Strategic Sales Process Adaptation: Relationship Orientation of the Sales Process in a Business-to-Business Context

Although previous research has recognised adaptation as a central aspect in relationships, the adaptation of the sales process to the buying process has not been studied. Furthermore, the linking of relationship orientation as mindset with adaptation as a strategy and forming the means has not been elaborated upon in previous research. Adaptation in the context of relationships has mostly been studied in relationship marketing. In sales and sales management research, adaptation has been studied with reference to personal selling. This study focuses on adaptation of the sales process to strategically match it to the buyer’s mindset and buying process. The purpose of this study is to develop a framework for strategic adaptation of the seller’s sales process to match the buyer’s buying process in a business-to-business context to make sales processes more relationship oriented. In order to arrive at a holistic view of adaptation of the sales process during relationship initiation, both the seller and buyer are included in an extensive case analysed in the study. However, the selected perspective is primarily that of the seller, and the level focused on is that of the sales process. The epistemological perspective adopted is constructivism. The study is a qualitative one applying a retrospective case study, where the main sources of information are in-depth semi-structured interviews with key informants representing the counterparts at the seller and the buyer in the software development and telecommunications industries. The main theoretical contributions of this research involve targeting a new area in the crossroads of relationship marketing, sales and sales management, and buying and purchasing by studying adaptation in a business-to-business context from a new perspective. Primarily, this study contributes to research in sales and sales management with reference to relationship orientation and strategic sales process adaptation. This research fills three research gaps. Firstly, linking the relationship orientation mindset with adaptation as strategy. Secondly, extending adaptation in sales from adaptation in selling to strategic adaptation of the sales process. Thirdly, extending adaptation to include facilitation of adaptation. The approach applied in the study, systematic combining, is characterised by continuously moving back and forth between theory and empirical data. The framework that emerges, in which linking mindset with strategy with mindset and means forms a central aspect, includes three layers: purchasing portfolio, seller-buyer relationship orientation, and strategic sales process adaptation. Linking the three layers enables an analysis of where sales process adaptation can make a contribution. Furthermore, implications for managerial use are demonstrated, for example how sellers can avoid the ‘trap’ of ad-hoc adaptation. This includes involving the company, embracing the buyer’s purchasing portfolio, understanding the current position that the seller has in this portfolio, and possibly educating the buyer about advantages of adopting a relationship-oriented approach.

Plan de marketing. Bilbao Central Hostel

[ES]El siguiente trabajo de fin de grado tiene por objeto la realización de un plan de marketing para la empresa Bilbao Central Hostel con el que pueda afrontar la apertura de un hostel en la ciudad de Vitoria – Gasteiz. Para la realización de este plan, me he basado en importantes referencias bibliográficas que describen como ha de desarrollarse un plan de marketing con el fin de definir los objetivos comerciales de Bilbao Central Hostel en un tiempo determinado detallando las estrategias y acciones que se van a seguir. Se iniciará con un análisis del mercado y un diagnóstico de la situación de la empresa, se marcarán los objetivos, estrategias y acciones a seguir, y se implantará un plan de control y seguimiento de ellos. Todo ello se llevará a cabo de forma estructurada con el fin de que pueda afrontar la nueva apertura en la ciudad de Vitoria – Gasteiz.

Investment in fish seed multiplication farms in Bangladesh: Evidences of an attractive business

This study mainly evaluated the profitability of Fish Seed Multiplication Farms (FSMFs) having hatchery, nursery and hatchery-cum-nursery located in the districts of Jessore, Jhenidah and Narail in Bangladesh. The general findings of the study were that the investment in FSMFs with hatchery, nursery and hatchery-cum-nursery was highly profitable business. The results clearly indicated that the investment on hatchery was the most profitable than those of nursery and hatchery-cum-nursery operations from the viewpoints of individual investors. The results of sensitivity analysis suggested that the investment in nursery farm was a risky business with 20 per cent increase in operation and management as well was production costs or 20 per cent reduction in benefits if other things remaining the same. It was also evident from the study that the investors of FSMFs had currently been facing some crucial problems, which among others are: problems of inbreeding, shortage of brood fish, incidence of diseases, unavailability of certain inputs and lack of credit.

