Poucas indústrias têm crescido tanto e tão rápido quanto a Indústria de Tecnologia da Informação e Comunicações (ICT), particularmente o segmento de software, que foi definido pelo governo federal como uma das áreas prioritárias de sua política industrial. O Brasil, que detém a maior indústria da Informática e Telecomunicações da América Latina, tem direcionado recursos para formação de profissionais nos níveis de graduação e pós-graduação e incentivado empresas do setor. Neste cenário, é importante que se desenvolvam estudos não só no campo técnico, mas também no campo da administração com vistas a subsidiar as empresas brasileiras para uma competição global. Os softwares utilizados nas empresas para suportar seus processos administrativos podem ser comercializados como pacotes, que são softwares padronizados, que não demandam interação entre quem os desenvolve e quem os utiliza, ou então como serviço, caso em que a empresa usuária contribui com o desenho do produto final. Esse “software-serviço”, ou “software sob encomenda” é o foco do presente estudo, que possui dois objetivos: - Explorar a segmentação do mercado empresarial para esse serviço, buscando identificar como os clientes podem ser agrupados a partir da análise das UTDs (unidades de tomada de decisão) formadas para sua compra; - Explorar como esses clientes enxergam e avaliam os fornecedores, entendendo principalmente quais dimensões utilizam para posicioná-los. O embasamento teórico do estudo é provido pelos construtos desenvolvidos no campo do marketing estratégico, marketing B2B e marketing de serviços, pois se considera que o software sob encomenda é um caso particular de compra de serviços industriais. A pesquisa de campo foi feita a partir da seleção de cinco casos de compra, e seus resultados permitem proposições sobre a formação e a dinâmica das UTDs para compra de software sob encomenda. Uma dessas proposições é a possibilidade de segmentação do mercado a partir das crenças que o líder do processo de compra tem acerca de seu papel. Outro resultado é a constatação do uso de critérios subjetivos na avaliação dos fornecedores, mesmo nesse tipo de compra industrial, dita “racional”. Finalmente, a pesquisa permite inferências sobre as diferenças nas dimensões de posicionamento dos fornecedores adotadas pelos representantes técnicos (TI) e pelos não técnicos (negócio) participantes da compra e uso dos serviços. / Few industries have grown so much and so rapidly as the Information and Communication Technology (ICT), particularly the software segment, defined by Brazilian federal government as one of its high priority areas. Brazil, a country that has the larger ICT industry in Latin America, has assigned resources to encourage graduate and postgraduate studies in the field, and has fostered the development of firms in the sector. Considering such scenario, the academic research is needed not only in the technical field, but also in the business administration field, in order to support Brazilian companies to face a global competition. Software used to support business administration processes can be marketed as packages, standardized software that do not require interaction between the developer and the user, or as a service, in which the user firm contributes to the final product design. Such “service-software” or customized software is the focus of this study, which has two main objectives: - Explore market segmentation for such service, aiming at identifying how the clients can be grouped based on the analysis of the DMU’s – Decision Making Units – formed for a specific purchase. - Explore how the clients evaluate their suppliers, understanding what dimensions they use to position them. The theoretical background for the study is provided by the constructs developed in the field of strategic marketing, B2B marketing and services marketing, because customized software is here considered as a particular case of industrial service purchase. The field research was accomplished based on five selected purchase cases, and its results allow propositions about formation and dynamics of DMU’s for customized software purchase. One of such propositions is the possibility of market segmentation based on the beliefs the purchase process leader has about his/ her organizational role. Another result is the observation of use of subjective evaluation criteria for supplier assessments in the industrial purchase, frequently called “rational”. Finally, the research allows inferences about the supplier positioning dimensions adopted by the technical (IT) and non-technical (business) representatives participating in the service purchase or use.

