Teses / dissertações: "Direct sales"

1

Gultekin, Metin. "Foreign Military Sales versus Direct Commercial Sales". Thesis, Monterey, Calif. : Springfield, Va. : Naval Postgraduate School ; Available from National Technical Information Service, 1998. http://handle.dtic.mil/100.2/ADA355007.

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Thesis (M.S. in Management) Naval Postgraduate School, September 1998.
"September 1998." Thesis advisor(s): Orin E. Marvel, John E. Mutty. Includes bibliographical references (p. 87-90). Also available online.

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Belinger, Jan. "Direct sales and its impact on Automotive distribution". Master's thesis, Vysoká škola ekonomická v Praze, 2017. http://www.nusl.cz/ntk/nusl-359265.

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This masters thesis aims to explore the possible implementation of the direct distribution model within the automotive industry. The goal is to outline the possible distribution strategy, using the direct distribution model, for an auto manufacturer. The theoretical background and cases that are used to describe the practical usage of the model are based on a secondary research. More specific aspects of the distribution model are then based on interviews conducted with professionals from the automotive industry. The proposed distribution strategy consists of combination of several direct distribution models. Different models are used due to the distinct nature of the products, considered in the process of new distribution model design. The implementation would allow the OEM to gain more control over the distribution process and create more efficient distribution system.

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Yeager, Irvin. "Potential Benefits of Extended Season Sales Through Direct Markets". DigitalCommons@USU, 2012. https://digitalcommons.usu.edu/etd/1249.

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This study examines fresh produce production sold through local farmers’ markets in the U.S. Rocky Mountain region to determine likelihood and benefits for extending production and marketing of fresh produce. Surveys were conducted with producers and farmers’ market managers to determine the likelihood of season extension, marketing realities, and potential products. Prices for eight commonly found produce items were collected at farmers’ markets in Utah and Colorado to model expected off-season pricing. Surveys responses show producers have a short marketing season, limited acreage, and receive low revenues, but are experienced and have adopted some season extension techniques. High tunnels, one of the most effective season extension techniques, had limited usage in the survey among participants. Market manager surveys show the need for many markets to move indoors in the off-season and felt that consumers were unlikely to pay premiums in the extended season. Collected prices were analyzed using ARMA and ARIMA methods to provide a forecast for prices in the extended season. The results show that some produce items are priced higher in the early season, while others are higher in fall, while prices for some items are near constant. The study concludes that although producers could benefit from market and season extension, additional season extending techniques should be adopted as well as consider diversifying offerings. Profitability in an extended season is likely to be constrained by market availability and market manager responses, despite increasing consumer demand for local foods.

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4

Fejdiova, Elena. "Female cosmetic coalitions : how to be women together through direct sales cosmetics". Thesis, University of East London, 2018. http://roar.uel.ac.uk/7537/.

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This research is based on ethnographic fieldwork amongst women purchasing direct sales cosmetics in Slovakia. To interpret the data I use concepts from social as well as evolutionary anthropology. In the thesis I examine the closely bonded female collectives that emerged during the purchasing of cosmetics from direct sales companies. I show that while the company sales representatives were trained in the network selling marketing to make a profit, under specified conditions women’s collectives emerged that encouraged the shared ritualized purchase of cosmetics which undermined the sales representatives’ incentives to make a gain. I identify and explain the mechanisms that intensified the relationships amongst the women who created collectives of allies. In this ritually forged environment the women created small collectives based on mutual trust, sharing, egalitarianism and cooperation that extended beyond the context of attractiveness enhancement. In the ritual mode women generated a resistance culture that opposed the individualistic and competitive practices of the cosmetic companies and favoured the leveling of beautification through ritual egalitarianism. From the energetically costly ritual performance ambivalent ritual gender emerged that incorporated both female and male characteristics and was controlled by the female collectives. Endowed with ritual power women employed their ritually created collective agency by claiming their ritual space and time. In the process of ritualization the women transformed economic relations into gift-like relationships that through a web of social obligations created bonds of solidarity and cooperation amongst them. As a result of the collective ritual practice cosmetics became a signal of commitment to the cosmetic coalition. They were invested with the meanings of morality, cooperation and equality of quasi kinship ties. Through regular participation in the collective cosmetic rituals women learnt a ritual template that enabled them to enter any such female collective across Slovakia. These collectives provided their female members with benefits beyond the ritual context. The thesis contributes to the body of work on female competition and cooperation. It shows that once women are united through collective rituals with cosmetics and beautification at their centre they create a safe environment where cooperation rather than competition through beauty prevails. Through recognizing and interpreting the mechanisms for bonding and group commitment the thesis also develops the model of female cosmetic coalitions within the setting of direct sales cosmetics in Slovakia.

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Jung, Sung-Hoon. "The global-local interplay : Korean foreign direct investment in the European Union". Thesis, University of Sussex, 2000. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.323046.

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Elfving, Matilda. "Exploring the Experience of Branded Mobile Apps within Direct Selling : Insights from Sales Representatives’ Perspective". Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-64282.

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Technology is becoming more central to people’s lives than ever before, and the most widely embraced technological device on the consumer market are mobile phones. This creates an ever-increasing market place for mobile apps, which during 2016 had revenues amounted to 88.3 billion U.S. dollars. The number is expected to increase, and together is estimated to generate 188.9 billion U.S. dollars in revenues 2020. One of the industries affected by this strong online presence is direct selling, where branded mobile apps have started to be used as a sales tool for sales representatives. The apps aim to facilitate the sales representatives’ daily work and bring new opportunities to engage with the end customers in a more convenient way. However, limited research exists about how the sales representatives experience the branded mobile apps in the industry. The purpose of this paper is to explore the sales representatives’ behavior and attitude towards using branded mobile apps within the direct selling industry. This study has been conducted by a quantitative descriptive and exploratory study using a survey. Sales representatives that placed an order exceeding 100 Euros during the last three weeks in five Western culture countries for one direct selling company were targeted. In total, 460 responses were gathered. The result gave some valuable insights although the initial hypothesized benefits could not be confirmed. The findings instead suggest separate items that contributed the most to sales representatives’ satisfaction and purchase intentions. In order to increase satisfaction among sales representatives, branded mobile apps used in direct sales should 1) facilitate the interaction with the company, 2) be easy to navigate with, 3) provide relevant information, 4) be convenient to shop from, and finally 5) work as a good conversation topic in a social context. Further on, the item identified to have the greatest contribution to purchase intentions is how convenient the app is to shop from, i.e. the same as number 4) above. The future challenge for the direct selling industry and its managers is thus to take advantage of these insights and further study how the attributes more practically can be implemented for their business. By focusing on these actions in the creation and development of branded mobile apps, the direct selling industry can expect to achieve higher satisfaction among their sales representatives and also increase their purchase intentions.
Dagens teknik har blivit en allt mer central del i människors liv, och den vanligaste enheten på konsumentmarknaden idag är mobiltelefoner. Detta har skapat en ständigt ökande marknad för mobilappar, som år 2016 genererade 88.3 miljarder U.S. dollar. Antalet appanvändare framöver förväntas att öka, och tillsammans generera 188.9 miljarder U.S. dollar i intäkter år 2020. En av de branscher som påverkats av denna starka närvaro online är direktförsäljning, där appar har börjat användas som försäljningsverktyg för konsulenterna. Apparna syftar till att underlätta konsulenternas dagliga arbete och ge nya möjligheter att engagera sig med slutkunderna på ett lättare och mer fördelaktigt sätt. Dock existerar det lite forskning och kännedom om hur konsulenterna upplever användandet av appar i branschen. Syftet med detta examensarbete är att undersöka försäljningsrepresentanternas beteende och attityd gentemot att använda appar inom direktförsäljningsbranschen. Studien har varit både beskrivande och undersökande, och har genomförts genom en samla in kvantitativ data med hjälp av en enkätundersökning. Kunder som har lagt en order över 100 Euros de tre senaste veckorna i fem västeuropeiska länder för ett direktförsäljningsföretag har studerats. Totalt erhölls 460 svar. Resultatet gav flertalet värdefulla insikter, även om de initiala hypoteserna syftade till att undersöka olika fördelar inte kunde bekräftas. Resultaten föreslår istället separata aspekter med störst påverkan på hur nöjda konsulenterna är, samt deras köpintentioner. För att öka nöjdheten bland konsulenter bör appar som används i direktförsäljning 1) underlätta samspelet med företaget, 2) vara lätta att navigera med, 3) tillhandahålla relevant information, 4) vara bekväm att handla från och slutligen 5) fungera som ett bra samtalsämne i ett socialt sammanhang. Vidare kunde det ses att den identifierade aspekten som bidrar mest till konsultenternas köpintentioner är hur bekvämt appen är att handla från, det vill säga samma aspekt som identifierades för konsulenters tillfredställelse under nummer 4) ovan. Den framtida utmaningen för direktförsäljningsindustrin och dess chefer är således att utnyttja dessa insikter och studera vidare hur dessa aspekter kan lämpas mer i praktiken för deras företag. Genom att fokusera på dessa åtgärder vid skapandet och utvecklingen av appar kan direktförsäljningsindustrin räkna med att erhålla högre tillfredsställelse bland sina konsulenter, samt att även öka deras köpintentioner.

