Estrategia CRM (Customer Relationship Management)

Realizar una propuesta metodológica que permita analizar, diseñar e implementar una estrategia CRM en las empresas de servicios públicos de Mendoza.

Participatory modeling for sustainable development in water and agrarian systems: potential and limits of stakeholder involvement

Public participation is increasingly advocated as a necessary feature of natural resources management. The EU Water Framework Directive (WFD) is such an example, as it prescribes participatory processes as necessary features in basin management plans (EC 2000). The rationale behind this mandate is that involving interest groups ideally yields higher-quality decisions, which are arguably more likely to meet public acceptance (Pahl-Wostl, 2006). Furthermore, failing to involve stakeholders in policy-making might hamper the implementation of management initiatives, as controversial decisions can lead pressure lobbies to generate public opposition (Giordano et al. 2005, Mouratiadou and Moran 2007).

Social involvement for community development in rural areas of Cuenca, Spain

Community development must be accompanied by a social involvement process which creates functional groups of citizens capable of taking responsibility for their own development. It is important that this process promotes the structuring of all population groups and provides the appropriate institutional and technical support. The present paper addresses these issues based on over 25 years of experience by the Association Instituto de Desarrollo Comunitario de Cuenca in revitalizing rural areas of the Spanish province of Cuenca. This paper analyses the social involvement process encouraged by this association, the relationships between public institutions and local associations, the role of these associations and the difficulties encountered in the rural areas. The long-term perspective of this experience provides some keys which can be used to successfully support the process of social involvement ―such as information on its characteristics and methodological tools―, establish local associations and create sustainable partnerships that foster the growth of leadership within the community development process.

The determinants of the quality of Sales-Marketing Interface in a Multinational Customer Brand Focused Company: The Latin American Branches

Customer evolution and changes in consumers, determine the fact that the quality of the interface between marketing and sales may represent a true competitive advantage for the firm. Building on multidimensional theoretical and empirical models developed in Europe and on social network analysis, the organizational interface between the marketing and sales departments of a multinational high-growth company with operations in Argentina, Uruguay and Paraguay is studied. Both, attitudinal and social network measures of information exchange are used to make operational the nature and quality of the interface and its impact on performance. Results show the existence of a positive relationship of formalization, joint planning, teamwork, trust and information transfer on interface quality, as well as a positive relationship between interface quality and business performance. We conclude that efficient design and organizational management of the exchange network are essential for the successful performance of consumer goods companies that seek to develop distinctive capabilities to adapt to markets that experience vertiginous changes

The involvement of thaumatin-like proteins in plant food cross-reactivity: a multicenter study using a specific protein microarray.

Cross-reactivity of plant foods is an important phenomenon in allergy, with geographical variations with respect to the number and prevalence of the allergens involved in this process, whose complexity requires detailed studies. We have addressed the role of thaumatin-like proteins (TLPs) in cross-reactivity between fruit and pollen allergies. A representative panel of 16 purified TLPs was printed onto an allergen microarray. The proteins selected belonged to the sources most frequently associated with peach allergy in representative regions of Spain. Sera from two groups of well characterized patients, one with allergy to Rosaceae fruit (FAG) and another against pollens but tolerant to food-plant allergens (PAG), were obtained from seven geographical areas with different environmental pollen profiles. Cross-reactivity between members of this family was demonstrated by inhibition assays. Only 6 out of 16 purified TLPs showed noticeable allergenic activity in the studied populations. Pru p 2.0201, the peach TLP (41%), chestnut TLP (24%) and plane pollen TLP (22%) proved to be allergens of probable relevance to fruit allergy, being mainly associated with pollen sensitization, and strongly linked to specific geographical areas such as Barcelona, Bilbao, the Canary Islands and Madrid. The patients exhibited mayor que50% positive response to Pru p 2.0201 and to chestnut TLP in these specific areas. Therefore, their recognition patterns were associated with the geographical area, suggesting a role for pollen in the sensitization of these allergens. Finally, the co-sensitizations of patients considering pairs of TLP allergens were analyzed by using the co-sensitization graph associated with an allergen microarray immunoassay. Our data indicate that TLPs are significant allergens in plant food allergy and should be considered when diagnosing and treating pollen-food allergy.

