A relevância da comunicação integrada no web marketing: estudo de um caso prático

Dissertação de Mestrado apresentada ao Instituto Superior de Contabilidade e Administração do Porto para a obtenção do grau de Mestre em Marketing Digital, sob orientação do Prof. Paulo Alexandre Pires

An adaptive IoT management infrastructure for eco transport networks

The complexity associated with fast growing of B2B and the lack of a (complete) suite of open standards makes difficulty to maintain the underlying collaborative processes. Aligned to this challenge, this paper aims to be a contribution to an open architecture of logistics and transport processes management system. A model of an open integrated system is being defined as an open computational responsibility from the embedded systems (on-board) as well as a reference implementation (prototype) of a host system to validate the proposed open interfaces. Embedded subsystem can, natively, be prepared to cooperate with other on-board units and with IT-systems in an infrastructure commonly referred to as a center information system or back-office. In interaction with a central system the proposal is to adopt an open framework for cooperation where the embedded unit or the unit placed somewhere (land/sea) interacts in response to a set of implemented capabilities.

Revisão, aplicação e avaliação dos mercados eletrónicos - emarket

Os mercados eletrónicos são sistemas de informação (SI) utilizados por várias entidades organizacionais distintas dentro de um ou vários níveis em termos das cadeias de valor económico (Journal Electronic Markets, 2012). Segundo (Bakos, 1998) têm um papel central na economia, facilitando a troca de informações, produtos, serviços e pagamentos. Durante o processo, é criado valor económico para o comprador, fornecedor, intermediários do mercado e para a sociedade em geral. O comércio eletrónico é o ato de realizar um qualquer tipo de negócio através de uma via eletrónica e é constituído por modelos diversificados onde se destacam o Business to Business (B2B) e o Business to Consumer (B2C). O modelo B2B possui uma quota de 90 % de todo o comércio, sendo esse sucesso intrinsecamente relacionado em grande parte às vantagens que as suas plataformas oferecem às empresas que inseridas nelas (Anacom, 2004). O âmbito principal deste trabalho é o estudo dos B2B, tendo sido para tal definidos os seguintes objetivos: Realizar a identificação do estado atual bem como a evolução dos mercados B2B em Portugal; Caraterização das funcionalidades das plataformas que atuam no tecido nacional e por fim fazer a criação de um conjunto de orientações de apoio a empresas que desejam fazer a inserção nestes mercados. Para serem alcançados os objetivos propostos na dissertação, foram inquiridas várias organizações ao mesmo tempo que foi realizada uma pesquisa de temas e artigos relacionados com os mercados eletrónicos e plataformas B2B, recorrendo a sites como a B-On.pt, e utilizando o motor de busca Google. Este relatório apresenta a seguinte estrutura: No capítulo 1 é apresentada a introdução teórica das matérias apresentadas nos capítulos seguintes; O capítulo 2 é centrado no comércio eletrónico, definições mais comuns e são demonstrados os modelos mais preponderantes do comércio eletrónico; No capítulo 3 são expostas todas as vertentes do modelo B2B, as principais plataformas B2B a atuar no tecido nacional, as suas funcionalidades e modo de operação bem como uma apresentação das principais plataformas a nível mundial; No capítulo 4 são apresentados um conjunto de tópicos de auxílio a empresas que desejem fazer a sua inserção neste tipo de mercados; Por último são descritas as principais conclusões retiradas na realização da dissertação. Em suma, este trabalho reúne um conjunto de dados e orientações úteis, decorrentes do estudo realizado de auxílio a empresas a aderirem aos mercados eletrónicos, visto ser uma abordagem promissora para as organizações.

Brokerage Platform for Media Content Recommendation

Near real time media content personalisation is nowadays a major challenge involving media content sources, distributors and viewers. This paper describes an approach to seamless recommendation, negotiation and transaction of personalised media content. It adopts an integrated view of the problem by proposing, on the business-to-business (B2B) side, a brokerage platform to negotiate the media items on behalf of the media content distributors and sources, providing viewers, on the business-to-consumer (B2C) side, with a personalised electronic programme guide (EPG) containing the set of recommended items after negotiation. In this setup, when a viewer connects, the distributor looks up and invites sources to negotiate the contents of the viewer personal EPG. The proposed multi-agent brokerage platform is structured in four layers, modelling the registration, service agreement, partner lookup, invitation as well as item recommendation, negotiation and transaction stages of the B2B processes. The recommendation service is a rule-based switch hybrid filter, including six collaborative and two content-based filters. The rule-based system selects, at runtime, the filter(s) to apply as well as the final set of recommendations to present. The filter selection is based on the data available, ranging from the history of items watched to the ratings and/or tags assigned to the items by the viewer. Additionally, this module implements (i) a novel item stereotype to represent newly arrived items, (ii) a standard user stereotype for new users, (iii) a novel passive user tag cloud stereotype for socially passive users, and (iv) a new content-based filter named the collinearity and proximity similarity (CPS). At the end of the paper, we present off-line results and a case study describing how the recommendation service works. The proposed system provides, to our knowledge, an excellent holistic solution to the problem of recommending multimedia contents.