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Koneti, Boniswa. "Determining factors influencing sales growth in business banking in Buffalo City municipality, South Africa". Thesis, Nelson Mandela Metropolitan University, 2014. http://hdl.handle.net/10948/10993.

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The increase in number of banks entering the South African banking sector has caused the big four banks to lose their market share to the new entrants. As a result, the new entrants in this sector have also had negative effects on the existing banks’ sales growth and net profits. Business banking, in particular, has been one of the departments which has become competitive as it is considered to generate the most revenue from all the different bank departments. Business clients have been targeted as their fees are high compared to normal individual clients and also, their investment sizes are big compared to individuals, hence the increased interest in this section. This then prompts the question, what are the factors influencing sales growth in business banking? This question then brings one to the following sub-problems: Is the pricing offered by the various banks to their business bank customers competitive enough to retain them?; How competent and knowledgeable is the staff dealing with business bank customers in ensuring good relationships with business banking clients?; is the technology used by the banks advanced enough to address the banking requirements of business banking customers? Are business banking customers loyal to their respective banks to ensure repetitive sales? In dealing with the above, the author undertook a research study to determine whether factors such as competitive pricing, competent staff, advanced technology and customer loyalty influence sales growth in business banking in Buffalo City Municipality “BCM”. The sample of 90 business banking customers who were given questionnaires to test the above were from a population of business banking customers in BCM. The author underwent a theoretical and an empirical investigation using the survey method through questionnaires. These questionnaires were distributed to the various financing institutions dealing with business banking clients. The findings of the empirical study suggest that through the use of the hypothesis test, it was concluded that of the four factors, advanced technology and customer loyalty influence sales growth in business banking in BCM. While pricing and competent staff do not influence sales revenue growth.

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8

Li, Xiaolin. "An Empirical Examination of Factors Affecting Adoption of An Online Direct Sales Channel by Small and Medium-Sized Enterprises". Kent State University / OhioLINK, 2008. http://rave.ohiolink.edu/etdc/view?acc_num=kent1214531897.

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9

McLennan, Steven. "THE IMPACT OF LOCAL ON MEAT PURCHASING DECISIONS". DigitalCommons@CalPoly, 2014. https://digitalcommons.calpoly.edu/theses/1315.

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The research examines the target market for a meat product produced by the local university. Further, desirable attributes of meat and how consumers definition of “locally produced and/or raised” are identified. A total of 290 personal interviews were completed in San Luis Obispo County, California on the consumers’ willingness to purchase Cal Poly meat. Likely purchasers are found to be 31 percent of the San Luis Obispo population. The target buyer of Cal poly meat products are both male and females, who tend to be older, and make more than $60,000 a year. Local is defined by 31 percent of likely Cal Poly Meats buyers as being grown and/or raised within the county they reside in, and also shared by residents of San Luis Obispo County. Additionally, it was found local vegetables are a more highly valued product than local meats, fruits, and wines product grown within the San Luis Obispo County.

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10

De, Vera Remegio M. "Comparative analysis of the use of Foreign Military Sales (FMS) and Direct Commercial Sales (DCS) in the procurement of US defense articles by the Phillippine Government for the use of the armed forces of the Philippines /". Monterey, Calif. : Springfield, Va. : Naval Postgraduate School ; Available from National Technical Information Service, 2004. http://library.nps.navy.mil/uhtbin/hyperion/04Jun%5FdeVera.pdf.

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De, Vera Remegio M. "Comparative analysis of the use of Foreign Military Sales (FMS) and Direct Commercial Sales (DCS) in the procurement of US defense articles by the Philippine Government for the use of the armed forces of the Philippines". Thesis, Monterey California. Naval Postgraduate School, 2004. http://hdl.handle.net/10945/1165.

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Approved for public release; distribution is unlimited
The Philippine government may use two methods to procure defense articles from the United States, either Foreign Military Sales (FMS) or Direct Commercial Sales (DCS). This thesis examined the differences between FMS and DCS as methods of procurement used by the Philippine government in the acquisition of U.S. defense articles. The study identified the processes involved in using each of the two methods as well as the advantages and disadvantages of each when used within the socioeconomic and political environment of the Philippines. Issues and considerations that influence selection decision are also discussed. DCS may offer the lowest fixed price, timely/earlier delivery, easier countertrade arrangements, and penalty for non-compliance to the provisions of the contract. FMS is preferable because it is a government-to-government sale, provides opportunities for Philippine military training in the United States and enhances interoperability among coalition forces. In addition, FMS allows for financing of defense articles from the U.S. using Foreign Military Financing, thus conserving Philippine government funds.
Lieutenant Colonel, Philippine Army

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12

Öberg, Joachim, e Daniel Zammit. "Att utveckla en säljstyrka : En undersökning angående Securitas Aroundios säljutbildning och coachning". Thesis, Mälardalen University, School of Sustainable Development of Society and Technology, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-766.

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Sammanfattning

Denna uppsats syftar till att utvärdera företaget Securitas Aroundios säljutbildning och

coachning utifrån de berörda anställdas perspektiv i Linköping. Det är av vikt för företaget att

få en uppriktig återkoppling från de anställda rörande utbildningen och coachningen. Ingen

tidigare utvärdering har skett där utomstående parter varit delaktiga. Genom att utföra en

utvärdering kan ett företag se om något behöver åtgärdas eller förändras.

Denna uppsats bygger på en kvalitativ undersökning där de anställda på Securitas Aroundio i

Linköping intervjuades. Samtliga intervjuer skedde på Aroundios huvudkontor i Linköping

den 5 maj 2008. Samtliga av respondenterna gav sitt medgivande till att intervjuerna spelades

in och i samband med detta fördes även anteckningar. Intervjufrågorna utgick från en

semistrukturerad intervjuguide, vilken behandlade undersökningsområdena bestående av

säljutbildningen och coachningen hos Aroundio.

Resultatet som erhölls från intervjuerna indikerar att Aroundios säljutbildning och coachning

upplevs som adekvat. Detta grundas på att samtliga parter generellt sett är nöjda med

säljutbildningen och coachningen. Slutsatsen är att Securitas Aroundio uppfyller deras mål

med utbildningen och coachningen, då företaget ger säljarna de verktyg de behöver för att

kunna arbeta självständigt och det stöd de behöver i sitt arbete.

Summary

The purpose of this thesis is to evaluate Securitas Aroundio’s sales training and coaching

from the view of the firm’s employees. It is of great importance for Securitas Aroundio to

receive an honest opinion about their sales training and coaching. No previous evaluation has

been made by external researchers. By continuous evaluation of a firms sales training and

coaching, the firm can get an awareness of matters that need to be changed or fixed.

This thesis is based on a qualitative approach where the employees at Securitas Aroundio in

Linköping were interviewed. All interviews took place at Aroundio’s headquarters in

Linköping on the 5th of May 2008. All of the respondents gave consent for the recording of

the interviews. Also notes were taken during the interviews. The questions asked during the

interviews were based on a semi structured interview format, dealing with the two areas of the

investigation, Aroundio’s sales training and coaching.

The result indicates the sales training and coaching provided by Securitas Aroundio is

adequate. This statement is based on the overall satisfaction of the employees concerning the

sales training and coaching provided by the firm. The overall indication is that the salespeople

are provided with the tools and support they need to work autonomously. In conclusion,

Securitas Aroundio’s goals with the sales training and coaching are being met.

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Sogoni, Vuyo Monwabisi Vula. "The impact of the marketing communications mix on the purchase decisions for pharmaceuticals in South African Public Health Sector". Thesis, Nelson Mandela Metropolitan University, 2014. http://hdl.handle.net/10948/d1021030.