Lateral orbitofrontal cortex involvement in initial negative aesthetic impression formation

It is well established that aesthetic appreciation is related with activity in several different brain regions. The identification of the neural correlates of beauty or liking ratings has been the focus of most prior studies. Not much attention has been directed towards the fact that humans are surrounded by objects that lead them to experience aesthetic indifference or leave them with a negative aesthetic impression. Here we explore the neural substrate of such experiences. Given the neuroimaging techniques that have been used, little is known about the temporal features of such brain activity. By means of magnetoencephalography we registered the moment at which brain activity differed while participants viewed images they considered to be beautiful or not. Results show that the first differential activity appears between 300 and 400 ms after stimulus onset. During this period activity in right lateral orbitofrontal cortex (lOFC) was greater while participants rated visual stimuli as not beautiful than when they rated them as beautiful. We argue that this activity is associated with an initial negative aesthetic impression formation, driven by the relative hedonic value of stimuli regarded as not beautiful. Additionally, our results contribute to the understanding of the nature of the functional roles of the lOFC.

An approach to stakeholders involvement in the preparedness for nuclear and radiological emergency response & recovery in Spain

The elaboration of a generic decision-making strategy to address the evolution of an emergency situation, from the stages of response to recovery, and including a planning stage, can facilitate timely, effective and consistent decision making by the response organisations at every level within the emergency management structure and between countries, helping to ensure optimal protection of health, environment, and society. The degree of involvement of stakeholders in this process is a key strategic element for strengthening the local preparedness and response and can help a successful countermeasures strategy. A significant progress was made with the multi-national European project EURANOS (2004-2009) which brought together best practice, knowledge and technology to enhance the preparedness for Europe's response to any radiation emergency and long term contamination. The subsequent establishment of a European Technology Platform and the recent launch of the research project NERIS-TP ("Towards a self sustaining European Technology Platform (NERIS-TP) on Preparedness for Nuclear and Radiological Emergency Response and Recovery") are aimed to continue with the remaining tasks for gaining appropriate levels of emergency preparedness at local level in most European countries. One of the objectives of the NERIS-TP project is: Strengthen the preparedness at the local/national level by setting up dedicated fora and developing new tools or adapting the tools developed within the EURANOS projects (such as the governance framework for preparedness, the handbooks on countermeasures, the RODOS system, and the MOIRA DSS for long term contamination in catchments) to meet the needs of local communities. CIEMAT and UPM in close interaction with the Nuclear Safety Council will explore, within this project, the use and application in Spain of such technical tools, including other national tools and information and communication strategies to foster cooperation between local, national and international stakeholders. The aim is identify and involve relevant stakeholders in emergency preparedness to improve the development and implementation of appropriate protection strategies as part of the consequence management and the transition to recovery. In this paper, an overview of the "state of the art" on this area in Spain and the methodology and work Plan proposed by the Spanish group within the project NERIS to grow the stakeholder involvement in the preparedness to emergency response and recovery is presented.

Some insights for a relationship marketing model integrating SERVQUAL and customer loyalty in dental clinics

The demand of new services, the emergence of new business models, insufficient innovation, underestimation of customer loyalty and reluctance to adopt new management are evidence of the deficiencies and the lack of research about the relations between patients and dental clinics. In this article we propose the structure of a model of Relationship Marketing (RM) in the dental clinic that integrates information from SERVQUAL, Customer Loyalty (CL) and activities of RM and combines the vision of dentist and patient. The first pilot study on dentists showed that: they recognize the value of maintaining better patients however they don't perform RM actions to retain them. They have databases of patients but not sophisticated enough as compared to RM tools. They perceive that the patients value "Assurance" and "Empathy" (two dimensions of service quality). Finally, they indicate that a loyal patient not necessarily pays more by the service. The proposed model will be validated using Fuzzy Logic simulation and the ultimate goal of this research line is contributing a new definition of CL.

