The main aim of the thesis is the research and evaluation of attitudes and buying behavior of customers in selected shopping center.

Diploma thesis deals with analysis of the shopping atmosphere of selected retail unit depending on its main objective. In the first part of the thesis - literary research - the theoretical background of the issue is processed. The second part - own work - already deals with the analysis. Retail unit Tesco České Budějovice was chosen for the analysis and a description of its shopping atmosphere is included in the work. The main method of analysis was an on-line questionnaire survey which was carried out among the customers of selected retail unit. Results of this survey served to confirmation or refutation of established hypothesis. A description of shopping atmosphere of one more retail unit was made for completeness of analysis. This description served for the purpose of comparison. On the basis of the data obtained was found that the elements of the shopping atmosphere of selected retail unit are used quite abruptly, and to a limited extent, in accordance with the strategy of focusing on low-priced on the market. Customers (with some exceptions) did not express dissatisfaction with such performing of shopping atmosphere, which suggests that customers who are shopping in this retail unit are focused more on the practical aspects of the purchase, such as low price or breadth of assortment. Four improvements for problematic areas were proposed in the work to increase the efficiency and attractiveness of the store. Areas are following: entrance area, orientation and using of colors in the store, area of counter sale and increase of using of self service checkouts.

The master thesis deals with needs and expectations of consumer co-operative´s customers in the Tábor. The main aim is to find out degree of satisfaction of customers of the co-operative´s customers in the visited store and to determine their expectations from the point of view of the development of the supply of goods and services. The secondary aim is to find out if customer has enough stores at the place of his residence. Then to find out if the reason of person which does not buy here is the lack of COOP stores at the place of his residence. The diploma thesis is divided into two parts. The theoretical part is carried out by the external sources. It describes the terms of customer behaviour, customer´s satisfaction or cooperative and consumer cooperatives. The second part is the practical part. In this section a marketing research is realized. The data are assemble by the questionnaire survey. After that, recommendations are suggested for increase satisfaction of the consumers and co-operative´s customers.