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A significant amount of pharmaceutical marketing literature is available. Most of this marketing has doctors, physicians and specialists as main target audience due to the fact that, historically, these medical professionals were the main pharmaceutical purchase decision makers. Pharmaceutical marketing literature has, historically, also been biased towards the private health sector for obvious reasons as the private health sector constitutes the minority of the pharmaceutical market but with a significantly enormous purchasing power than the public healthcare market, constituting the biggest pharmaceutical market in numbers. It is not surprising therefore that majority of pharmaceutical marketing models have been tailor made for the private healthcare market as the growing number of pharmaceutical companies compete for a piece of the small but extremely profitable private healthcare market. South Africa is no exception as it reflects exactly the same pharmaceutical landscape as described above. For growth purposes, pharmaceutical companies have been showing a continued interest in the public healthcare market in Africa as the vast numbers of the African population present an opportunity for pharmaceutical sales. The inspiration of this research study emanated from the realisation that, in order for pharmaceutical companies to take advantage of the looming African opportunity, there is very little literature on pharmaceutical marketing in the public health sector of which majority of the African market constitutes. This study therefore investigates the impact of marketing communication mix elements on pharmaceutical purchasing decisions for pharmaceuticals in the public health sector in South Africa. Personal selling, public relations and promotions are the marketing communications mix elements being investigated in this study as they are the most commonly utilised in the pharmaceutical industry. Therefore, the study aims to develop an understanding on which of the chosen marketing communications mix elements has the most influence on the pharmaceutical purchasing decisions in the context of the public health sector in South Africa. The study also aims to explore the causal effects of such influences in the public health sector in South Africa. The findings will be valuable to pharmaceutical marketers that are trying to tap in the public health sector market as it is different from the private health sector. The study employs more qualitative approach. A small sample was utilised from the public health sector in the Eastern Cape Province in South Africa. Semi structured interviews were used to collect data which was analysed using grounded theory data analysis methodology. Empirical results revealed that personal selling influences pharmaceutical purchasing decision the most and promotions the least. Mitigating factors were uncovered to assist in optimising the marketing communication efforts for marketers in this sector.

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14

Céspedes, Flores Jorge Humberto. "Un modelo pragmático de crecimiento en ventas". InnovaG, 2017. http://repositorio.pucp.edu.pe/index/handle/123456789/131492.

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Sales growth requires a management model. In this way, the following article describes a pragmatic sales growth model based on the intersection of two growth options (organic or inorganic) and the two most common distribution channels (direct and indirect). The correct execution of a model that combines those four variables at the same time or independently, according to the business need, will determine a sustainable growth, but only if our organization has the appropriate commercial and functional capabilities.
Para crecer en ventas es necesario emplear un modelo de gestión. En este sentido, el presente artículo describe un modelo pragmático de crecimiento en ventas basado en la combinación de dos opciones de crecimiento (orgánico e inorgánico) y los dos clásicos canales de distribución (directos e indirectos). La correcta ejecución de un modelo que combine estas cuatro variables en paralelo, o de manera independiente en función a la necesidad de los negocios, determinará un sostenido crecimiento, siempre y cuando se cuente con las competencias comerciales y organizacionales apropiadas.

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Čadová, Kateřina. "Faktory úspěšného prodeje - Vyhodnocení marketingového výzkumu a závislost ekonomických faktorů jako podpora manažerského rozhodování podniku". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2011. http://www.nusl.cz/ntk/nusl-222884.

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In this diploma thesis is monitored the percentage of direct sales presentations. The implementation of marketing research analysis the individual influencing factors with the support of quantitative methods and appropriate computer system. The results are interpreted in order to formulate recommendations for the subvention of the business decisions.

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Popovic, Igor. "Impact of Direct Marketing Actions by a Component Supplier on Sales and Ingredient Product Perception: Exploration within the Bicycle Industry : MBA-thesis in marketing". Thesis, Högskolan i Gävle, Institutionen för ekonomi, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hig:diva-4125.

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Purpose/Topic: The proposed research explores impact of the direct marketing actions by component suppliers on (a) sales (objective measure) and (b) industrial customer‟s perception (subjective measures) of the final product (c) and the market development. The proposed research will focus on the bicycle industry. Research Question: "To what extent Shimano‟s component brands important to Shimano customer, and which actions can Shimano undertake to facilitate its brand‟s further market penetration?" Design/Methodology: Two approaches were used to answer the main research question. First, existing literature on ingredient and co-branding was analyzed. Second, we conducted an experiment on a new direct marketing initiative by Shimano-Europe BV. The initiative is "Reliability" campaign that introduces a service logbook across 8 European countries. Originality/Value: There is no research to this date, which empirically examines the influence of component supplier on sales and perception of ingredient brand, especially in the bicycle industry. Role of service and service network is also examined as one of the crucial influences on ingredient brand management. This research provides the base for further exploration in the area of ingredient branding and give guidelines for Ingredient Brand Management. So far, ingredient branding has been studied in contexts of food, chemical and computer industries. This research examines market leader in bicycle industry on 8 different national markets in Europe. Products supplied by Shimano require service and those products differ from ingredients which are consumed in form of food or apparel (that does not requires any service).

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Mendes, Bertha Marusa Nunes. "Venda direta: a fidelizaÃÃo dos revendedores como estratÃgia competitiva". Universidade Federal do CearÃ, 2009. http://www.teses.ufc.br/tde_busca/arquivo.php?codArquivo=15686.

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O setor de venda direta dispÃe de um forte aliado para a venda e entrega dos produtos, bem como para a valorizaÃÃo da sua marca: o trabalho realizado por seus revendedores. Esses profissionais, enquanto representantes das organizaÃÃes, sÃo responsÃveis por criar um elo entre as empresas e os clientes finais. Dessa forma, desenvolver um relacionamento mais estreito com esses revendedores pode se tornar um forte diferencial competitivo. A presente dissertaÃÃo procurou identificar, atravÃs de revisÃo bibliogrÃfica e de pesquisa exploratÃria, os principais incentivos e as ferramentas mais eficazes que as empresas de venda direta podem oferecer para tornar seus representantes fÃis Ã marca. O estudo foi embasado nas respostas dos revendedores que representam somente uma empresa, bem como aqueles que trabalham com diversas marcas, os chamados multimarcas, assim, foi traÃado o perfil desses representantes, o que possibilitou o desenvolvimento de pressupostos sobre os nÃveis de lealdade dos revendedores em relaÃÃo Ã marca que representam, bem como as ferramentas mais eficazes utilizadas pelas empresas de venda direta que influenciam para a fidelizaÃÃo. A conclusÃo desse trabalho apresenta duas eficazes ferramentas que influenciam essa retenÃÃo, sendo elas representadas pela forÃa da marca e os incentivos relacionados Ã valorizaÃÃo pessoal e profissional desses revendedores.
The direct selling industry has a strong ally for the sale and delivery of products and for the recovery of its brand: the work done by its dealers. These professionals are the representatives of these organizations, responsible for creating a link between businesses and end customers. Thus, developing a closer relationship with these resellers can become a strong competitive differential. This research sought to identify, through exploratory research method, the main incentives and the tools more effective than direct selling companies can offer to make their representatives loyalty to the brand. The study was based on responses from dealers who only represent one company and those working with various brands, the so-called multi thus was established the profile of representatives, which allowed the development of assumptions about the levels of loyalty from retailers in relation to the brand they represent, and the most effective tools used by companies selling direct influence for loyalty. The conclusion of this paper presents two effective tools that influence the retention, which are represented by the brand strength and incentives related to the enhancement of personal and professional dealers.

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Macrinici, Adela, e Mian Muhammad Bilal. "CONSUMERS’ BEHAVIOR TOWARDS TELEMARKETING: : A CASE STUDY OF DEVELOPED AND DEVELOPING COUNTRIES". Thesis, Linköpings universitet, Företagsekonomi, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-70946.

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Marketing, Direct Marketing, Tele-Marketing, Consumer Behavior, Tele-sales, Developing countries, Customer attitude/behavior, Call center, Outbound calls, Proactive telemarketing, Sales promotion ,Survey, Telemarketing center , Telemarketing sales , Telephone marketers , Cold calls.

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19

Chang, Jen-Yun. "Impact of the internet as a direct sales channel on established distribution channels and the management of channel conflict : an exploratory study in the Taiwanese IT industry". Thesis, University of Edinburgh, 2009. http://hdl.handle.net/1842/5965.