Coordination of palliative cancer care in the community: "unfinished business"

Goal: This study assessed the degree to which services in south-central Ontario, Canada, were coordinated to meet the supportive care needs of palliative cancer patients and their families. Participants and method: Programs within the region that were identified as providing supportive care to palliative cancer patients and their families were eligible to participate in the study. Program administrators participated in a semi-structured interview and direct-care providers completed a survey instrument. Main results: Administrators from 37 (97%) of 38 eligible programs and 109 direct-care providers representing 26 (70%) programs participated in the study. Most administrator and direct-care respondents felt that existing services in the community were responsive to palliative care patients' individual needs. However, at a system level, most respondents in both groups felt that required services were not available and that resources were inadequate. The most frequently reported unmet supportive care need identified by both respondent groups was psychological/social support. Most administrator (69%) and direct-care (64%) respondents felt that palliative care services were not available when needed. The majority of administrator and direct-care respondents were satisfied with the exchange of patient information within and between programs, although direct-care staff identified a deficit in information transferred on palliative care patients' social/psychological status. Conclusions: The study demonstrated the value of a theory-based approach to evaluate the coordination of palliative cancer care services. The findings revealed that service programs faced significant challenges in their efforts to provide coordinated care. © 2009 Springer-Verlag.

Justifying accounting change through global discourses and legitimation strategies. The case of the UK central government.

Accounting has been viewed, especially through the lens of the recent managerial reforms, as a neutral technology that, in the hands of rational managers, can support effective and efficient decision making. However, the introduction of new accounting practices can be framed in a variety of ways, from value-neutral procedures to ideologically-charged instruments. Focusing on financial accounting, budgeting and performance management changes in the UK central government, and through extensive textual analysis and interviews in three government departments, this paper investigates: how accounting changes are discussed and introduced at the political level through the use of global discourses; and what strategies organisational actors subsequently use to talk about and legitimate such discourses at different organisational levels. The results shows that in political discussions there is a consistency between the discourses (largely NPM) and the accounting-related changes that took place. The research suggests that a cocktail of legitimation strategies was used by organisational actors to construct a sense of the changes, with authorisation, often in combination with, at the very least, rationalisation strategies most widely utilised. While previous literature posits that different actors tend to use the same rhetorical sequences during periods of change, this study highlights differences at different organisational levels.

Reflections of professional practice: using electronic discourse analysis networks (EDANs) to examine embedded business emails

Emails have become a central genre in business communication, reflecting both how people communicate and how they go about their professional practices. This chapter examines embedded business emails as reflections of the professional practices of the regulatory and policy department of a multinational based in London, UK. It argues that the nature of online communication in international organisations, with its high levels of intertextuality and interdiscursivity, requires multidimensional analytical approaches that are capable of capturing its complexity and dynamics. To this end, the chapter introduces electronic discourse analysis networks (EDANs) as one example of such approaches. It begins with a brief review of the literature that has informed the study reported on here before it discusses EDANs as its analytical framework. Using a group of embedded emails and a number of networked data sets, the chapter shows how EDANs can be used to further our understanding of professional online communication.

Avaliação da gestão da segurança do processo na central de ciclo combinado da Tapada do Outeiro e propostas de melhoria

A Gestão da Segurança do Processo consiste na implementação de procedimentos para controlar os perigos resultantes de fabrico, manuseamento e utilização de substâncias perigosas e da utilização de sistemas sob pressão em instalações industriais, pelo que se torna numa ferramenta de Gestão muito importante na indústria. Pela pesquisa realizada, a Gestão da Segurança do Processo é um tema pouco desenvolvido no nosso país, embora esteja diretamente relacionada com a Diretivas Seveso. Como colaborador da Central de Ciclo Combinado da Tapada do Outeiro, propus-me a avaliar a Gestão da Segurança do Processo na Central. A Direção da Central apoiou o tema, reservando a confidencialidade do trabalho final devido a assuntos sensíveis do negócio. Como resultado final do Projeto temos a avaliação da Gestão da Segurança do Processo na Central de Ciclo Combinado da Tapada do Outeiro, permitindo à gestão da Central identificar oportunidades para melhorar a efetividade do cumprimento deste objetivo.

How to attract central and Northeneuropeans to a rural tourism establishment in the center of Portugal

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

Business Intelligence para apoio à gestão das listas de inscritos para cirurgia em Portugal continental