Submitted by Izabel Franco (izabel-franco@ufscar.br) on 2016-10-26T17:09:15Z No. of bitstreams: 1 TeseSCF.pdf: 10747360 bytes, checksum: 8a9b640ece219d76af8f66468c70af0a (MD5) / Approved for entry into archive by Marina Freitas (marinapf@ufscar.br) on 2016-11-08T18:25:43Z (GMT) No. of bitstreams: 1 TeseSCF.pdf: 10747360 bytes, checksum: 8a9b640ece219d76af8f66468c70af0a (MD5) / Approved for entry into archive by Marina Freitas (marinapf@ufscar.br) on 2016-11-08T18:25:51Z (GMT) No. of bitstreams: 1 TeseSCF.pdf: 10747360 bytes, checksum: 8a9b640ece219d76af8f66468c70af0a (MD5) / Made available in DSpace on 2016-11-08T18:25:59Z (GMT). No. of bitstreams: 1 TeseSCF.pdf: 10747360 bytes, checksum: 8a9b640ece219d76af8f66468c70af0a (MD5) Previous issue date: 2016-06-22 / Não recebi financiamento / This work deals with the analysis of queueing systems for Call Centers regarding the possibility of the customer abandon the system before being served, due to his/her impatience. The Call Centers are service organizations that predominantly serve customers by phone calls and are considered a particular kind of Contact Centers that serve their costumers through phone, fax, e-mail, chat, mobile devices and other communication channels. From a business point of view, the main concern on the management of the Call Center is the offer quality service with minimum cost. The perception of the quality of services offered is expressed, by customer, for example, through the abandonment of queue, which is considered one of the most important operational measures to evaluate the performance of a Call Center. This work aims to present and apply analytical queueing models with abandonment, represented by generic probability distributions (particularly mixed distributions), as an effective analysis approach to represent the problem of congestion in Call Center systems and support decisions of dimensioning and operations on these systems. Two studies were conducted with Call Center extracted data of a company located in the countryside of São Paulo State, Brazil and another located overseas, in Israel. The parameters (e.g, arrival rate, service rate, abandonment rate) and some measures of performance (e.g, average waiting time, waiting probability, abandonment probability and traffic intensity) were established based on these data. These sampling measures were equated with the same measures achieved by the analytical queueing models M/M/c+G, M/Gc/1+G and M/G/c+G considered in this research, using the parameters obtained empirically and mixed, Exponential, Fatigue Life, Normal and Lognormal distributions to represent the abandonment (patience) of users. It was observed that in some cases, depending on the considered performance measure, the queueing models with mixed distributions for the abandonment have better results (minor deviations, compared to the real data) than their corresponding with nonmixed distributions. It was observed, also, that independently of the analyzed performance measures, the Call Centers may be represented by a analytical queueing model with a mixed distribution for abandonment times, which behaves better than the others. There were no evidences that the mixed distributions to represent the abandonment times were the best in all analyzed performance measures, but they were always competitive. It was used, also, an experimental model of discrete simulation that properly represents the Call Center in order to check the results of the analytical models and explore alternative scenarios. The same scenarios were considered with the theoretical model and the performance measures achieved by the simulation and by the theoretical models were compared, showing the potential of the use of the approaches based on analytical models with abandonment for the Call Centers analysis. / Este trabalho trata da análise de sistemas de filas para Call Center considerando a possibilidade do cliente abandonar o sistema antes de ser servido, devido a sua impaciência. Os Call Centers são organizações de serviço que predominantemente servem os clientes via chamada telefônica e são considerados um tipo particular dos Centros de Contato, que atendem seus clientes por meio de telefone, fax, e-mail, chat, dispositivos móveis e outros canais de comunicação. Do ponto de vista dos negócios, a principal preocupação na gestão de um Call Center é oferecer serviço de qualidade com mínimo custo. A percepção da qualidade dos serviços oferecidos é manifestada, pelo cliente, por exemplo, por meio do abandono da fila de espera, que é considerado uma das medidas operacionais mais importantes para avaliar o desempenho de um Call Center. O objetivo deste trabalho é apresentar e aplicar modelos analíticos de filas com abandono, representado por distribuições genéricas (particularmente distribuições mistas), como uma abordagem de análise efetiva para representar o problema de congestão em sistemas de Call Centers e apoiar decisões de dimensionamento e operação nesses sistemas. Dois estudos foram conduzidos com dados extraídos do Call Center de uma empresa localizada no interior do Estado de São Paulo e de outro localizado no exterior, em Israel. Os parâmetros (por exemplo, taxa de chegada, taxa de serviço e taxa de abandono) e algumas medidas de desempenho (por exemplo, tempo médio de espera, probabilidade de esperar, probabilidade de abandonar e intensidade de tráfego) são determinadas com esses dados. Essas medidas amostrais são comparadas com as mesmas medidas obtidas por meio dos modelos analíticos de fila M/M/c+G, M/Gc/1+G e M/G/c+G considerados nesse estudo, que utilizam os parâmetros obtidos empiricamente e as distribuições mistas, Exponencial, Fatigue Life, Normal e Lognormal para representar o abandono (paciência) dos usuários. Observou-se como resultado, que em alguns casos, dependendo da medida de desempenho considerada, os modelos de fila com distribuição mista para o abandono têm apresentado resultados melhores (desvios menores em relação aos dados reais) que os seus correspondentes com distribuições não mistas. Observou-se, também, que independentemente das medidas de desempenho analisadas, os Call Centers podem ser representados por um modelo analítico de fila com uma distribuição mista para os tempos de abandono, que se comporta melhor do que os outros. Não houve evidências que as distribuições mistas para representar os tempos de abandono foram as melhores em todas as medidas de desempenho analisadas, mas foram sempre competitivas. Utilizou-se, também, um modelo experimental de simulação discreta, que representa apropriadamente o Call Center, para verificar os resultados dos modelos analíticos e explorar cenários alternativos. Os mesmos cenários foram considerados com o modelo teórico e as medidas de desempenho obtidas pela simulação e pelo modelo teórico foram comparadas, mostrando o potencial do uso de abordagens baseadas em modelos analíticos com abandono para análise de Call Centers.