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The internet has had a profound effect on communication, entertainment, buying, and selling (Webb 2002) and, in particular, as a distribution channel (Van den Poel and Leunis 1999). Increasingly companies in a variety of industries have established their own online direct sales channels instead of merely relying on conventional intermediaries (Coughlan et al 2006). Hence, multi-channel distribution strategies, combining both off- and online channels are being adopted. Frazier (1999:232) argues: “The utilization of multiple channels of distribution is now becoming the rule rather than the exception”. Companies which combine physical and web channels have been referred to as “clicks and mortar,” “bricks and clicks,” “surf and turf,” “cyber-enhanced retailing,” or “hybrid e-commerce,” (Gulati and Garino 2000; Steinfield et al 2002 a b; Agatz et al 2008; Sharma and Mehrotra 2007). Despite the apparent popularity of internet channels, adding an internet channel to the distribution mix creates potentially significant challenges for channel managers (Webb 2002). A major concern is that by going multi-channel, a firm might face ‘channel conflict’ between channel members (Sharma and Mehrotra 2007). As Rosenbloom (2007:7) claims: “Perhaps the most significant obstacle to building successful multi-channel strategies is the emergence of conflict between the different channels used for reaching customers”. The main objective in this study is to explore the impact of the internet as being a distribution channel within the multi-channel system. Three research issues which have seldom been discussed in previous literature are explored in this study. These three questions are: Q1: What are the factors encouraging manufacturers to develop the internet channel, especially manufacturers with a well established distribution channel? Q2: What are the channel design patterns of the multi-channel structure? Q3: How can channel conflict arising from the development of the internet channel be minimized? Interview was utilized as a main data collection method in this research. A total of 25 interviews were conducted and the majority of interviewees are managers in Taiwanese IT companies. The main product lines in their firms included wireless equipment, DRAM module, motherboard, and scanner. In addition, a wide range of documents were examined as a secondary data source and compared with data from the interviews. According to the statements from interviewees, six main factors were identified as encouraging the manufacturer to develop the internet channel. These are: (1) customer information management, (2) retailer management issue, (3) launching a new product, (4) to be a secondary channel, (5) management support, and (6) me-too strategy. Furthermore, it seems that when firms are at the different stages of the product life cycle, managers would design their multi-channel structure into different patterns. In addition, a further two conflict resolution styles, communication and differentiation, were found in the sample of firms studied which have seldom been mentioned in previous research and firms appear to adopt different conflict resolution styles according to stage in the product lifecycle.

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Ігнатов, І. І. "Роль ефективної збутової політики в діяльності підприємства". Thesis, Одеський національний економічний університет, 2020. http://dspace.oneu.edu.ua/jspui/handle/123456789/12458.

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У роботі розглядаються теоретичні аспекти: Сутність та функції збуту, збутова політика підприємства та ефективність збутової діяльності підприємства. Проаналізовано: загальний фінансовий стан ТОВ «Телекарт-прилад», а також розглянуто структуру збутової діяльності за каналами збуту. Запропоновано: 1) модернізація лічильників, з метою уникнення відмов на постачання від енергопостачальних компаній; 2) впровадження накопичувальної системи знижок для посередників, замість діючої(фіксованої).
Thesis consists of three chapters. Object of study: sales activities of Telekart-Prilad LLC. Diploma thesis deals with theoretical aspects of The essence and functions of sales, sales policy of the enterprise and the efficiency of sales activities of the enterprise.

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Schunck, Josiane Garcelli. "Uma análise da atuação do revendedor da venda direta no setor de higiene pessoal, perfumaria e cosméticos aplicada no contexto brasileiro". reponame:Repositório Institucional do FGV, 2016. http://hdl.handle.net/10438/17746.

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The concept of direct selling is defined as a way of marketing products through personal contact without fixed business location (Peterson & Wotruba, 1996). In the industry of personal care, perfumery and cosmetics direct sales channel represents 25% of total revenue in Brazil, but there are companies that operate with several of them and coexisting distribution models that can go from department stores, drugstore and e-commerce. The representativeness of some of these sales channels begins to grow and, considering the direct selling model, the role of the independent sales representative is fundamental so that Direct Sales companies can access the consumer and remain competitive. DS companies depend on the representative actions, being the reason they have developed initiatives that aim to improve their performance. In this way, studying the role of the sales representative can bring contributions to the literature once in previous studies, although they were done with representatives, it could not observed this new context of the industry. The subject of study of this work was the direct sales representatives who commercialize several brands of cosmetics produced by different direct sales companies. The objective of this research was to understand if there is a causal relationship between the representative satisfaction, the activities she or he does during the sales process such as sales management, channel management and the effort she or he has to. It also aimed, once this effort is identified, to understand the relationship of it with the sales performance and outcome representative. A survey was sent to a group of representatives in Brazil and 1,243 responses were obtained. Based on these responses, Exploratory (AFE) and Confirmatory (AFC) Factorial Analysis and a Structural Equations Model (MEE) was developed to illustrate this relationship among variables. The Expectancy Theory was used to understand the relationship between Effort, Performance and Rewards from the perspective of the representative. The results showed that channel management is the factor that most influences the representative effort, it has a strong relationship with its performance, and outcome, confirming the Expectancy Theory applies for the direct sales business model. The analysis also allowed us to conclude that channel management and sales management are important points, since the representative, who acts as a channel him or herself, is not yet prepared or considered. Direct selling companies need to develop their independent sales representatives as marketing channel, to generate competitiveness in a multichannel environment direct sale is inserted.
O conceito de venda direta é descrito como um meio de comercialização de produtos através de contato pessoal sem um ponto fixo (Peterson & Wotruba, 1996). Na categoria de higiene pessoal, perfumaria e cosméticos (HPPC) a venda direta representa 25% das vendas, porém, existem empresas que operam com diversos modelos de distribuição que variam desde lojas especializadas, venda em farmácias, drogarias e supermercados até o e-commerce. A representatividade de alguns desses canais começa a crescer, e no modelo de venda direta, o papel do revendedor é fundamental para que as indústrias possam acessar o mercado consumidor e continuar competitivas. As empresas dependem da atuação do revendedor, e por isso têm proposto iniciativas que objetivam a melhoria do desempenho deste agente independente de vendas. Portanto, estudar o papel do revendedor pode trazer contribuições para a literatura, uma vez que estudos anteriores, apesar de estudarem o revendedor, não puderam observar este novo momento para o setor. O objeto de estudo desse trabalho foi revendedores de venda direta que comercializam marcas de cosméticos fabricadas por diferentes empresas de vendas diretas. O objetivo desta pesquisa foi entender se existe relação de causalidade entre satisfação do revendedor, e as atividades que ele desempenha no processo de vendas e como intermediário, como por exemplo, gestão de vendas, canal e o esforço, e identificado o esforço, qual a relação desta variável com o desempenho e o resultado do revendedor. A pesquisa foi enviada para todo o país e foram obtidas 1.243 respostas. Com base nessas respostas foram realizadas Análise Fatorial Exploratória (AFE) e Confirmatória (AFC) e gerado um Modelo de Equações Estruturais (MEE) desta relação. A Teoria da Expectância foi utilizada para entender a relação entre Esforço, Desempenho e Recompensa na visão do revendedor. Os resultados mostraram que a gestão de canal é o fator que mais influencia o esforço do revendedor, que tem forte relação com seu desempenho, confirmando a teoria da Expectância também na venda direta. As análises permitiram concluir também que a gestão de canal e a gestão de vendas, são pontos importantes, pois este revendedor que desempenha o papel de canal, ainda não está preparado e nem sendo tratado como um canal. As empresas de venda direta precisam se desenvolver na gestão deste agente como um canal, para gerar competitividade em um ambiente multicanal ao qual a venda direta está inserida.

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Charvátová, Veronika. "Význam koučinku v přímém prodeji na příkladu společnosti Southwestern". Master's thesis, Vysoká škola ekonomická v Praze, 2012. http://www.nusl.cz/ntk/nusl-142198.

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The main objective of this thesis is to explore the dependence between coaching and sales results of sales people during the Southwestern Company internship. In the theoretical part, I describe the concept of coaching and its history, on the basis of available literature and internet sources. Further, I devote to coaching models and tools that coaches use for improving the performance of coached people. At the end of the theoretical part, I define the specifics of direct sales and I depict the importance of direct sales nowadays. The practical part is devoted to the Southwestern Company, which uses direct sales to distribute educational products. I introduce the history of the company, its product portfolio and summer Southwestern Advantage Internship for university students. The centre of this thesis is the research, which I did during the summer 2012, when I applied coaching in communication with the sales people I worked with. The conclusion of this thesis is the link between theory and experience and also the following recommendations to apply coaching to increase the volume of production of the Southwestern sales people.