Customer training, oriented toward the customer in the spanish affiliate

On that date , the Spanish affiliate offered for the 1st. time to its customers courses oriented toward the user, not the product, within the area of programming, in the subarea of application programming

Customer loyalty plan at Residencia Gómez-Pardo, Universidad Politécnica de Madrid

Accommodation is a first need and one of the most important decisions that university students have to decide taking into account their limited budget. The satisfaction grade of these students is the relevant aspect for the administrators and managers of the university residences, because it allows assuring the viability and sustainability of this kind of accommodation. In a situation of decline in rate of retention of students into the residence, coupled with an environment of economic crisis. Hence, of disposable income reduction, it seems essential to get to know what factors affect the motivation to remain into the university residence more than others when it comes to the final choice. The offer?s increase of different kind of accommodation is another variable to be considered when taking the decision related to the management of this kind of accommodation. Thus, there is the need to know which are the key factors and to obtain information about these variables in order to go deep into the relevance grade with the aim to pursue the strategic objectives, that will allow to improve the relationship with the customer and to respond to his accommodation? needs. This article researches the motivation elements that lead the students to remain in a university residence or to abandon it in exchange or a different accommodation, as per example shared flats or individual apartments. This research work intends to be useful for the university residence?s managers in order to increase its incomes, to raise the satisfaction degree among its residents and to obtain better end results in the management of these properties. The fieldwork conducted in the Residencia Universitaria Gómez Pardo (RUGP), Universidad Politécnica de Madrid (UPM), for four semesters, which means students from 27 different grades (undergraduates) and 81 surveys finished, shows the following conclusions. Not only the relation with the residence?s personnel but also the quality and quantity of the feeding and the availability and quality of the internet service, constitute key factors when it comes to make the decision of remaining or of abandoning the residence when the semester comes to its end.

Customer Relationship Management-PeopleSoft CRM

1 RESUMEN 1.1 Resumen (español) El intercambio y comercio tanto de bienes como servicios se remonta a tiempos inmemoriales dentro de la historia de la humanidad. Desde sus inicios tempranos con el intercambio o trueque de productos en el Neolítico hasta nuestra época híper globalizada, en la que existen clientes potenciales en el otro extremo del mundo, podemos decir que se ha recorrido un largo camino. Con el paso del tiempo y la evolución de la sociedad y la tecnología, así como la evolución empresarial, se ha visto necesario la implementación de estrategias para lograr la fidelización y satisfacción de los clientes. De esta forma entendimos que ya no valía simplemente con vender un producto a un cliente, si no que si queríamos establecer una relación continúa con el mismo, debíamos lograr su satisfacción y por tanto su fidelización. Como forma de extender la relación más allá de una simple venta, las empresas modernas empezaron a implementar diversas estrategias. De esta forma aparecieron los primeros centros de atención al cliente, las primeras aplicaciones hechas a medida para dar soporte a los clientes y por fin los sistemas CRM tal y como los concebimos hoy día. El presente proyecto fin de carrera da una explicación de dichos sistemas indicando cuáles son sus objetos fundamentales y cómo implementan la estrategia CRM y profundiza en uno de los sistemas CRM más utilizados: PeopleSoft CRM, dando una explicación detallada de dicho sistemas así como de los conceptos y lenguaje de programación de dicho sistema CRM. 1.2 SUMMARY (ENGLISH) The exchange and trade of goods as well and services goes back to ancient times in the history of mankind. Since its early beginning with the bartering of products in the Neolithic to our globalized hyper era, in which there are potential customers on the other side of the world, we can say that it has come a long way. After a certain length of time, the society and technology evolution, and also the enterprise development, has been necessary to implement strategies to achieve customer loyalty and satisfaction. We understood in this way that it no longer simply worth to sell a product to a customer, otherwise if we wanted to establish a relationship continues with the same, we should ensure their satisfaction and thus their loyalty. As a way to extend the relationship beyond a simple sale, modern enterprises began to implement several strategies. Therefore appeared the first customer service centers, the first applications tailored to support customers and finally the CRM systems as we know it today. This final project gives an explanation of such systems by indicating what the core objects are and how to implement the CRM strategy, deeping into one of the most widely used CRM systems: PeopleSoft CRM, and also giving a detailed explanation of this system and its programming language.