Em Portugal Continental a problemática das listas de inscritos para cirurgia e os seus tempos de espera são matérias que preocupam a sociedade portuguesa desde o início da década de noventa, do século XX. Atualmente as ferramentas de business intelligence ganham cada vez maior importância nas organizações inseridas num contexto mais complexo, competitivo e que exige respostas rápidas, adequadas e em constante mudança. O projeto desenvolvido consiste na implementação de uma aplicação de business intelligence, na Unidade Central de Gestão de Inscritos para Cirurgia, sedeada na Administração Central do Sistema de Saúde, I.P., que apoie a gestão das listas de inscritos para cirurgia de forma mais atempada, com maior qualidade e rigor, e com benefícios inquestionáveis para os utentes. Este projeto visa a monitorização de indicadores basilares; melhoria do controlo do desempenho dos hospitais; comparação entre os valores estabelecidos para determinados indicadores e os desvios verificados; simulação do impacto de algumas medidas, na lista de inscritos para cirurgia, antes da sua implementação; e facultar informação que permita adequar, a todo o momento, a oferta à procura, em determinadas patologias cirúrgicas. Os objetivos do projeto, definidos à priori, foram concretizados na sua totalidade, tendo sido a aplicação concluída com sucesso. Sugere-se, como ações futuras, acrescer novos indicadores e mais dimensões de análise à aplicação desenvolvida no âmbito deste projeto, alargando a capacidade de análise da Unidade Central de Gestão de Inscritos para Cirurgia, com inerente aumento da sua competência de gestão da Lista de Inscritos para Cirurgia em Portugal Continental.

How to take advantage of wine tourism: Creation of a new concept for central Alentejo based on its potential and worldwide success factors

Wine Tourism is gaining importance in today’s world and more destinations and establishments have been arising. After understanding the importance of this economic activity and the factors it must have to succeed, a new project was conceived for Central Alentejo taking into account its potential. This project is an example of how to take advantage of Wine Tourism in wine regions that are underexplored, such as Aldeias de Montoito, the village near Redondo to which a Business Plan will be created, explaining the strategies to pursue in order to have a successful Wine Tourism destination.

The Inflation Bias When the Central Bank Targets, the Natural Rate of Unemployment

This paper studies the proposition that an inflation bias can arise in a setup where a central banker with asymmetric preferences targets the natural unemployment rate. Preferences are asymmetric in the sense that positive unemployment deviations from the natural rate are weighted more (or less) severely than negative deviations in the central banker's loss function. The bias is proportional to the conditional variance of unemployment. The time-series predictions of the model are evaluated using data from G7 countries. Econometric estimates support the prediction that the conditional variance of unemployment and the rate of inflation are positively related.

La production de connaissances dans le cluster montréalais de l’aérospatiale. Le cas d’un réseau local d’innovation

L’importance que revêt la localisation des entreprises dans le fonctionnement et la compétitivité de celles-ci amène à porter l’attention sur la problématique des clusters et l’influence qu’ils peuvent avoir sur la production de connaissances. À travers une perspective théorique qui repose sur la prise en compte des travaux portant sur les districts industriels et ceux plus récents, sur les clusters, nous mettons en évidence une évolution conceptuelle du phénomène de la localisation des entreprises. La place qu’occupe la production de connaissances constitue désormais un élément central des travaux récents qui portent sur les districts et les clusters industriels. Notre examen des dynamiques de fonctionnement de ces systèmes permet d’affirmer que la production de connaissances est une caractéristique centrale des clusters ainsi que leur principal avantage compétitif. Étroitement liée aux réseaux inter-organisationnels, la production de connaissances n’est pas un phénomène naturel, elle découle des mécanismes intrinsèques aux clusters, qu’on cherche à mettre en évidence. Pour ce faire, notre méthodologie qui emprunte les principaux repères de l’analyse stratégique des organisations conduit à l’étude du fonctionnement concret d’un réseau local d’innovation, constitué d’entreprises et d’institutions locales présentes dans le cluster montréalais de l’aérospatiale. Un réseau constitué par l’intermédiaire du Consortium de Recherche et d’Innovation en Aérospatiale du Québec, une institution centrale dans le fonctionnement de ce cluster.

L’efficacité contestée du recours aux agents de santé communautaires pour la prise en charge du paludisme : évaluation du programme burkinabé dans les districts de Kaya et de Zorgho