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Tunbjer, Michael, e Marion Jarne. "Foreign Market Analysis : Should Oriflame Enter France?" Thesis, Jönköping University, JIBS, EMM (Entrepreneurship, Marketing, Management), 2006. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-467.

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The global marketplace today encompasses 6 billion people. Many companies are beginning to see themselves as international rather than national acting on a global arena. An essential aspect of going abroad is to know where to go and why to go there. In order to be able to analyze a foreign market a company needs to do market research in the foreign market as to gather essential information. A firm which is facing a quick internationalization process is the Swedish direct sales firm of cosmetics Oriflame. Oriflame has grown quickly in developing countries but is not present in one of the biggest market for direct sales in Europe: France.

The purpose of this thesis is to develop a theoretical framework to analyze foreign markets and apply it to the French market of direct sales in cosmetics and Oriflame.

A qualitative study based on the 5 Cs framework for analyzing foreign markets has been carried out. Seven focus groups have been conducted in France and Sweden in order to obtain information about and comparability in consumer attitudes towards Oriflame’s marketing mix. Interviews have been conducted in order to get information about Oriflame as a company. Secondary data has been gathered from different sources for the theoretical framework as well as for the empirical research on issues such as culture, competition and market.

This thesis has developed a theoretical framework to analyze foreign markets called the 5 Cs. The 5 Cs are based on: Company, Constitution, Competition, Customers and Culture. The 5 Cs is a very general framework and can be applied to a wide range of foreign markets and firms and was in this case applied to analyze a real world case of Oriflame and France. The analysis of the empirical findings found that there is potential for Oriflame to enter the French market in terms of consumer preferences and general market characteristics. However, it also found that what will probably determine everything in the end is whether Oriflame can be strategically committed to enter a mature West European market like France.

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Lucchi, Melissa. "Relação entre valores pessoais e faturamentos individuais da força de vendas em uma empresa cosmética de venda direta". Universidade Nove de Julho, 2015. https://bibliotecatede.uninove.br/handle/tede/1170.

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Since 1985, personal characteristics are recognizes as determinants of salesperson performance, but the majority of international studies that investigate the relation between sales personal values and objective performance don’t include the sales force (vendors and sales managers) in the samples. Relating to Personal Selling firms, researches show that the personal value ‘effort’ is related to high performance. Relational values, highly present in social and informal sales contexts as the Personal Selling, are neglected, not being related to positive individual performances. Adopting the Organizational Culture as theoretical framework, this study investigates the relation between the sales force´s (Sales Executives - EVs and Beauty Consultants - CBs) personal values of the Direct Selling firm Pierre Alexander Cosmetics (PA) and individual revenues obtained by these professionals. This was accomplished by the use of direct observations and the C-VAT Methodology (Culture and Values Analysis Tool) and the PVP questionnaire (Personal Values Profile), that 415 PA members answered between 2012 and 2014. The answers were analyzed by the Cluster Analysis Technique and show a Company composed by women that are more than 40 years of age and work at PA for more than 15 years. Their values are strong in Work and effort is the main one, united to work quality and to relational dimensions as loyalty, empathy and sociability. In a second moment, the relation between personal values and individual revenues of the sales force in the year 2013 was interpreted by frequency distribution methods. This research concluded that personal values related to Work are fundamental to obtain high individual performance from the CBs (sellers). On the other hand, relational values are most important to motivate the EV’s (coordinator) team of sellers. Differing from what affirms the literature on the area, personal values that help in sales differ from personal values that base the motivation of others to sales (EVs objective).
Desde 1985, os fatores pessoais são reconhecidos como determinantes do desempenho de vendedores, porém a maioria dos estudos internacionais que investiga a relação entre valores pessoais de vendedores e desempenho objetivo não inclui a força de vendas (vendedores e gerentes de venda) nas amostras. No que se refere a empresas de Venda Direta (VD), pesquisas apontam que o valor pessoal ‘esforço’ está relacionado à obtenção de altos faturamentos. Valores relacionais, altamente presentes em contextos de venda sociais e informais como a VD são negligenciados, não sendo relacionados a desempenhos individuais positivos. Utilizando a Cultura Organizacional como aporte teórico, esta pesquisa investiga a relação entre valores pessoais da força de vendas (Executivas de Vendas - EVs e Consultoras de Beleza - CBs) da empresa de Venda Direta Pierre Alexander Cosméticos (PA) e faturamentos individuais dessas profissionais. Para tanto, utilizou-se de observação direta e da metodologia C-VAT (Culture and Values Analysis Tool), com o questionário fechado PVP (Perfil de Valores Pessoais) aplicado, entre 2012 e 2014, a 415 membros da PA. As respostas, analisadas por meio da Técnica de Análise de Clusters, mostram uma Empresa composta por mulheres com mais de 40 anos de idade, em sua maioria, há 15 anos ou mais na PA. Seus valores são fortes em Trabalho, sendo o esforço o principal, unido à qualidade no trabalho e a dimensões relacionais como lealdade, empatia e sociabilidade. Em um segundo momento, a relação entre valores pessoais e faturamentos individuais da força de vendas no ano de 2013 foi interpretada por métodos de distribuição de frequência. Concluiu-se que valores pessoais ligados a Trabalho são fundamentais para a obtenção de altos faturamentos individuais por parte das CBs (vendedoras), ao passo que valores relacionais são mais importantes para motivar a equipe de vendas das EVs (coordenadoras). Diferindo do que afirma a literatura da área, valores pessoais que auxiliam nas vendas diferem, portanto, de valores pessoais que embasam a motivação de outros para a venda (objetivo das EVs).

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Jorge, Inês Sofia Miguel. "Barreiras e fatores motivacionais na compra de cosméticos por catálogo com vendedor". Master's thesis, Instituto Superior de Economia e Gestão, 2017. http://hdl.handle.net/10400.5/14776.

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Mestrado em Marketing
Ao longo das últimas décadas têm-se assistido a grandes mudanças no estilo de vida dos consumidores afetando, consequentemente, os seus padrões de consumo. A falta de tempo e a comodidade de comprar em casa pode justificar o grande crescimento da venda direta por catálogo com vendedor. O presente estudo tem como principal objetivo identificar as principais vantagens e desvantagens percecionadas pelos consumidores e analisar o impacto do perfil sociodemográfico (e.q. idade, sexo, rendimento) na intenção de compra através deste tipo de canal. Foi adotada uma abordagem quantitativa, tendo os dados sido obtidos através de questionário online. Os resultados revelam que poucos respondentes nunca fizeram compras através de venda direta, revelando uma aceitação da venda direta por parte dos compradores. A vantagem percebida de poder comprar em casa destacou-se, tanto para compradores como para não compradores, enquanto a insistência da força de vendas constitui a principal desvantagem na perspetiva dos mesmos. Conclui-se também que alguns fatores sociodemográficos influenciam positivamente a intenção de compra futura. Foram também apresentadas propostas de investigação futura de modo a continuar a análise do tema em constante crescimento.
Over the past few decades there have been major changes in consumers' lifestyle, thus affecting consumer patterns. The lack of time and the convenience of buying at home can justify the great growth of direct sales by catalog with seller. The main objective of this study is to identify the main advantages and disadvantages perceived by consumers and to analyze the impact of the socio-demographic profile (e.q. age, sex, income) on the intention to buy through this purchase method. A quantitative approach was adopted, and data were obtained through an online questionnaire. The results reveal that few respondents have never made purchases through direct selling, revealing an acceptance of direct selling by buyers. The perceived advantage of being able to buy at home has stood out, both for buyers and for non-buyers, while the insistence of the sales force is the main disadvantage in their perspective. It is also concluded that some socio-demographic factors positively influence the future purchase intention. Proposals for future research were also presented in order to continue the analysis of the constantly growing theme.
info:eu-repo/semantics/publishedVersion

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Aziz, Thomas. "EVAM, A New Revolutionary Ratio?" Thesis, KTH, Bank och finans, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-89831.

