Cada vez mais as empresas oferecem soluções completas a seus clientes, com parcelas de produto e serviço. Essa mudança na composição do portfólio das organizações vem ocorrendo por uma série de motivos, sejam relacionados às questões estratégicas, motivados por demandas do cliente, ou ainda, por tendências que visam menores impactos ambientais. Esta tese teve como objetivo identificar se a estruturação das empresas em relação à integração produto-serviço influencia os fatores motivadores para o PSS. A abordagem metodológica foi dividida em pesquisa qualitativa e quantitativa, a primeira para compreender a perspectiva do cliente e a segunda para avaliar os fatores motivadores para a adoção de um sistema produto-serviço (PSS) por prestadores. A pesquisa qualitativa foi realizada por meio de um estudo de caso nos laboratórios de um dos principais hospitais da América Latina. Os dados coletados apresentaram informações importantes sobre questões ambientais e coprodução. Para a pesquisa quantitativa, foi proposto um instrumento de pesquisa, com base em dados extraídos da literatura, para avaliar o construto Fatores Motivadores (FM) e a estruturação das empresas em relação à integração produto-serviço, operacionalizada por meio dos construtos Orientação de Uso do Produto (OUP) e Lógicas de Transição (LT). O instrumento foi submetido à validação de conteúdo e a pesquisa conduzida com média e alta gerência, de 81 empresas de setores distintos. Os dados foram processados e validados por análise fatorial exploratória e técnica de Modelagem de Equações Estruturais com estimação pelo método Partial Least Squares (PLS), utilizando o software SMARTPLS 2.0. O construto Fatores Motivadores desdobrou-se em cinco variáveis latentes de primeira ordem: ambiental, cocriação, coprodução, portfólio e vantagem competitiva. As análises do modelo estrutural mostraram que há relacionamento significativo entre os Fatores Motivadores e as Lógicas de Transição, alterando-se à medida que se transida da lógica Produto-Dominante para a lógica Serviço-Dominante. Dentre as proposições da LT as que se destacaram foram Papel do Cliente, Envolvimento com o Cliente e Determinação e Significado do Valor. / Increasingly companies offer complete solutions to its customers which include products and services. This change in the organizations portfolio has been occurring due to a number of reasons, be it related to strategic issues, or driven by customer demands, or even to low environmental impact trends. This thesis aimed at identifying if companies structure in relation to their product-service integration influences the drivers for product-service systems (PSS) offer. The methodological approach was divided into qualitative and quantitative research, the first to understand the customer\'s perspective and the second to assess the drivers for the adoption of a product-service system (PSS) by providers. The qualitative research was conducted through a case study in the laboratories of one of the major Latin America hospitals. The data collected showed important information about environmental issues and co-production. For the quantitative research, a research instrument was proposed, based on data extracted from literature, to evaluate the Motivation Factors\' (FM) and the companies structuring in relation to product-service integration, operationalized through the constructs \'Product Use Orientation\' (OUP) and \'Transition Logics\' (LT). The instrument was submitted to content validation, and the research was conducted with middle and senior managers of 81 companies from different industries. The data were processed and validated by exploratory factor analysis technique and Structural Equation Modeling with the estimation method Partial Least Squares (PLS) using the software SmartPLS 2.0. The construct FM unfolded in five first-order latent variables: environmental, co-creation, co-production, portfolio and competitive advantage. The structural model analysis showed significant relationship between Motivation Factors and Transition Logics, which changes while it moves from Goods-Dominant Logic to Service-Dominant Logic. Among LT propositions most relevant are: Customers Role, Engagement with the Customer and Value Determination and Meaning.