A mudança de comportamento dos consumidores através do advento da tecnologia e das redes sociais gera um grande empoderamento dos mesmos, alterando substancialmente a forma de relacionamento das empresas com seu público final. Atentas a este mercado, as empresas de mídia passam por profundas mudanças, tanto do ponto de vista da entrega de conteúdo ao seu público, quanto no seu formato administrativo, estratégico e financeiro. Sendo assim, a presente dissertação apresenta abordagens apoiadas em técnicas multivariadas para composição de equipes comerciais e de remuneração dos times de venda de uma empresa de comunicação. No artigo 1, objetiva-se gerar um modelo para estimar a premiação comercial das equipes de venda das rádios do Grupo RBS. Para tanto, inicialmente geram-se agrupamentos das emissoras de rádio do Grupo RBS no estado do Rio Grande do Sul e de Santa Catarina com base nos seus perfis de similaridades. Para cada cluster gerado, gera-se uma regressão linear múltipla da premiação comercial validado através de validação cruzada por intermédio do R2 ajustado e Mean Absolute Percentage Error (MAPE). O segundo artigo aborda a clusterização dos top clientes do Grupo RBS e o impacto na composição das equipes comerciais por meio do método da seleção de variáveis. As 7 variáveis originais foram avaliadas através do método de seleção de variáveis “Omita uma variável por vez”; o melhor Silhouette Index (SI) médio, métrica utilizada para avaliar a qualidade dos agrupamentos gerados, foi obtido quando 3 variáveis foram retidas. Os agrupamentos gerados por tais variáveis refletem o comportamento de compra de mídia dos clientes; os agrupamentos foram considerados satisfatórios quando avaliados por especialistas do Grupo RBS. / The change in the behavior of consumers with the advent of technology and social networks generates a great empowerment of themselves, substantially altering the relationship form of companies to their final audience. Attentive to this market, media companies undergo profound changes, both from the point of view of delivering content to their audience, as well as in their administrative, strategic and financial format. Thus, the present dissertation presents approaches supported by multivariate techniques for the composition of commercial and remuneration teams of the sales group of a communication company. In article 1, the objective is to generate a model to estimate the commercial awards of the sales teams of the RBS Group radios. To do this, we initially generate groupings of radio stations from the RBS Group in the state of Rio Grande do Sul and Santa Catarina based on their profiles of similarities. For each cluster generated, a multiple linear regression of the commercial award is generated, validated through cross validation through the adjusted R2 and Mean Absolute Percentage Error (MAPE). The second article addresses the clustering of RBS Group top clients and the impact on the composition of business teams through the variable selection method. The original 7 variables were evaluated through the variable selection method "Omit one variable at a time"; the best Silhouette Index (SI) average, metric used to evaluate the quality of the generated clusters, was obtained when 3 variables were retained. Clusters generated by such variables reflect customers' buying behavior of media; the clusters were considered satisfactory when evaluated by RBS Group experts.

The aim of this diplom work is to analyse preparedness of a specific company for Quality management systhems according to norm CSN EN ISO 9001:2001. Analyse include only selected chaps of the european standard ISO 9001 and author of the diplom work makes suggestions to top managers of the company, how to proceed and steep in requirements of the standatds ISO 9001.

The significancy of small and medium enterprise is really important. Small and medium enterprise creates working stations and competitive enviroment. In these days are these enterprise in impasse situation. The tendency of globalization destroys small and medium enterpriseurs, because they cannot create good earnings and sufficient profit. The purpose of this diploma paper was analysis of competition which is situated in local region and which stand to enterpriseur of company Nový Byt in good stead. Nový Byt has a big tradition in local market and the owner offers good services and quality furniture. Feature of this diploma paper was analysis of local and potencional competion and consumer analysis. The biggest competition for the company Nový Byt is definetely Nábytek u Kozů. This company is not situated in Žďár on Sázava, but in Nové Město on Morava. The owner is prepared to establish another store in Žďár on Sázava in future. The company started in 2005 and made a big progress in selling furniture. Nábytek u Kozů sells the same kinds of furniture and accessories like Nový Byt. Prices of that furniture are on the same level and the company offers better and cheaper services. The owner is well-educated in selling furniture, because he worked like a business assistant of furniture company calls Pohoda. Another rival companies are A JE TO and Bexim. These companies are situated in same department store in Žďár on Sázava. A JE TO tries to sell a good-price furniture and offers many services. Bexim sells furniture only from czech suppliers and relies on quality products. The purpose of questionnaire searching is founding segment of customers, which will be usefull for company Nový Byt. It should be persons from 20 ? 59 years old. The most of these respondents were satisfied with the price and quality of furniture. Many of these respondents have no experience with buying products by the internet. This finding was very suprising and it gives the owner big potencial to the future of selling furniture by the internet.