Estimation Models for the adoption and use of information technology: internet-related technologies at firm level in the Portuguese and European context

Dissertação apresentada como requisito parcial para obtenção do grau de Doutor em Gestão de Informação

A Multi–Agent Brokerage Platform for Media Content Recommendation

Near real time media content personalisation is nowadays a major challenge involving media content sources, distributors and viewers. This paper describes an approach to seamless recommendation, negotiation and transaction of personalised media content. It adopts an integrated view of the problem by proposing, on the business-to-business (B2B) side, a brokerage platform to negotiate the media items on behalf of the media content distributors and sources, providing viewers, on the business-to-consumer (B2C) side, with a personalised electronic programme guide (EPG) containing the set of recommended items after negotiation. In this setup, when a viewer connects, the distributor looks up and invites sources to negotiate the contents of the viewer personal EPG. The proposed multi-agent brokerage platform is structured in four layers, modelling the registration, service agreement, partner lookup, invitation as well as item recommendation, negotiation and transaction stages of the B2B processes. The recommendation service is a rule-based switch hybrid filter, including six collaborative and two content-based filters. The rule-based system selects, at runtime, the filter(s) to apply as well as the final set of recommendations to present. The filter selection is based on the data available, ranging from the history of items watched to the ratings and/or tags assigned to the items by the viewer. Additionally, this module implements (i) a novel item stereotype to represent newly arrived items, (ii) a standard user stereotype for new users, (iii) a novel passive user tag cloud stereotype for socially passive users, and (iv) a new content-based filter named the collinearity and proximity similarity (CPS). At the end of the paper, we present off-line results and a case study describing how the recommendation service works. The proposed system provides, to our knowledge, an excellent holistic solution to the problem of recommending multimedia contents.

Criação de um negócio de comércio electrónico com base em marketing de rede

Projeto de Mestrado apresentado ao Instituto Superior de Contabilidade e Administração do Porto, para obtenção do Grau de Mestre em Empreendedorismo e Internacionalização, sob orientação da Professora Doutora Ana Azevedo

A technology market transfer for the Zonadvanced video technology

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

Achieving better service level results, through improvements in procedures

This project aims to prepare Worten Empresas (WE) fulfilling the increasing market demand through process changings, focusing on the Portuguese market, particularly on internal B2B clients1. Several methods were used to measure the current service level provided - process mapping, resources assessment, benchmark and a survey. The results were then used to compare against service level actually desired by WE’s customer, and then to identify the performance gaps in response times and quality of the follow-up during the sales process. To bridge the identified gaps, both a set of recommendations and an implementation plan were suggested to improve and monitor customer experience. This study concluded that it is possible to fulfill the increasing level of demand and at the same time improve customer satisfaction by implementing changes at the operations level.

How to monitor and improve Unilever JM Supply Chain processes to become the best of Portugal’s sector in 2015?

Unilever Jerónimo Martins is a Portuguese joint-venture leading firm in what concerns the supply chain industry of fast-moving consumer goods in Portugal. The scope of analysis of this Work Project is focusing on Unilever-JM operations and services in the Portuguese market regarding quality, efficiency and effectiveness over B2B customers. It will be analysed the possibility of development and implementation of a performance measurement system, Tableau de Bord, which will be crucial for the identification of potential opportunities of improvement with impact in the supply chain processes. This will be completed through the establishment of KPI’s to monitor and manage periodically logistics, planning and customer service processes’ performance, which are the ones where the bottlenecks are impacting more in the supply chain. In this work project the nexus causality for the problems will also be discussed and some recommendations will be prepared to tackle the inefficiencies found through the monitoring of the previous core processes, in order to improve efficacy and quality service of the supply chain.

Lucuma as an exotic high quality fruit imported into Portugal and the UE

This project has two different goals, one of them is to promote the consumption of exotic fruits with high quality. The other goal of the project is to look for the viability of turning this work project into a real business, focusing in two different channels to diversify its revenues: B2B and B2C. In order to achieve this second goal, this project aims to see the best way to commercialize this product (Lucuma powder and Pulp of Lucuma) and how to make it in an efficient way with right companies. Therefore, the project aims to create a company to commercialize the product between the producers in Peru and possibly small businesses interested in acquire the processed fruit and also individuals interested in own consumption in small quantities. This project, if successful, tries to diversify the consumption into other good organic healthy products in the long-term.