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Purpose: To investigate the usefulness of the Economic Value Added Momentum ratio and to determine if Swedish non-real estate, non-financial companies been either positively or negatively affected by their Corporate Real Estate structure from an EVAM perspective. Design/methodology/approach: Using a regression analysis composed of the OMX large and mid cap non-real estate, non-financial companies, investigates the relationship between companies’ real estate holdings and their ability to sustain a positive EVAM. The study covers the time period from 2006 to 2009 and includes 172 observations. Findings: The data showed that a negative relationship between EVAM and PPTY at the 10% real estate intensity interval might exist. However, no evidence was found that might suggest that a negative relationship between EVAM and corporate real estate holdings at the higher (15% real estate intensity) or the lower (5% real estate intensity) existed. This could suggest that companies’ that own lower percentages of real estate assets (less than 5% of PPTY) are not affecting their EVAM value and that companies’ that own larger amount of real estate (15% of PPTY or higher) are better at managing their real estate assets and thus it is not negatively impacting their EVAM. Research Implications: Real estate is reported at historical cost rather than at current fair market values. As the economy has, historically, enjoyed more periods of expansions than contractions, intuitive companies’ real estate assets are undervalued. Economic recession and booms can also dilute both the positive and negative aspects of real estate ownership. Although this investigation seeks to neutralize this phenomenon by including two periods of economic expansion and two periods of economic recession, it is unreasonable to claim that this will completely neutralize this affect. Practical Implications: The companies that have a PPTY of between 10% and 15% might be better off selling their real estate holdings or investing additional funds in real estate so as to either have a PPTY below 10% or above 15%. Companies that are in-between the 10% and 15% real estate ownership segment might not deem it cost effective to have specific real estate professionals or to invest in real estate know-how; however, the firms’ might at the same time own too much real estate, making it too costly to do nothing. Consequently, the companies could be better off deciding on a particular strategy: owning more real estate or owning less real estate. Originality/Value: Investigates if a linkage between a company’s ability to generate a positive EVAM and a company’s quantity of real estate assets exists.

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Pereira, Maria Elisa Fudaba Curcio. "Tributação sobre "venda direta" pela previdência social". Universidade Presbiteriana Mackenzie, 2015. http://tede.mackenzie.br/jspui/handle/tede/1158.

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Taxation on "direct sales" activities by Social Security is an issue that has provoked debate among legal experts and policy makers. Given this, this master's thesis is the result of research focused on the environment of direct sales or mail order. More specifically on the way of functional relationship between sales representatives and companies from the perspective of the Brazilian System of Social Security. Based on the absence of employment contract, the legal relation between direct sales companies and representatives defines its conditions as independent vendors. This was the starting point of the problematic, since these individual vendors are not included in the constitutional social protection of Social Security.
A tributação sobre venda direta pela Previdência Social é um assunto que tem provocado debates entre juristas e formuladores de políticas públicas. Diante desta realidade, desenvolveu-se o presente trabalho, a partir de uma pesquisa sobre o ambiente da venda direta ou venda por catálogo. Mais especificamente, quanto a forma de relação funcional entre os representantes de vendas e as empresas, sob a perspectiva do Sistema Brasileiro de Previdência Social. A relação das empresas de vendas diretas e dos representantes, juridicamente reconhecidos como vendedores ambulantes, profissionais autônomos, baseia-se na ausência de vínculo empregatício. Este foi o ponto de partida para a problematização, uma vez que estes vendedores autônomos, em sua maioria, não estão inseridos no arcabouço da proteção social constitucional da Previdência Social.

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Liebscher, Lukáš. "Návrh podpory prodeje elektronického obchodu". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2015. http://www.nusl.cz/ntk/nusl-224880.

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The content of this master’s thesis is the proposal of partial solutions from the internet marketing tools for electronic cigarettes ecommerce. The thesis is focused on the field of sales promotion and direct marketing, which contain tools for increase size of sales, better linking of products and accessories, better communication and customer access. These thesis is based on the analysis of company, requirements and options, which are appearing with modern internet marketing tools. The main component of the thesis is proposal of partial tools of cross-selling, up-selling and loyalty system. For direct marketing it is a proposal of e-mail marketing and online chat.

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To, Bich Ngoc. "Specifika komerčních komunikací ve Vietnamu". Master's thesis, Vysoká škola ekonomická v Praze, 2011. http://www.nusl.cz/ntk/nusl-125141.

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This diploma thesis deals with the commercial communications market in Vietnam and describes its specifics. The guideline to comparison is the Czech market of commercial communications. The first chapter deals with the theoretical basis. Six forms of commercial communications (Advertising, Direct Marketing, Sales Promotion, Public Relations, Sponsoring and Online Communication) are included in a wider framework of marketing communications. The second chapter introduces Vietnam to the reader; the emphasis is laid on the economic situation of the country, history and culture. The third chapter provides information for understanding Vietnamese consumers in terms of cultural dimensions and consumer trends. The example of consumer segmentation based on age is also mentioned there. The fourth chapter characterizes the commercial communications market in Vietnam. The advertising chain and its functioning is described. Attention is paid to the legal regulation of the commercial communications market. The specifics at the local market are defined for each form. Valuable information for this part is provided by experts in commercial communications in Vietnam. The last chapter utilizes knowledge of the issue on the example of analyzing television campaign of an international brand in Vietnam.

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Bezděka, Václav. "Marketingová komunikace ve farmaceutickém průmyslu". Master's thesis, Vysoká škola ekonomická v Praze, 2009. http://www.nusl.cz/ntk/nusl-72210.

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This work is focused on marketing communication in the pharmaceutical industry. The theoretical part contains a description of the pharmaceutical market, a brief analysis of the marketing mix with a detailed focus on the individual instruments of promotion (personal selling, advertising, direct marketing, public relations and sales support). It also contains partial laws, regulations, standards which are used in marketing communication. The practical part contains an analysis of marketing communication practices of selected pharmaceutical manufacturer with a focus on medicine or drug Motilium. Following analysis and comparison of different tools of communication mix together with value of the costs of activities, as well as proposed ways to improve marketing communication process and recommendation.

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Bartošová, Martina. "Marketingová komunikace společnosti v oblasti prodeje nábytku". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2012. http://www.nusl.cz/ntk/nusl-223569.

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Diploma thesis is focused on marketing communication of IKEA Czech Republic, Ltd., particularly on a subdivision in Brno. The theoretical part consists of theory of market-ing mix with focus on propagation and marketing-mix tools. Furthermore, the analysis of communication mix of IKEA Brno and the most significant competitor is conducted. Based on the findings from the analytical part, the suggestions for propagation im-provement are constructed.

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Bairakimova, Kamila, e Arkvik Isabel Quiroga. "Marketing and Facebook : How fashion companies promote themselves on Facebook". Thesis, Uppsala University, Department of Business Studies, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-127158.

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The social media are internet facilities where people can communicate and discuss through different websites or blogs. The social media has changed the world in many aspect and people are becoming more and more addicted to use these networks. People are fond of the social media because they can be social with a high number of individuals, both be real life friends, as well as strangers. Since the social media has grown to become so popular, companies have taken advantage of this as well. Their goal is to promote themselves through these networks as this can be very lucrative for the business. There are many different social media networks however this study will only be about Facebook. The aim of the study is to find out and describe how companies use Facebook for marketing purposes. An observation of how 34 fashion companies use Facebook for marketing purposes was carried out.

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Soukupová, Petra. "Daňový systém Slovenska". Master's thesis, Vysoká škola ekonomická v Praze, 2017. http://www.nusl.cz/ntk/nusl-360658.

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This final thesis deals with the tax system of Slovakia. The main aim of the thesis is to capture the development of the tax reforms carried out in the Slovak Republic and the decription of the consequences of the resulting tax systems. The partial aim is the analysis of the Electronic Register of Sales. The first chapter defines the concept of tax reform and describes tax reforms in the world, then there are futher specified tax reforms of Czechoslovakia. The second chapter focuses on a big tax reform in Slovakia in 2004. The third chapter is devoted to the current tax system. The fourth chapter deals with the Electronic Register of Sales.

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Součková, Eliška. "Analýza marketingových komunikací běžeckého seriálu Run Czech". Master's thesis, Vysoká škola ekonomická v Praze, 2013. http://www.nusl.cz/ntk/nusl-200147.

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The Master's thesis deals with the commercial communications and their contemporary trends with emphasis on the sport branch. Theoretical part focuses on particular forms of commercial communications and then the running phenomena in Czech Republic is described. Practical part characterizes the marketing communications of the running circuit RunCzech, the analysis of supplied services, competition and target groups. The main benefit of the Master's thesis for the practical use is the evaluation of the communication activities and the recommendations and the ideas for the prospective marketing plans.