A inovação vem sendo reconhecida como uma das atividades que mais contribuem para o crescimento e para a manutenção da competitividade das organizações. Para inovar, porém, alguns fatores importantes devem ser considerados. Estar atento ao que acontece no mercado e promover a interface entre as funções no ambiente intra-firma, são fatores que podem contribuir para o sucesso das inovações. Neste sentido, esta dissertação examina a relação entre os construtos de orientação para mercado e interface inter-funcional, no contexto de desenvolvimento de novos produtos. Para tanto, foi realizada uma pesquisa de natureza predominantemente correlacional, com abordagem quantitativa, por meio da utilização do método survey. Para análise dos dados, foram utilizadas técnicas estatísticas não-paramétricas descritivas e bivariadas. Os resultados do estudo apontaram para um alto grau de orientação para mercado e interface inter-funcional e correlações significativas entre a maioria das variáveis estudadas. Observou-se ainda que, as respostas dos indivíduos alocados em empresas que possuem escritório de projetos (EP), ou que já tenham exercido a função de gerente de projetos, tendem a obter maiores correlações entre as variáveis de orientação para mercado e interface inter-funcional. / Innovation has been recognized as one of the activities that most contribute to the growth and maintenance of the organizational competitiveness. Innovation, however, is associated to some important factors that must be considered. Paying attention to what happens in the market and promote the interface between functions in intra-firm environment, are factors that may contribute to the success of innovations. In this sense, this work examines the relationship between the constructs of market orientation and inter-functional interface in the context of new product development. It was conducted a correlational research, with a quantitative approach, through the use of survey method. Non-parametric statistics, bivariate and descriptive, were used as data analysis techniques. The survey results pointed to a high degree of market orientation and cross-functional interface and significant correlations between most of the variables of the study. Data revealed yet that the responses of individuals employed in companies with project management office (PMO), or have already worked as a project manager, tend to have greater correlations between the variables of market orientation and interface inter -functional.

Traditional marketing methods are losing their effectiveness and credibility. It has been worse and worse to communicate with customers, and marketers are therefore looking for new techniques and way how to appeal buyers. They turn to the use of modern marketing methods, which typical features are possibility of accurate targeting and low costs, and, also, the fact that they are still not considered being a classic promotion. In the theoretical part of the diploma thesis the alternative marketing forms are described; word-of-mouth, product placement, guerilla marketing, mobile marketing, event marketing and social marketing. Their main features, forms, pros and cons are analyzed, and a practical example is included. The analytic part of the work is dedicated to a company of Budějovický Budvar, n. p. and a launch of a new product Pardál to the Czech beer market at the beginning of 2007. This very important step in the history of the Budějovický Budvar brewery was preceded by a detailed company strategic marketing analysis. This resulted in a decision of an unusual and original new product development and brand launch based on event and buzz marketing principles. The opportunity to influence the final attributes of the new product was given to the very customers -- beer drinkers. They participated in a project called "My New Beer" where the final taste and name of the beer was determined, and they also cooperated at a launch communication campaign of the Pardál brand in the Czech Republic. Significant sales and marketing results were achieved, and the unoriginal product development process and its marketing have been discussed by marketing specialists and professional media since. The brand has entrenched in the Czech beer market and has strengthened its position.

Master thesis is created in order to provide materials for business plan and marketing strategy of sports--recreational complex. Theoretical part deals with the notions marketing, strategic management and marketing management. Last part is focused on process of marketing strategy development. In practical part are developed business conception and marketing strategy with costs estimation. This part is based on market and customer analysis.

The aim of the thesis is to create a realistically usable online marketing plan of a chosen 5* hotel in Prague. The most important and used marketing communication tools will be defined and the importance and nature of marketing planning delineate in the thesis. The practical use will be outlined through an elaboration of a marketing plan including marketing audit, goals setting and proposal of an action plan for an upcoming planning period.

Goal of this diploma thesis is to create a marketing strategy of the Prague Youth Philharmonic symphony orchestra including marketing concept definition, audience research and marketing communication project. The marketing strategy proceeds from internal and external SWOT analysis of the subject. Theoretical part of the thesis deals with classical marketing theory and its use in arts management praxis. It focuses on strategic marketing and its instruments.