Proposta de um modelo de medição e análise da satisfação de clientes em empresas de software : caso prático do ambiente business-to-business

Os estudos da satisfação e lealdade do cliente em ambiente Business-to-Business têm emergido devido ao interesse práctico e académico. Recorreu-se a um caso práctico de uma empresa de software internacional, ESRI, a operar em Portugal com modelo de negócio B2B e comportamento de compra extensivo. Desenvolveu-se um modelo estrutural com 11 variáveis latentes: lealdade; satisfação; imagem; atmosfera; cooperação; adaptação; processos; tecnologia; orientação ao cliente; competências; colaboradores e comunicação. Foram analisadas 304 respostas ao questionário de satisfação e de seguida aplicou-se o modelo a seis grupos de clientes segmentados de acordo com a contribuição do cliente para as receitas e o comportamento no processo de decisão de compra. Recorreu-se a modelos SEM (Structural Equation Modelling) com estimação dos parâmetros através da metodologia PLS (partial Least Squares). Os resultados mostram nos seis segmentos, que os valores da empresa, a cooperação através da competência dos colaboradores e da orientação ao cliente e a tecnologia são factores mais importantes para a satisfação e lealdade dos clientes.

How could marketing automation impact the business performance of Comexposium?

Comexposium continues to exhibit strong growth through global acquisition of key events. However, the company identified the need to increase the renewal rate of its exhibitors. In order to do so, Comexposium determined marketing automation software could have enormous value. However, the company currently does not have the appropriate data to determine to specific returns the software could provide. Thus, this report focused on assessing the impact of marketing automation on the business performance of a B2B enterprise and the best methods to implement and measure it. The main findings were that the software could be of immense value to Comexposium, if the company is ready to invest in internal resources and take the time to adapt to the changes the tool will incur.

Implementation of a customer relationship management system in an SME

The research conducted for this thesis has been carried out over a two year period as part of the Mobile Tools and Technology for customer care (MOTTO) project. The project was funded under the Applied Grant scheme administered by Enterprise Ireland and Nortel Networks Ltd. It was a partnership project between Galway-Mayo Institute of Technology, University of Limerick, National University of Ireland Galway, and a global Internet and communications company, Nortel Networks. The project aimed to investigate the enabling mobile communications technologies in e-Business and mobile communications in the area of Business-to-Business (B2B) customer care. The development of the application discussed in this thesis was developed in conjunction with the Galway-Mayo Institute of Technology, University of Limerick and AMT Ireland. The decision to develop the application in the Electronics Company of AMT in Limerick came about as a result of the contact established by Mark Southern from the University of Limerick. Mark was involved in overseeing the development and assisted in establishing the user requirements.

Chancen und Risiken von E-Commerce

Obgleich der Boom der New Economy Schwung verloren hat, nehmen der elektronische Handel zwischen Unternehmen (B2B) und der elektronische Verkauf an private Endkunden (B2C) weiterhin deutlich zu. Dieser Prozess wird von den Industrieländern angeführt, setzt sich aber mit Zeitverzögerung auch in Entwicklungsländern durch. Dies hat weitreichende Folgen für die Rolle von Unternehmen im Produktionssystem – sowohl in Industrie - als auch in Entwicklungsländern. Das Internet ermöglicht neue Marketingkonzepte und neue Koordinationsformen in der Wertschöpfungskette, vor allem aber erhöht es die Markttransparenz und den Wettbewerbsdruck. Der Begriff Electronic Commerce (E-Commerce) zu Deutsch elektronische Handeln, ist nicht neu. Seit Jahrzehnten tauschen Unternehmen Geschäftsdaten über eine Vielzahl von Netzwerken aus. Die drastische Entwicklung des Internets hat einen großen Teil dazu beigetragen, dass sich der elektronische Handel enorm ausgedehnt hat. Angefangen mit einer reinen Vermittlung von Daten zwischen Unternehmen über geschlossene Computernetzwerke, erfuhr er eine Wandlung zu einem ausgedehnten Netzwerk von kommerziellen Aktivitäten, die sowohl privaten als auch kommerziellen Teilnehmern vollkommen neue Möglichkeiten eröffnen [Laga, 1998]. Das Internet ist zum Synonym für eine neue Welt und für die New Economy geworden. Jedes Unternehmen, welches im E-Business eine aktive Rolle spielen möchte, durchläuft einen Entwicklungsprozess vom einfachen Verkauf im Internet zur Umsetzung der Prinzipien des E-Business. E-Commerce und E-Business werden oft synonym verwendet, jedoch unterscheiden sie sich voneinander im Bezug auf Ausprägung und Reichweite [Internet-Manual.de].