Made available in DSpace on 2015-12-04T11:45:24Z (GMT). No. of bitstreams: 1 Marcio_Antonio_ Goncalves.pdf: 537717 bytes, checksum: 240c9e65f5941f377ffb804de3d0b6a0 (MD5) Previous issue date: 2005-11-21 / Many of the national and multinational big companies have been operating with Shared Services on several business area. The purpose of this assignment is to know a Multinational Vitamins company's structure and its Latin America Controllership area operating in a Shared Services environment. The studied company is trade leader on the animal and human vitamins worldwide that has its own centers of research, production, sales, and distributions centers spread around the world. The company has its own centers supplying the pharmaceutical, cosmetics animal and human nutrition industries with high quality vitamins. To achieve the purpose of this assignment the methodology research adopted, besides of the bibliographic surveyed, a case study in the related company. The collected data has a possible comparison between the searched bibliography and the case study done. The results shows that Shared Services search to put together in the same administrative proceedings that support many business units or affiliates companies. Such units can focus their effort on the company's works strategic aspects. Also, the target of the shared services environment is to eliminate functions and activities that frequently are duplicates in the company. Shared services operate with low costs and high levels of services, specially developing both technological investments for integrated systems and creating scale economies that add values to the company, and still has customer-partner satisfaction focus. However the customer-partners (the countries of Latin America region) are satisfied or very satisfied with the information and services provided by the Shared Services - Cost, this area demands revisions for adequacy their necessities, therefore the managers of the countries searched currently need add information that they are being developed by the local Controllership or on the proper business area. / Many of the national and multinational big companies have been operating with Shared Services on several business area. The purpose of this assignment is to know a Multinational Vitamins company's structure and its Latin America Controllership area operating in a Shared Services environment. The studied company is trade leader on the animal and human vitamins worldwide that has its own centers of research, production, sales, and distributions centers spread around the world. The company has its own centers supplying the pharmaceutical, cosmetics animal and human nutrition industries with high quality vitamins. To achieve the purpose of this assignment the methodology research adopted, besides of the bibliographic surveyed, a case study in the related company. The collected data has a possible comparison between the searched bibliography and the case study done. The results shows that Shared Services search to put together in the same administrative proceedings that support many business units or affiliates companies. Such units can focus their effort on the company's works strategic aspects. Also, the target of the shared services environment is to eliminate functions and activities that frequently are duplicates in the company. Shared services operate with low costs and high levels of services, specially developing both technological investments for integrated systems and creating scale economies that add values to the company, and still has customer-partner satisfaction focus. However the customer-partners (the countries of Latin America region) are satisfied or very satisfied with the information and services provided by the Shared Services - Cost, this area demands revisions for adequacy their necessities, therefore the managers of the countries searched currently need add information that they are being developed by the local Controllership or on the proper business area. / Muitas grandes empresas nacionais e multinacionais operam em diversas ??reas com Servi??os Compartilhados. Este trabalho tem por objetivo conhecer a estrutura de uma empresa multinacional e sua ??rea de Controladoria na Am??rica Latina, operando em um ambiente de Servi??os Compartilhados. Para atingir o objetivo proposto, no presente trabalho optou-se por adotar como metodologia de pesquisa, al??m do levantamento bibliogr??fico, um estudo de caso em uma empresa l??der de mercado no mundo em vitaminas animais e humanas, que tem seus pr??prios centros de pesquisas, produ????o e vendas, e conta, tamb??m com redes de distribui????o espalhadas pelo mundo que suprem as ind??strias de nutri????o animal e humanas, as ind??strias farmac??uticas e de cosm??ticos, com vitaminas de alta qualidade. Os dados coletados permitiram uma compara????o entre a bibliografia pesquisada e o estudo de caso realizado. Os resultados mostraram que Servi??os Compartilhados buscam colocar juntos, em um mesmo local, processos administrativos de suporte das muitas unidades de neg??cios ou filiais de uma corpora????o, para que tais unidades possam focalizar nos aspectos estrat??gicos da empresa, e tamb??m com o intuito de eliminar fun????es e atividades que, freq??entemente, est??o duplicadas na mesma. Servi??os Compartilhados operam com custos baixos e altos n??veis de servi??os, alavancam investimentos tecnol??gicos, principalmente para sistemas integrados, agregam valores ?? empresa gerando economias de escala, e tem, ainda o principal objetivo de satisfa????o dos seus clientes-parceiros. A presente pesquisa apurou que, embora os clientes-parceiros (os pa??ses da regi??o da Am??rica Latina) estejam satisfeitos com as informa????es e servi??os oriundos de Servi??os Compartilhados - Custos, demanda revis??es para adequa????o de suas necessidades, pois os gestores dos pa??ses pesquisados necessitam de informa????es adicionais as que est??o sendo desenvolvidas pela Controladoria local ou pela pr??pria ??rea de neg??cio.

A forma de operação descentralizada de serviços possui peculariedades próprias de operação. Estas características, especialmente no que se refere à forma de relacionamento entre alguns elementos da organização, como a organização do trabalho, estrutura, tecnologia e estratégia, ainda são poucos discutidas pela literatura. Com relação especificamente à organização de trabalho, a literatura explora bastante a questão da autonomia na industria, principalmente em estudos relacionados a atuação de funcionários de chão de fabrica, porém é carente em estudos relativos a funcionários de nível gerencial e em organização de serviços. A análise da atuação de funcionários de linha de frente é crítica para o sucesso e a qualidade de uma operação de serviços. Neste trabalho, são estudadas a organização de trabalho, as estruturas organizacionais possíveis de escolha para a empresa analisada e de que maneira a atuação do gerente é fator determinante na percepção de qualidade final sentida pelo cliente. A pesquisa é desenvolvida em forma de estudo de caso em uma empresa especializada em administração predial. Constatou-se que há benefícios em se proporcionar autonomia ao funcionário de linha de frente, sendo esta uma escolha estratégica da empresa estudada. A escolha da estrutura organizacional mais apropriada para a empresa neste tipo de atuação é ainda um ponto que deve continuar a ser motivo de atenção e estudo, sendo que os principais problemas de implementação de um novo modelo organizacional nessa empresa residem nos aspectos relativos a tecnologia e organização do trabalho. / The decentralized operation of services has its own particular characteristics. Such characteristics have received little attention in literature, especially regarding the way in which some organizational elements relate to each other: work organization, structure, technology and strategy. It is clear that, regarding work organization, literature has focused on the issue of autonomy in the industrial sector - specifically, past and recent studies have addressed the role factory employees play in industry. However, there still is a lack of discussion of autonomy related to the perform of both the managerial level of employees and services organization employees. For a corporation to guarantee a successful and high quality delivery of its services, it must thoroughly, analyze and understand the behavior of its front-office employees This study investigates work organization, the autonomy of the managerial level employee, the possible organization structures available and the ways in which the manager\'s behavior can be significant when it comes to the client\'s final perception of quality. This research adopts a case-study of a company whose core business is building management. It was verified that there are many beneficial outcomes for the company that invests in the autonomy of its front-office employees - which in fact is the studied company\'s strategic position. Nevertheless, the choice of the appropriate organizational structure should be the subject matter of further studies. The main implementation problem of the new organizational model in the case-study lies in the technology, the structure and the work organization particular to the case.

