article was compiled from several sources including, mail surveys, telephone surveys, personal interviews, trade magazines and newspapers; essentially in the U.K.