Arquitectura y modelo de referencia para un ecosistema de intercambio de datos personales centrado en el usuario

Los servicios telemáticos han transformando la mayoría de nuestras actividades cotidianas y ofrecen oportunidades sin precedentes con características como, por ejemplo, el acceso ubicuo, la disponibilidad permanente, la independencia del dispositivo utilizado, la multimodalidad o la gratuidad, entre otros. No obstante, los beneficios que destacan en cuanto se reflexiona sobre estos servicios, tienen como contrapartida una serie de riesgos y amenazas no tan obvios, ya que éstos se nutren de y tratan con datos personales, lo cual suscita dudas respecto a la privacidad de las personas. Actualmente, las personas que asumen el rol de usuarios de servicios telemáticos generan constantemente datos digitales en distintos proveedores. Estos datos reflejan parte de su intimidad, de sus características particulares, preferencias, intereses, relaciones sociales, hábitos de consumo, etc. y lo que es más controvertido, toda esta información se encuentra bajo la custodia de distintos proveedores que pueden utilizarla más allá de las necesidades y el control del usuario. Los datos personales y, en particular, el conocimiento sobre los usuarios que se puede extraer a partir de éstos (modelos de usuario) se han convertido en un nuevo activo económico para los proveedores de servicios. De este modo, estos recursos se pueden utilizar para ofrecer servicios centrados en el usuario basados, por ejemplo, en la recomendación de contenidos, la personalización de productos o la predicción de su comportamiento, lo cual permite a los proveedores conectar con los usuarios, mantenerlos, involucrarlos y en definitiva, fidelizarlos para garantizar el éxito de un modelo de negocio. Sin embargo, dichos recursos también pueden utilizarse para establecer otros modelos de negocio que van más allá de su procesamiento y aplicación individual por parte de un proveedor y que se basan en su comercialización y compartición con otras entidades. Bajo esta perspectiva, los usuarios sufren una falta de control sobre los datos que les refieren, ya que esto depende de la voluntad y las condiciones impuestas por los proveedores de servicios, lo cual implica que habitualmente deban enfrentarse ante la disyuntiva de ceder sus datos personales o no acceder a los servicios telemáticos ofrecidos. Desde el sector público se trata de tomar medidas que protejan a los usuarios con iniciativas y legislaciones que velen por su privacidad y que aumenten el control sobre sus datos personales, a la vez que debe favorecer el desarrollo económico propiciado por estos proveedores de servicios. En este contexto, esta tesis doctoral propone una arquitectura y modelo de referencia para un ecosistema de intercambio de datos personales centrado en el usuario que promueve la creación, compartición y utilización de datos personales y modelos de usuario entre distintos proveedores, al mismo tiempo que ofrece a los usuarios las herramientas necesarias para ejercer su control en cuanto a la cesión y uso de sus recursos personales y obtener, en su caso, distintos incentivos o contraprestaciones económicas. Las contribuciones originales de la tesis son la especificación y diseño de una arquitectura que se apoya en un proceso de modelado distribuido que se ha definido en el marco de esta investigación. Éste se basa en el aprovechamiento de recursos que distintas entidades (fuentes de datos) ofrecen para generar modelos de usuario enriquecidos que cubren las necesidades específicas de terceras entidades, considerando la participación del usuario y el control sobre sus recursos personales (datos y modelos de usuario). Lo anterior ha requerido identificar y caracterizar las fuentes de datos con potencial de abastecer al ecosistema, determinar distintos patrones para la generación de modelos de usuario a partir de datos personales distribuidos y heterogéneos y establecer una infraestructura para la gestión de identidad y privacidad que permita a los usuarios expresar sus preferencias e intereses respecto al uso y compartición de sus recursos personales. Además, se ha definido un modelo de negocio de referencia que sustenta las investigaciones realizadas y que ha sido particularizado en dos ámbitos de aplicación principales, en concreto, el sector de publicidad en redes sociales y el sector financiero para la implantación de nuevos servicios. Finalmente, cabe destacar que las contribuciones de esta tesis han sido validadas en el contexto de distintos proyectos de investigación industrial aplicada y también