Nesta dissertação são investigados fatores que influenciam a adoção pelos consumidores de programas governamentais. O Marketing Social é o ramo do conhecimento que se dedica ao estudo da mudança comportamental dos indivíduos em resposta a intervenções de interesse social. Essas intervenções assumem com freqüência a forma de programas conduzidos por entes governamentais. São programas que geralmente têm sucesso limitado por não adotarem a filosofia de marketing em sua concepção e orientação. No campo tributário, um tipo de comportamento individual que procura ser estimulado pelos três níveis de governo no Brasil é o de pedir nota fiscal nas compras, com o objetivo de combater a sonegação de impostos e aumentar os recursos públicos. Os recursos financeiros são a base para os investimentos públicos e para os gastos sociais. Um dos principais caminhos para aumentar esses recursos é arrecadar tributos com mais eficiência. Nesse contexto, programas como a Nota Fiscal Paulista são lançados com o objetivo de alterar o comportamento individual dos consumidores. Nesta dissertação, esse programa foi analisado sob o enfoque de Marketing Social e de linhas de pesquisa relacionadas ao estudo do comportamento do consumidor. Partindo-se da Teoria do Comportamento Planejado e com a incorporação de conceitos importantes no Marketing, como satisfação, lealdade e boca-a-boca, chegou-se à proposição de um modelo teórico integrativo, que considerou a relação da atitude, de seus antecedentes e dos fatores norma social e auto-eficácia com os efeitos de marketing decorrentes da adoção ou não da Nota Fiscal Paulista pelo consumidor. Adicionalmente, foram identificadas as diferenças entre os grupos de adotantes e não adotantes do programa. O método de pesquisa se baseou em métodos qualitativos e na coleta de dados por meio de questionário disponibilizado pela Internet. A análise dos resultados teve por estratégia principal o emprego da modelagem de equações estruturais. A adoção do programa foi considerada como variável moderadora, possibilitando uma análise multigrupos. Dentre as principais conclusões da pesquisa, pode-se destacar que a atitude é o principal fator explicativo dos efeitos de marketing e o principal fator na previsão da adoção do programa. Adotantes e não-adotantes apresentaram perfis significativamente diferentes na amostra. Para os adotantes, a satisfação foi o antecedente mais importante da atitude. Para os não-adotantes, benefícios líquidos percebidos foi o fator com mais impacto na atitude. Risco de privacidade também foi um fator importante para esse grupo. A principal contribuição da pesquisa é a identificação dos fatores mais relevantes para a adoção da Nota Fiscal Paulista, colaborando para o estudo de uma área pouco explorada no contexto de marketing. Dentre as principais recomendações gerenciais, que podem ser aplicadas a diversos programas governamentais, citam-se a necessidade de intervenção para criar e reforçar atitudes positivas em relação ao programa governamental, a utilização freqüente de pesquisas com os consumidores para a orientação na condução do programa, a segmentação dos consumidores, a necessidade de incremento da auto-eficácia dos consumidores e da simplificação do programa, e a elaboração de estratégias relacionadas ao composto de marketing que decorram de um plano estratégico de marketing. Discutem-se ainda aspectos como os efeitos sobre o comportamento dos consumidores decorrentes do tipo de recompensa a ser oferecido em um programa social, da certeza ou não dessa recompensa e da interpretação que o consumidor faz das regras do programa. Limitações do estudo e sugestões para estudos futuros são também apresentadas. / This thesis analyzes the factors impacting the adoption of governmental programs by consumers. Social Marketing is the field of knowledge that studies the change in individual behavior in response to interventions of social interest. These interventions are often performed through programs conducted by governmental agencies. These programs generally have limited success for not adopting the marketing philosophy in their design and orientation. In the tax area, a type of behavior that is stimulated by the three levels of government in Brazil is the request of tax receipts on purchases, aiming the reduction of tax evasion and increase in public funds. Public funds are the basis for public investment and social spending. One of the main approaches to increase these resources is to collect taxes more efficiently. In this context, programs such as Nota Fiscal Paulista are introduced aiming the change in the behavior of consumers. In this thesis, this program was analyzed under the perspective of Social Marketing and other related studies of consumer behavior. Based initially on the Theory of Planned Behavior and incorporating important concepts of Marketing, such as satisfaction, loyalty and word-of-mouth, an integrative theoretical model was proposed, which considered the relationship between attitude, their antecedents, social norms, self-efficacy and the marketing effects that result from the adoption or not of the Nota Fiscal Paulista. Additionally, the research identified differences between adopters and nonadopters. The methodology was based on qualitative procedures and data collection through a survey made available on the Internet. The main strategy of analysis was based on Structural Equation Modeling (SEM). The adoption of the program was considered a moderating variable, allowing a multi-group analysis. Among the main findings, the research indicated that attitude is the most important factor in explaining marketing effects and in predicting the adoption of the program. The profile of adopters was significantly different from the profile of non-adopters in the sample. In the adopters subsample, satisfaction was the most important antecedent of attitude. In the non-adopters subsample, perceived net benefit was the most important factor that impacted their attitude. Privacy risk was also an important factor in that subsample. The most important managerial recommendations, that can be applied in several government programs, are: the need to create and reinforce positive attitudes towards the program, the frequent employment of consumer research to guide the program, the segmentation of consumers, the need to increase consumers´ self-efficacy and the simplification of the program, and the development of marketing mix strategies resulting from a strategic marketing plan. Other aspects including the effects of rewards on consumer behavior, the certainty of rewards and the mindset activated by the rules of the program are also discussed. Limitations to the study and suggestions for future studies are also presented.