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Kopřivová, Gabriela. "Návrh na zlepšení propagace firmy". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2009. http://www.nusl.cz/ntk/nusl-222100.

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This master´s thesis was elaborated for the company AUTOELEGANCE BRNO, s. r. o., that works in the automobile industry. It analyses and evaluates its marketing communication and examines imperfections in this field. It contains a proposals of improving the company promotion, which include new methods of the company marketing communication and their application in practice, leading to an increase of the saleability.

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Tomčíková, Michaela. "Návrh na zlepšení propagace komunálních služeb s.r.o. Valašské Meziříčí". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2010. http://www.nusl.cz/ntk/nusl-222480.

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This master´s thesis was elaborated for the company TS Valašské Meziříčí s.r.o., that provides services in the waste management. It analyses and evaluates its marketing communications and examines imperfections in this field. It contains a proposal of improving the company promotion, which includes new methods of the company marketing communication and their application in practise, leading to an icrease of a saleability and their norms.

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Skryjová, Kateřina. "Návrh úprav marketingové komunikace konkrétní společnosti". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2017. http://www.nusl.cz/ntk/nusl-319245.

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This master s thesis was elaborated for the company ReproGenesis a.s. that works in the assisted reproduction industry. It analyses and evaluates its marketing communication and examines imperfections in this field. Based on the findings, the suggestions for propagation improvement are constructed.

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Kocián, Petr. "Komunikační mix a efektivita současné marketingové komunikace společnosti Aviva životní pojišťovna, a.s". Master's thesis, Vysoká škola ekonomická v Praze, 2009. http://www.nusl.cz/ntk/nusl-76298.

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Primary objective of this diploma thesis is to conduct analysis of promotional mix of life insurance company operating on a Czech insurance market, to review efficiency of marketing communication and express practical recommendations for optimization of communication mix and increase of efficiency of marketing communication. First, theoretical part of thesis, presents particularity of marketing a service. Promotional mix is defined as a part of the marketing mix and furthermore its components are in detail described including its application. Second, practical part of thesis, includes analysis of these components in context of reviewed company. Also specific application cases of these components of promotional mix are described including comparison with some project of competitive organizations and efficiency revision of marketing communication based on undertaken market survey.

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Šojdel, Václav. "Analýza marketingové komunikace mobilních operátorů na českém trhu". Master's thesis, Vysoká škola ekonomická v Praze, 2009. http://www.nusl.cz/ntk/nusl-15970.

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The thesis deals with marketing communications of mobile operators on the Czech market. Marketing communications is analyzed using the research methods of competitive intelligence and mystery shopping. Sub-goal of this paper is a performance of a particular competitive intellingence tool for continuous monitoring of marketing communications. The main aim of this work is the processing of competitive analysis in the different areas of the communication mix. The media spending on ATL communications are evaluated in advertising. In direct marketing there are analyzed and evaluated member gets member activities of Czech mobile operators. The goal in the area of sales promotion is to compare the loyalty communications of the operators and in the branch of public relations CSR activities with an emphasis on the endowment policy are evaluated. Personal selling of mobile operators is evaluated using the method of mystery shopping.

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Xu, Xin. "Direct conversion of carboxylate salts to carboxylic acids via reactive extraction". Texas A&M University, 2008. http://hdl.handle.net/1969.1/86006.

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The MixAlco process, a proprietary technology owned by Texas A&M University, converts biomass (e.g., municipal solid waste, sewage sludge, paper, agricultural residues, and energy crops) into usable chemicals (e.g., acetic acid) and fuels (e.g., ethanol). Historically, calcium carbonate has been used as the buffer. Recently, it was found that using ammonium bicarbonate as the buffering agent enhances the fermentation conversion. In this case, fermentation broth contains ammonium salts (e.g., ammonium acetate, propionate, butyrate, pentanoate). Therefore, the downstream processing steps (including extraction, purification, esterification, and product separation) must be compatible with the ammonium carboxylate salts formed in the fermentation. This research focuses on converting fermentation broth carboxylate salts into their corresponding acids via "acid springing." Reactive extraction and thermal conversion (distillation) are crucial parts of the acid springing process. Because the components of the fermentation broth are over 80% ammonium acetate and 20% other ammonium carboxylate salts (ammonium propionate, butyrate, pentanoate, etc.), all the initial experiments in this study were performed using reagentgrade ammonium acetate to simplify the reaction. Later, actual fermentation broth was employed. The primary objective of this study was to provide the optimal operating conditions to make the downstream processing steps of the MixAlco process compatible with ammonium carboxylate salts formed in the fermentation. The optimal initial concentration for reactive extraction should be 150-200 g/L and the volume ratio of aqueous phase and extractant should be 1:1. The distribution coefficient reaches the maximum value when the concentration of TOA is 20% (vol %) in n-octanol. The batch distillation study shows that there are two reaction stages: (1) water leaves the system at 100-106 °C and (2) the acid-amine complex decomposes at 160-180 °C.

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Claux, Benoît. "Etude de la réduction électrochimique d'oxydes d'actinides en milieu sels fondus". Thesis, Grenoble, 2011. http://www.theses.fr/2011GRENI014/document.

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La production de métal à partir de son oxyde est basée sur une réduction en plusieurs étapes. Un procédé à une seule étape a été récemment proposé pour la formation de Ti métal par électrolyse en chlorures fondus. Dans le procédé FFC (Fray, Farthing and Chen), le titane métallique est produit à la cathode pendant que les ions oxyde sont oxydés à une anode en graphite en dioxyde de carbone. Dans le domaine du nucléaire, ce procédé est intéressant car le sel peut être ré-utilisé sans retraitement particulier. Ce travail présente les études électrochimiques réalisées dans CaCl2-KCl et CaCl2 permettant de clarifier le mécanisme de réduction de CeO2, utilisé comme simulant des actinides. Des électrolyses sur de faibles quantités de CeO2 sont réalisées afin d'obtenir les conditions opératoires optimales. La réduction de plusieurs centaines de grammes de CeO2 est aussi discutée
Reactive metals are currently produced from their oxide by multiple steps reduction techniques. A one step route from the oxide to the metal has been suggested for metallic titanium production by electrolysis in high temperature molten chloride salts. In the so-called FFC process, titanium oxide is electrochemically reduced at the cathode, generating O2- ions, which are converted on a graphite anode into carbon oxide or dioxide. After this process, the spent salt can in principle be reused for several batches which is particularly attractive for a nuclear application in terms of waste minimization. In this work, the electrochemical reduction process of cerium oxide (IV) is studied in CaCl2 and CaCl2-KCl melts to understand the oxide reduction mechanism. Cerium is used as a chemical analogue of actinides. Electrolysis on 10 grams of cerium oxide are made to find optimal conditions for the conversion of actinides oxides into metals. The scale-up to hundred grams of oxide is also discussed

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Richterová, Lenka. "Návrh propagace začínající grafické firmy". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2010. http://www.nusl.cz/ntk/nusl-222481.

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The master´s thesis deals with the promotion of the firm called efF creative ateliér, that works in printing industry. This work is focused on analysis of marketing environment in and out of the firm and recognizes particular forms of marketing communication. On the basis of these analyses a new promotion for firm is suggested.

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Fendrychová, Lucie. "Návrhy na zlepšení propagace firmy". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2010. http://www.nusl.cz/ntk/nusl-264875.

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This Diploma Thesis discusses the marketing communication of the company C-FILTER FITRY, s.r.o. which distributes filters and related services. This project analyses the current situation and weaknesses of the company and looks for ways to improve its promotion in order to increase the company´s revenue.

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Davčíková, Gabriela. "Návrh komunikačního mixu vybraného podniku". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2015. http://www.nusl.cz/ntk/nusl-225101.

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The goal of the thesis "Proposal of Communication Mix of the Selected Company" is to propose concrete measures to improve the communication mix based on the analysis of the current state of the company. The study is divided into theoretical, analytical, and the proposition part. The theoretical part serves as the basis for analytical and proposition parts. It discusses tools of marketing communication mix in the context of the entire marketing. The practical part analyzes the selected company and its communication mix. The proposition part is based on the analysis and it further describes a plan to improve the current state of marketing communication tools.

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Kozáková, Andrea. "Návrh komunikační strategie pro obchodní firmu". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2009. http://www.nusl.cz/ntk/nusl-222090.

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The master’s thesis concerns about analyses of existing conditions of Stim tools, PLC., its surroundings and factors influencing its customers. The thesis is based on theoretical knowledge of marketing, which is used for the company description in the practical part of the work. Based on the existing information a proposal of communication strategy for this company is suggested.