en el marco de proyectos fin de carrera que la autora ha tutelado o en los que ha colaborado. Los resultados obtenidos han originado distintos méritos de investigación como dos patentes en explotación, la publicación de un artículo en una revista con índice de impacto y diversos artículos en congresos internacionales de relevancia. Algunos de éstos han sido galardonados con premios de distintas instituciones, así como en las conferencias donde han sido presentados. ABSTRACT Information society services have changed most of our daily activities, offering unprecedented opportunities with certain characteristics, such as: ubiquitous access, permanent availability, device independence, multimodality and free-of-charge services, among others. However, all the positive aspects that emerge when thinking about these services have as counterpart not-so-obvious threats and risks, because they feed from and use personal data, thus creating concerns about peoples’ privacy. Nowadays, people that play the role of user of services are constantly generating digital data in different service providers. These data reflect part of their intimacy, particular characteristics, preferences, interests, relationships, consumer behavior, etc. Controversy arises because this personal information is stored and kept by the mentioned providers that can use it beyond the user needs and control. Personal data and, in particular, the knowledge about the user that can be obtained from them (user models) have turned into a new economic asset for the service providers. In this way, these data and models can be used to offer user centric services based, for example, in content recommendation, tailored-products or user behavior, all of which allows connecting with the users, keeping them more engaged and involved with the provider, finally reaching customer loyalty in order to guarantee the success of a business model. However, these resources can be used to establish a different kind of business model; one that does not only processes and individually applies personal data, but also shares and trades these data with other entities. From that perspective, the users lack control over their referred data, because it depends from the conditions imposed by the service providers. The consequence is that the users often face the following dilemma: either giving up their personal data or not using the offered services. The Public Sector takes actions in order to protect the users approving, for example, laws and legal initiatives that reinforce privacy and increase control over personal data, while at the same time the authorities are also key players in the economy development that derives from the information society services. In this context, this PhD Dissertation proposes an architecture and reference model to achieve a user-centric personal data ecosystem that promotes the creation, sharing and use of personal data and user models among different providers, while offering users the tools to control who can access which data and why and if applicable, to obtain different incentives. The original contributions obtained are the specification and design of an architecture that supports a distributed user modelling process defined by this research. This process is based on leveraging scattered resources of heterogeneous entities (data sources) to generate on-demand enriched user models that fulfill individual business needs of third entities, considering the involvement of users and the control over their personal resources (data and user models). This has required identifying and characterizing data sources with potential for supplying resources, defining different generation patterns to produce user models from scattered and heterogeneous data, and establishing identity and privacy management infrastructures that allow users to set their privacy preferences regarding the use and sharing of their resources. Moreover, it has also been proposed a reference business model that supports the aforementioned architecture and this has been studied for two application fields: social networks advertising and new financial services. Finally, it has to be emphasized that the contributions obtained in this dissertation have been validated in the context of several national research projects and master thesis that the author has directed or has collaborated with. Furthermore, these contributions have produced different scientific results such as two patents and different publications in relevant international conferences and one magazine. Some of them have been awarded with different prizes.

