Spill-over effects in multi-partner loyalty programs

A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and Economics

Management of Costa Vicentina as a tourism destination for Portuguese surfers

A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and Economics

Management of Costa Vicentina as tourism destination for foreign surf practitioner and beginners

A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and Economics

The dynamics of brand loyalty across a consumer’s lifetime

This project studies the Portuguese female fashion market. We intend to determine patterns of consumer brand loyalty across brands and ages. By interviewing 8 young adults and surveying 125 teens and 87 adults, we found that brands’ segmentation by usage per age segment is related with differentiation in brand loyalty and peer pressure. We also found that teens have higher attitudinal brand loyalty while adults have higher behavioral loyalty. Moreover, brand loyalty in teens is more susceptible to peer pressure. The results imply that customer relationship management strategies should be differentiated according to age segment. We also derive marketing implications with a focus on each brand’s loyalty profile.

Marketing plan: How to benefit from the European population ageing and attract the affluent senior segment to choose Lisbon as a tourism destination?

NSBE - UNL

Strategic account management: the path to gain customer loyalty

The account management field works closely with the sales team, serving as the customer’s primary point of contact. This project’s purpose was to understand if shifting the account management from brand centric to customer centric, would be the best fit for a Portuguese Pharmaceutical company. This customer centric approach - Strategic Account Management (SAM) - was studied, understanding the implicated trade-offs to the company. The workforce was probed about the project and their comments were analyzed. The conclusion points to an implementation of SAM and proposes the adaptations to follow in order to smooth the change.

Can location-based mobile marketing enhance the customer experience and increase customer satisfaction and loyalty?

This study intends to explore the impact of customer experience on customer satisfaction and loyalty by trying to understand how location-based mobile marketing might enhance the customer experience. Primary data was collected from 201 smartphone users in 24 countries. Results have indicated that targeted location-based marketing positively influences customers’ experiences. Besides, the analysis has also shown a favorable impact on customers’ satisfaction and self-perceived loyalty. This suggests that location-based mobile marketing has the potential to positively add value to a customer’s experience and should therefore be considered an important tool in marketing communications.

Turning Lisbon into a tourism and luxury shopping destination for Chinese travellers

Branding Lab

E-loyalty in e-commerce: A study at GIRISSIMA.COM

Few studies have been conducted on causal antecedents for electronic loyalty regarding the online fashion industry. In Portugal there is no systematic empirical research in this area. This study aims to examine e-satisfaction and e-trust that potentially impact eloyalty. It also examines the impact of price, website design and selection of brands. A research study was performed at GIRISSIMA.COM and survey responses were 77. The findings show that e-satisfaction is the main driver of e-loyalty. E-trust, website design and price affect positively e-loyalty. Additionally, selection of brands was proved to impact e-loyalty through e-satisfaction and e-trust.

Management consulting labs- Galp loyalty

The purpose of this project was to diagnose and estimate the possible value to add to the current loyalty program of Galp and to explore possible redefinitions to the loyalty approach. In order to do that it was performed a deep benchmarking about the company, exhaustive research on the existent data about loyalty and loyalty programs, new data mining with quantitative and qualitative analysis, exploratory market research and ideation sessions. Based on all the work developed, a group of five changes of paradigm were suggested through structured and innovative ideas to answer the challenge proposed.

Management consulting labs-Galp loyalty

The objective of this consulting project was to assist Galp Energia in its approach to loyalty. In order to do so, two hypotheses were defined. The first assumed there was value to capture in the existing approach. The second held that it was possible to create value through a radically innovative approach. The methodology used to corroborate those hypotheses encompassed several quantitative analyses, as well as desk research and market research. As a result, a compilation of recommendations comprising implementation proposals that considered both hypotheses as valid was presented in order to suggest a paradigm change

Management consulting labs Galp loyalty

The main objective of this project was to investigate methods to create a new loyalty approach for Galp Energia in order to improve customer retention and reduce churn, related with the expansion of hypermarket chains’ in the Fuel Retail Market and the country’s economical situation. The team carried out on-spot surveys and focus groups, researched loyalty programs’ best practices, analyzed peers practices and the company’s past performance in order to find important customer insights. These were used to develop the final recommendations resulting in a new paradigm to the group’s loyalty approach alongside incremental improvements to the current loyalty solutions.