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Mahdalová, Renata. "BTL marketingové komunikační aktivity jako stimul k nákupu, aplikace na značku Coca Cola". Master's thesis, Vysoká škola ekonomická v Praze, 2010. http://www.nusl.cz/ntk/nusl-76280.

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The thesis consists of theoretical and practical part. In the theoretical part important terms like marketing mix, marketing communications, target group and marketing goals are explained. There are also described the individual marketing tools of the marketing mix, which are divided into ATL and BTL marketing tools. The whole thesis is focused on BTL marketing activities like sales promotion, direct marketing and new media. The practical part includes the case study about BTL activities of the company Coca-Cola HBC Česká republika. There is a detailed description of the currently released communication campaign of the new flawoured water Bonaqua. The objektive of the thesis is to point out that BTL activities are more effective when trying to influence the customer and to demonstrate the increasing significance of BTL marketing activities.

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Santa, Cruz Vásquez Ana Lucía. "Barreras de crecimiento del formato tradicional de venta por catálogo de productos de belleza y la oportunidad del comercio electrónico como medio de venta e intención de compra". Bachelor's thesis, Universidad Peruana de Ciencias Aplicadas (UPC), 2019. http://hdl.handle.net/10757/652102.

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En el siguiente trabajo de investigación se busco en primera instancia saber como está el mercado actual de venta por catálogo para comprender cuales son las barreras de crecimiento que tienen para migrar hacia una venta más digital, en este caso hacia el comercio electrónico a personas que hayan comprado por catálogo de Lima Metropolitana. Con la finalidad de resolver y entender el problema, se realizó un estudio explicativo de tipo no experimental a través de un método mixto, usando dos enfoques: cualitativo y cuantitativo. Las herramientas utilizadas en la primera parte fueron entrevistas a profundidad con especialistas y focus group a usuarios frecuentes de compra por catálogo. Para la segunda parte, se encuesto a 250 personas del público analizado. La investigación dio resultados interesantes y bastante importantes para la toma de decisión, así como de próximas estrategias que podrían tomar las empresas de venta por catálogo para aplicar en un futuro, por otro lado, se dio a conocer la importancia de las asesoras de ventas dentro de este modelo de venta, si bien este mercado ha decaído la propuesta es investigar nuevas plataformas que potencien a este mercado como uno de lo mas productivos del país. La importancia de haber realizado esta investigación parte de dar un panorama mas amplio y la posibilidad de dar a las empresas de venta por catalogo estrategias y foco a nuevas plataformas digitales para crear mayor relación marca-consumidora con la asesora de venta y generar mayores ventas con el usuario. Finalmente, crear una empresa mas digital y mas moderna.
In the following research work, we sought in the first instance to know how the current market for catalog sales is to understand what are the growth barriers they have to migrate towards a more digital sale, in this case towards electronic commerce to people who have purchased by Metropolitan Lima catalog. In order to solve and understand the problem, an explanatory study of a non-experimental type was carried out through a mixed method, using two approaches: qualitative and quantitative. The tools used in the first part were in-depth interviews with specialists and focus group to frequent users of catalog purchases. For the second part, 250 people of the target analyzed were found. The investigation gave interesting and quite important results for decision-making, as well as the next strategies that catalog sales companies could take to apply in the future, on the other hand, the importance of sales consultants within of this sales model, although this market has declined the proposal is to investigate new platforms that empower this market as one of the most productive in the country. The importance of having carried out this research is based on giving a broader panorama and the possibility of giving companies catalog sales strategies and focus to new digital platforms to create a greater brand-consumer relationship with the sales consultant and generate greater sales with the user. Finally, create a more digital and modern company.
Trabajo de investigación

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48

Krátká, Martina. "Návrh na zlepšení marketingového mixu". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2015. http://www.nusl.cz/ntk/nusl-224873.

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Master´s thesis is focused on evaluation of current marketing mix and its possible improvements of company Vinařství U Kapličky. Goal of the thesis is increase sales of this company. Thesis is separated into four parts. Theoretical part is focused on theoretic assumptions, which relates to marketing mix issues. Analytical part is comparing gathered information from theoretical part with current company’s situation. Suggesting part describes specific suggestions for improvements, which were, based on analytical part, evaluated as problematic. Last part deals with economical evaluation and benefits of suggested measures.

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Biajoli, Andre Francisco Pivato 1978. "Arilação direta de compostos heteroaromáticos com sais de arenodiazônio". [s.n.], 2013. http://repositorio.unicamp.br/jspui/handle/REPOSIP/249872.

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Orientador: Carlos Roque Duarte Correia
Tese (doutorado) - Universidade Estadual de Campinas, Instituto de Química
Made available in DSpace on 2018-08-22T19:40:59Z (GMT). No. of bitstreams: 1 Biajoli_AndreFranciscoPivato_D.pdf: 15667381 bytes, checksum: c96d7fd628b3e5359cce9f6bbe7c724c (MD5) Previous issue date: 2013
Resumo: Tetrafluoroboratos de arenodiazônio são compostos estáveis e de fácil preparo que têm sido largamente empregados na reação de Heck-Matsuda, permitindo o desenvolvimento de métodos rápidos, brandos e livres de fosfinas. No tocante à arilação direta de compostos (hetero)aromáticos, uma metodologia que emergiu na década de 2000 e que dispensa a necessidade de pré-funcionalização de ambos os parceiros de acoplamento, sais de arenodiazônio foram empregados com sucesso como fontes de radicais arílicos. Por outro lado, a arilação direta de (hetero)aromáticos com sais de arenodiazônio através da catálise por metais de transição havia sido relatada, até há pouco, em apenas um trabalho na literatura (de 1999), com os rendimentos obtidos sendo, na melhor das hipóteses, modestos. Isto posto, resta claro que o desenvolvimento de uma metodologia que explore sais de arenodiazônio em arilações diretas catalisadas por metais de transição seria um avanço importante na química destes sais. Com isso, no presente trabalho foi desenvolvida uma metodologia rápida e em condições brandas para a arilação de indóis, benzofurano e benzotiofeno empregando-se paládio como catalisador. A alta nucleofilicidade dos indóis, que tendem a reagir com sais de arenodiazônio formando compostos azo (corantes), pôde ser contornada, com os produtos monoarilados desejados sendo obtidos com altas regiosseletividades e bons rendimentos. Também foi estudado o comportamento de outros heteroaromáticos, como furanos e o tiofeno, em arilações diretas com sais de arenodiazônio via paládio. Estudos mecanísticos forneceram evidências de que as reações apresentadas operam a partir de uma espécie altamente eletrofílica de arilpaládio catiônico que vem a ser atacada pelos compostos heteroaromáticos eletronicamente ricos
Abstract: Aryldiazonium tetrafluoroborates are stable, easy-to-prepare compounds that have been largely employed in Heck-Matsuda reactions, allowing the development of fast, mild and phosphine-free methods. Regarding direct arylations of (hetero)aromatic compounds, an area of research that emerged at the beginning of the current century, arildiazonium salts have been employed mainly as radical sources; on the other side, only one example in the literature (dating from 1999) presented arylations of heteroaromatic compounds with aryldiazonium salts in a non-radicalar, transition metal-catalyzed process, with poor yields being observed. With that in mind, it is clear that a methodology exploiting the full potential of aryldiazonium salts in a non-radicalar fashion is highly desirable. Therefore, in the present work a methodology for the direct arylation of indoles, benzofuran and benzothiophene employing palladium as catalyst is presented. The high nucleophilicity of indoles, that are prone to react with these salts to furnish azocompounds (dyes), could be surpassed, with the desired monoarylated products being obtained with both high yields and regioselectivity. The behaviour of 2-methylfuran and thiophene was also investigated. Mechanistically, evidences pointing to the formation of a highly electrophilic cationic arylpalladium species that is attacked by the electronrich heterocycles are presented
Doutorado
Quimica Organica
Doutor em Ciências

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Koutná, Kateřina. "Návrh komunikačního mixu". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2016. http://www.nusl.cz/ntk/nusl-241488.

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This master thesis focuses on improving communication mix of selected businessman, Mr. Marek Argan, who operates in the sale of Thai products and provides services as Thai yoga and Thai massage. This work is is divided into three main parts. The first part describes theoretical knowledge, which is then used as a base for the next parts. The second part describes the activities of the selected company and analysis of the current marketing and communication mix. In the last part is the proposal of communication mix, which will be applied in the company .

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