COMUNICAÇÃO INSTITUCIONAL E UNIVERSIDADE: diretrizes para a divulgação científica no estado de Mato Grosso

O estudo visa identificar as iniciativas de Divulgação Científica empreendidas pela Universidade Federal de Mato Grosso (UFMT) e Universidade do Estado de Mato Grosso (Unemat), com vistas à atualização e ao aperfeiçoamento da comunicação institucional, maior interação com interlocutores e fortalecimento da imagem do estado como produtor de CT&I. Foram empreendidas pesquisas bibliográficas e documentais, áreas prioritárias de fomento e difusão científica; entrevistas; auditoria de imagem na mídia estadual; diagnóstico dos principais produtos de jornalismo científico desenvolvidos pela UFMT e Unemat, assim como iniciativas conjuntas (revista Fapemat Ciência e Rede de Divulgação Científica). O método investigativo adotado pode ser caracterizado como Pesquisa Participante, concebido em estreita associação com resolução de problemas, tomada de consciência ou produção de novos conhecimentos (THIOLLENT, 1996, 1997). Tal estratégia agrega distintas técnicas de pesquisa social, definidas em função de cada fase do processo de investigação. A partir da análise dos conteúdos científicos publicados nos jornais estaduais, foi possível verificar que essas IES públicas ainda não ocupam lugar relevante em tais veículos, o que pode ser justificado pela inadequação de linguagem ou canais de relacionamento, assim como, pela necessidade de uma política de divulgação mais eficiente. O mapeamento dos portais e canais de mídias sociais institucionais evidenciou que a utilização desses veículos ainda pode ser mais bem dinamizada. Por fim, as conclusões apontam que diferenças culturais e institucionais entre as duas IES inviabilizam a adoção de uma Política de Comunicação Científica integrada, comum entre UFMT e Unemat. O que pode ser considerado, é o desenvolvimento de ações para a dinamização de divulgação dessas instituições, no âmbito do Sistema Estadual de CT&I.

Dissociation of cytokine-induced phosphorylation of Bad and activation of PKB/akt: Involvement of MEK upstream of Bad phosphorylation

The phosphatidylinositol 3-kinase (PI3K)-signaling pathway has emerged as an important component of cytokine-mediated survival of hemopoietic cells. Recently, the protein kinase PKB/akt (referred to here as PKB) has been identified as a downstream target of PI3K necessary for survival. PKB has also been implicated in the phosphorylation of Bad, potentially linking the survival effects of cytokines with the Bcl-2 family. We have shown that granulocyte/macrophage colony-stimulating factor (GM-CSF) maintains survival in the absence of PI3K activity, and we now show that when PKB activation is also completely blocked, GM-CSF is still able to stimulate phosphorylation of Bad. Interleukin 3 (IL-3), on the other hand, requires PI3K for survival, and blocking PI3K partially inhibited Bad phosphorylation. IL-4, unique among the cytokines in that it lacks the ability to activate the p21ras–mitogen-activated protein kinase (MAPK) cascade, was found to activate PKB and promote cell survival, but it did not stimulate Bad phosphorylation. Finally, although our data suggest that the MAPK pathway is not required for inhibition of apoptosis, we provide evidence that phosphorylation of Bad may be occurring via a MAPK/ERK kinase (MEK)-dependent pathway. Together, these results demonstrate that although PI3K may contribute to phosphorylation of Bad in some instances, there is at least one other PI3K-independent pathway involved, possibly via activation of MEK. Our data also suggest that although phosphorylation of Bad may be one means by which cytokines can inhibit apoptosis, it may be neither sufficient nor necessary for the survival effect.

Evidence for the involvement of ASIC3 in sensory mechanotransduction in proprioceptors

This work was supported in Taipei by Institute of Biomedical Sciences, Academia Sinica and grants from the Ministry of Science and Technology, Taiwan (NSC100-2321-B-001-018, NSC102-2321-B-001-056, NSC102-2320-B-001-021-MY3, and MOST104-2325-B- 001-011) and in Aberdeen, by the Institute of Medical Sciences, University of Aberdeen, UK. We thank Dr David J. Anderson and Dr Yoshihiro Yoshihara for providing plasmids containing cDNA of eGFP-f and WGA, respectively. Dr John N. Wood, Dr Bai-Chuang Shyu and Dr Yu-Ting Yan for providing transgenic lines including Nav1.8-Cre, Parvalbumin-Cre, ROSA-Gt26 reporter and CAG-STOPfloxed-GFP reporter mice. Also we thank Dr Silvia Arber for offering Parvalbumin-Cre-specific genotyping primer sequence, Dr Philip LeDuc for critical reading of the manuscript, and the Transgenic Core Facility of Academia Sinica for the help on the generation of the 2 Asic3 mutant mice, as well as Dr Sin-Jhong Cheng of NPAS for technique support on electrophysiology