Nowadays in the world of permanent instability and aggressive business methods greatly increases the degree of influence of those or other risks and factors on the welfare of the enterprise. Every year marketing idea is changing and upgrading. All this is due, first and foremost, change in the institutional environment – market transformation achievements in the area of science and technology, changes in the priorities of consumers, changes of the information area. In the past, marketing was based on providing information about the product, but now it's a model which represents emotions, visual images, subtext and a message between the words. Finally, a new approach to the understanding of the term "marketing" is creating a new paradigm of development. / В современном мире постоянной нестабильности и агрессивных методах ведения бизнеса сильно возрастает степень воздействия тех или иных рисков и факторов на благосостояние предприятия. Каждый год маркетинговая мысль претерпевает серьезные изменения и модернизацию. Все это вызвано, в первую очередь, изменением институциональной среды – трансформацией рынка, достижениями в области науки и техники, изменениями приоритетов потребителей, изменениями информационного пространства. Раньше маркетинг был основан на предоставлении информации о товаре, а теперь же это модель, представляющая эмоции, визуальные образы, подтекст и некий посыл, заключенный между слов. Таким образом, новый подход понимания термина «маркетинг» формирует новую парадигму его развития.

Целью работы является совершенствование инструментария оценки эффективности маркетинговой стратегии ювелирного предприятия. Предложен методический подход к оценке конкурентоспособности маркетинговой стратегии в цифровой среде путем выделения групп конкурентов на рынке ювелирных товаров в регионе на основе критериев, учитывающих специфику ювелирной отрасли, с последующим анализом качества развития цифровой торговой площадки компании. Это позволит сформировать рекомендации по развитию маркетинговой стратегии на основе повышения качества цифровой торговой площадки с учетом особенностей развития и ограничений ресурсов для каждой группы. / The aim of the work is to improve the tools for evaluating the effectiveness of the marketing strategy of a jewelry company. A methodical approach to assessing the competitiveness of a marketing strategy in the digital environment is proposed by identifying groups of competitors in the jewelry market in the region based on criteria that take into account the specifics of the jewelry industry, followed by an analysis of the quality of development of the company's digital trading platform. This will make it possible to formulate recommendations for the development of a marketing strategy based on improving the quality of the digital trading platform, taking into account the specifics of development and resource constraints for each group.

Artificial intelligence (AI) in marketing has gained significant interest and adoption recently, which makes it an important research topic. The purpose of the study was to explore how the integration of AI can be utilized efficiently in marketing creation, the applicability in its current state, and consumers perception of marketing material generated by AI. The study was based on a multi-method approach consisting of qualitive interviews with advertisement agencies, two experiments with AI, focus groups to gather consumer perceptions and attitudes, and a content analysis to evaluate AI’s ability to create marketing strategies compared to professional agencies. The study further incorporated theoretical frameworks from previous research to get a more comprehensive perspective.  The findings provide insights into how the AI models ChatGPT and Dall-E can support marketers in both the strategic and creative process. Furthermore, the study also identifies a consumer skepticism that negatively affects their perceptions towards AI-generated material, and that there are significant ethical considerations that must be addressed when using AI in marketing. Organizations and marketers can use these findings to leverage AI to refine their marketing strategies and creative process.