Management consulting labs-Galp loyalty learning experience

The purpose of this project was to analyze Galp’s loyalty approach in the Portuguese fuel market given the industry context, namely the entry of hypermarket and the resulting increase in competitiveness. The team performed analyses based on analytical models, qualitative research and internal interviews in order to assess Galp’s potential in the field of loyalty and consumers’ behavior. The final recommendations were based on incremental improvements to the Galp’s existing loyalty tool and an innovative paradigm change of the approach to loyalty.

Aplicação do CRM no contexto do bloco operatório

RESUMO - Introdução: Na última década, inúmera literatura sobre temas de saúde, principalmente abordando a Segurança do Doente, foca a necessidade e a importância do conceito de trabalho em equipa e da sua implementação na atividade dos profissionais de saúde. É também referido, como exemplo a seguir, por analogia e com a devida adaptação, o conceito e a metodologia do Crew Resource Management (CRM) da aviação civil, em que vários autores reviram a evidência da sua aplicação à medicina e concluíram que era uma ferramenta útil em formação não-técnica para a prática da cirurgia segura. Porquê esta analogia entre a saúde e a aviação civil? Porquê este despertar na saúde para o trabalho em equipa e, principalmente, baseando-se na metodologia do CRM da aviação civil? Qual a importância da formação não-técnica e como pode esta ser adaptada à atividade dos profissionais da saúde, nomeadamente no bloco operatório? São estas as principais questões que irão ser investigadas e analisadas ao longo deste estudo. Objetivos: Na aviação civil, a segurança é uma das prioridades desta indústria e um dos pilares da sua sustentabilidade. Sendo a indústria da aviação civil, como a saúde, uma atividade complexa importa em primeiro lugar compreender como a segurança deve ser abordada nas organizações complexas. Depois de compreendermos os quatro pilares da segurança (política, risco, garantia e promoção) aplicados na aviação civil, analisaremos a necessidade da formação não-técnica, explicando a importância da metodologia do CRM na aviação civil e a possibilidade da “importação” dos seus conceitos pela saúde. Metodologia: Para aferirmos a necessidade de formação não-técnica pelos profissionais da saúde foi desenvolvido um inquérito aos alunos finalistas dos Cursos de Enfermagem e dos Cursos de Medicina e outro inquérito a profissionais da saúde, Enfermeiros e Médicos (Anestesista e Cirurgião) com funções no Bloco Operatório, para responderem às seguintes inquietações:  Tiveram os profissionais de saúde formação formal na sua licenciatura ou pós-graduação em temas sobre comunicação, trabalho em equipa, gestão do erro, gestão do stress, liderança, atitudes e comportamentos para um trabalho em equipa eficiente e seguro?  Tiveram formação inicial no início da sua carreira e formação recorrente equivalente sobre estes temas ao longo da sua carreira?  Estão os profissionais de saúde preparados, com conhecimentos obtidos em formação formal, para trabalhar em equipa? Pretendeu-se igualmente, através de inquérito, saber se os alunos finalistas das licenciaturas acima identificadas consideram importante para a sua futura atividade como profissionais de saúde possuírem competências não-técnicas para o trabalho em equipa para evitarem os eventos adversos. No referido inquérito será também questionado quais as matérias a abordar nas licenciaturas (ou em outra etapa da formação), consideradas necessárias para se obterem competências de trabalho em equipa e qual a opinião sobre a frequência da formação recorrente sobre estes temas. Conclusão: O trabalho ficará concluído com uma proposta de conteúdos programáticos para a formação não-técnica dos profissionais de saúde, para a sua formação inicial e para a formação recorrente ao longo da carreira, baseada na metodologia do CRM da aviação civil. Objetivo final: Como objetivo final do estudo pretende-se contribuir, através da aplicação de formação não-técnicas aos profissionais de saúde, para a melhoria da Segurança do Doente nos cuidados em saúde.

Unilever food solutions new digital CRM platform- what is the combination of tools, processes and content that will help Unilever food solutions grow his business?

Unilever Food Solutions new digital CRM1 Platform - What is the combination of tools, processes and content that will help Unilever Food Solutions grow his business? Unilever Food Solutions (UFS) intend to create a new online platform to enable it to communicate with segments of the markets, which have previously been too difficult to reach. Specifically targeted at Chefs and other food professionals, the aim is to create an interactive website, which delivers value to its intended users by providing a variety of relevant content and functions, while simultaneously opening up a potential transactional channel to those same users.