Contexte. Le paludisme provoque annuellement le décès d’environ 25 000 enfants de moins de cinq ans au Burkina Faso. Afin d’améliorer un accès rapide à des traitements efficaces, les autorités burkinabées ont introduit en 2010 la prise en charge du paludisme par les agents de santé communautaires (ASC). Alors que son efficacité a été démontrée dans des études contrôlées, très peu d’études ont évalué cette stratégie implantée dans des conditions naturelles et à l’échelle nationale. Objectif. L’objectif central de cette thèse est d’évaluer, dans des conditions réelles d’implantation, les effets du programme burkinabé de prise en charge communautaire du paludisme sur le recours aux soins des enfants fébriles. Les objectifs spécifiques sont : (1) de sonder les perceptions des ASC à l’égard du programme et explorer les facteurs contextuels susceptibles d’affecter leur performance ; (2) d’estimer le recours aux ASC par les enfants fébriles et identifier ses déterminants ; (3) de mesurer, auprès des enfants fébriles, le changement des pratiques de recours aux soins induit par l’introduction d’une intervention concomitante – la gratuité des soins dans les centres de santé. Méthodes. L’étude a été conduite dans deux districts sanitaires similaires, Kaya et Zorgho. Le devis d’évaluation combine des volets qualitatifs et quantitatifs. Des entrevues ont été menées avec tous les ASC de la zone à l’étude (N=27). Des enquêtes ont été répétées annuellement entre 2011 et 2013 auprès de 3002 ménages sélectionnés aléatoirement. Les pratiques de recours aux soins de tous les enfants de moins de cinq ans ayant connu un récent épisode de maladie ont été étudiées (N2011=707 ; N2012=787 ; N2013=831). Résultats. Les résultats montrent que le recours aux ASC est très modeste en comparaison de précédentes études réalisées dans des milieux contrôlés. Des obstacles liés à l’implantation du programme de prise en charge communautaire du paludisme ont été identifiés ainsi qu’un défaut de faisabilité dans les milieux urbains. Enfin, l’efficacité du programme communautaire a été négativement affectée par l’introduction de la gratuité dans les centres de santé. Conclusion. La prise en charge communautaire du paludisme rencontre au Burkina Faso des obstacles importants de faisabilité et d’implantation qui compromettent son efficacité potentielle pour réduire la mortalité infantile. Le manque de coordination entre le programme et des interventions locales concomitantes peut générer des effets néfastes et inattendus.

Entrepreneurship and Motivation in Small Business Sector of Kerala

This thesis Entitled entrepreneurship and motivation in small business sector of kerala -A study of rubber products manufacturing industry.Rubber-based industry in Kerala was established only in the first half of the 20th century.the number of licensed manufacturers in the State has increased substantially over the years, particularly in the post- independence period. 54 rubber manufacturing units in 1965-66, the number of licensed rubber-based industrial units has increased to 1300 units in 2001-02. In 2001-02 Kerala occupied the primary position in the number of rubber goods manufacturers in the country.As per the latest report of the Third All India Census of Small Scale Industries 2001-02, Kerala has the third largest number of registered small scale units in the country next after Tamil Nadu and Utter Pradesh.This study of entrepreneurship in the small-scale rubber goods manufacturing industry in Kerala compares a cross section of successful and unsuccessful entrepreneurs with respect to socio-economic characteristics and motivational dynamics. Based on a sample survey of 120 entrepreneurs of Kottayam and Ernakulam districts successful and unsuccessful entrepreneurs were selected using multiple criteria. The study provides guidelines for the development of entrepreneurship in Kerala.The results on the socio-economic survey support the hypothesis that the successful entrepreneurs will differ from unsuccessful entrepreneurs with respect to education, social contacts, initial investment, sales turnover, profits, capital employed, personal income, and number of employees.Successful entrepreneurs were found to be self~starters. Successful entrepreneurs adopted a lot more technological changes than unsuccessful entrepreneurs. Successful entrepreneurs were more innovative — the percent of successful entrepreneurs and unsuccessful entrepreneurs reporting innovations in business were 31.50 and 8.50 percent respectively.

Modelo de gestión de la red de distribución tercerizada segmento tiendas región central, en productos de consumo masivo, mediante datos de panel y simulación de Monte Carlo.

El proyecto de investigación parte de la dinámica del modelo de distribución tercerizada para una compañía de consumo masivo en Colombia, especializada en lácteos, que para este estudio se ha denominado “Lactosa”. Mediante datos de panel con estudio de caso, se construyen dos modelos de demanda por categoría de producto y distribuidor y mediante simulación estocástica, se identifican las variables relevantes que inciden sus estructuras de costos. El problema se modela a partir del estado de resultados por cada uno de los cuatro distribuidores analizados en la región central del país. Se analiza la estructura de costos y el comportamiento de ventas dado un margen (%) de distribución logístico, en función de las variables independientes relevantes, y referidas al negocio, al mercado y al entorno macroeconómico, descritas en el objeto de estudio. Entre otros hallazgos, se destacan brechas notorias en los costos de distribución y costos en la fuerza de ventas, pese a la homogeneidad de segmentos. Identifica generadores de valor y costos de mayor dispersión individual y sugiere uniones estratégicas de algunos grupos de distribuidores. La modelación con datos de panel, identifica las variables relevantes de gestión que inciden sobre el volumen de ventas por categoría y distribuidor, que focaliza los esfuerzos de la dirección. Se recomienda disminuir brechas y promover desde el productor estrategias focalizadas a la estandarización de procesos internos de los distribuidores; promover y replicar los modelos de análisis, sin pretender remplazar conocimiento de expertos. La construcción de escenarios fortalece de manera conjunta y segura la posición competitiva de la compañía y sus distribuidores.