O presente trabalho tem como objetivo central a proposição de ferramentas de gestão do relacionamento com os clientes, tendo como base analítica a utilização da segmentação dos clientes com foco no mercado industrial ou B2B. Para tanto, a metodologia de segmentação pós-fato proposta pelo autor, denominada de Focometria, terá como base de dados o comportamento histórico de compras dos clientes mensurado pelos descritores: valor, recência e frequência. O valor mede a margem de contribuição gerada por cada cliente; a recência mede o tempo transcorrido entre a data de corte estabelecida e a última operação comercial; e a frequência mede o número de operações comerciais realizadas no período de análise. A metodologia propõe a realização de dois estágios classificatórios da carteira de clientes, onde o primeiro estágio definirá os grupos de clientes e o segundo estágio os categorizará a partir de um ranking proposto. Para isso, o trabalho será estruturado em quatro artigos principais, os quais fazem uso das ferramentas propostas, com o objetivo de melhorar e qualificar a tomada de decisão na gestão do relacionamento dos clientes das organizações. Complementando, a Tese faz referência a um quinto artigo que reforça a aplicação da metodologia de segmentação Focometria na gestão orçamentária de vendas das empresas. Com base nos artigos apresentados conclui-se que a metodologia de segmentação de dois estágios a Focometria, é uma ferramenta eficiente para qualificar e focar a gestão comercial da carteira de clientes das empresas. / The present work has as main objective the proposition of relationship management tools with customers, based on the use of analytical customer segmentation with focus on industrial or B2B market. To this end, the methodology proposed by the author pos-fact segmentation, called Focometria, will be based on the data of customer purchase history behavior measured by key words: value, recency and frequency. The value measures the contribution margin generated by each client; the recency measures the elapsed time between the date of court established and the last commercial operation; and frequency measures the number of commercial operations performed during the analysis period. The methodology proposes two qualifying stages of customer, where the first stage will define the customer groups and the second stage will categorize them from a proposed ranking. For that, the work will be structured in four main articles, which make use of the tools proposed, with the goal of improving and qualify the decision-making on customer relationship management of organizations. Complementing the thesis references a fifth article that reinforces the application of the methodology of segmenting Focometria on budget management of enterprises sales. On the basis of articles presented it is concluded that the two-stage segmentation methodology to Focometria, is an efficient tool to qualify and focus on the commercial management of customer businesses.

Diferenciar-se é uma questão de agregação constante de valor, pensamento enxuto, retenção de talentos, atenção as boas práticas de gestão e a todas as partes envolvidas. Alcança sua missão aquela organização que aproveita o maior número de oportunidades lançadas a todos, porém aproveitadas por aqueles que as identificam e executam ações a frente dos demais. Manter essa atitude de vanguarda é o grande desafio que se lança. E a resposta a esta necessidade, a história de gestão e empreendedorismo nos mostra que não haverá resposta definitiva nem mecanismo permanente eficaz. É inserido neste contexto, que este projeto se desenvolve, buscando observar dentro de uma indústria de bebidas, o que seu método de custeio atual contribui para a busca de sua missão e implantar os conceitos atualmente modernos de time driven activity-based costing, voltando-as cada vez mais para a agregação de valor. / The ability to differentiate oneself as a professional is a matter of constant aggregation of value, lean thinking, retaining talent, attention to good management practices and to all parties involved. The company which can achieve its mission is the one that takes advantage of the greater number of opportunities thrown at all involved, however, seized by those who identify and take action ahead of others. Being able to maintain that vanguard attitude is the greatest challenge. In response to this need, the history of management and entrepreneurship shows us that there will be no definitive answer or an effective permanent mechanism. It is in this context that this project is developed, aiming to observe within a beverage industry, what its current cost method contributes to the pursuit of its mission and implement the modern concepts time driven activity-based costing, focusing constantly on the added value.

Diferenciar-se é uma questão de agregação constante de valor, pensamento enxuto, retenção de talentos, atenção as boas práticas de gestão e a todas as partes envolvidas. Alcança sua missão aquela organização que aproveita o maior número de oportunidades lançadas a todos, porém aproveitadas por aqueles que as identificam e executam ações a frente dos demais. Manter essa atitude de vanguarda é o grande desafio que se lança. E a resposta a esta necessidade, a história de gestão e empreendedorismo nos mostra que não haverá resposta definitiva nem mecanismo permanente eficaz. É inserido neste contexto, que este projeto se desenvolve, buscando observar dentro de uma indústria de bebidas, o que seu método de custeio atual contribui para a busca de sua missão e implantar os conceitos atualmente modernos de time driven activity-based costing, voltando-as cada vez mais para a agregação de valor. / The ability to differentiate oneself as a professional is a matter of constant aggregation of value, lean thinking, retaining talent, attention to good management practices and to all parties involved. The company which can achieve its mission is the one that takes advantage of the greater number of opportunities thrown at all involved, however, seized by those who identify and take action ahead of others. Being able to maintain that vanguard attitude is the greatest challenge. In response to this need, the history of management and entrepreneurship shows us that there will be no definitive answer or an effective permanent mechanism. It is in this context that this project is developed, aiming to observe within a beverage industry, what its current cost method contributes to the pursuit of its mission and implement the modern concepts time driven activity-based costing, focusing constantly on the added value.