Submitted by Mariana Dornelles Vargas (marianadv) on 2015-03-23T19:23:10Z No. of bitstreams: 1 desempenho_representantes.pdf: 1655903 bytes, checksum: 48911914e86e19e15e097422c36dc5f7 (MD5) / Made available in DSpace on 2015-03-23T19:23:10Z (GMT). No. of bitstreams: 1 desempenho_representantes.pdf: 1655903 bytes, checksum: 48911914e86e19e15e097422c36dc5f7 (MD5) Previous issue date: 2010 / Nenhuma / O objetivo deste estudo é avaliar o desempenho dos representantes da indústria farmacêutica no Estado de Goiás. No contexto de serviços eles desempenham o seu papel, transmitindo o conhecimento obtido por suas empresas, relacionado à pesquisa e desenvolvimento de seus produtos, para os clientes-médicos, como forma de auxiliá-los no processo decisório. A estratégia de pesquisa compreendeu duas fases; na exploratória, detalharam-se como as estratégias de marketing do setor farmacêutico são aplicadas na prestação de serviços e como estão estruturadas para estabelecer relacionamentos e promover a troca de informações e conhecimento com os médicos. A fase descritiva envolveu a coleta de dados qualitativos e uma pesquisa quantitativa conduzida com uma amostra de 218 representantes. Guiado pelas Teorias da Administração de Serviços e da Dinâmica do Papel Organizacional desenvolveu-se um modelo teórico e hipóteses de trabalho que testaram, por meio da técnica da Modelagem de Equações Estruturais, as relações existentes entre as dimensões da qualidade e da produtividade no desempenho com o controle percebido sobre a tarefa, o sistema de suporte da supervisão, os fatores desencadeantes do estresse e as tendências à saturação (burnout) destes funcionários. Os resultados indicaram a predominância de um modelo de trabalho caracterizado por elevados níveis de estresse e de saturação, com potencial para fortalecer os aspectos disfuncionais ao desempenho e, consequentemente, interferir nas dimensões técnicas e funcionais do encontro do serviço. / This study aims to evaluate the current status of the perfomance of the pharmaceutical industry sales representatives who work in the State of Goias. In the context of services, they play their role by transmitting the knowledge gained by their companies, related to research and development of its products to the physicians as a way to assist them in the decision making. The research strategy comprised two phases. The exploratory one detailed how marketing strategies are applied in providing services and how the pharmaceutical industry is structured to establish relationships and promote the exchange of information and knowledge with physicians. The descriptive phase involved the collection of qualitative and quantitative data from a sample of 218 sales representatives. Guided by the Services Administration and the Dynamics of Organizational Role Theories, this study also developed a theoretical model and working hypotheses that tested by the technique of Structural Equation Modeling (SEM) the relationship between the dimensions of productivity and quality of perfomance with the perceived control on the task, the support system of supervision, the role stressors and burnout tendencies of these employees. The results indicated the predominance of a working model characterized by high levels of stress and burnout, with the potential to strengthen the dysfunctional aspects of performance and thus interfere with the technical and functional dimensions of service encounter.

Submitted by William Justo Figueiro (williamjf) on 2015-06-26T22:42:59Z No. of bitstreams: 1 42.pdf: 1869732 bytes, checksum: 20e93c264df16927ef25141a7e2f2520 (MD5) / Made available in DSpace on 2015-06-26T22:42:59Z (GMT). No. of bitstreams: 1 42.pdf: 1869732 bytes, checksum: 20e93c264df16927ef25141a7e2f2520 (MD5) Previous issue date: 2009-08-28 / Nenhuma / O objetivo desta dissertação é identificar como a experiência do cliente de uma empresa de saúde suplementar pode se refletir na gestão organizacional, sob o ponto de vista da organização. As relações entre a teoria e a prática seguem duas grandes linhas: as operações em saúde realizadas diretamente por cada unidade e o relacionamento com o cliente. O estudo, de caráter qualitativo e exploratório, se desenvolveu por meio de estudo de casos de organizações distintas, mas pertencentes a uma mesma confederação nacional localizadas em diferentes regiões do estado do Rio Grande do Sul. As empresas de saúde suplementar têm como seu produto mais comumente comercializado o “plano de saúde”, e sua função é a ligação entre o cliente o prestador do serviço. Para o estudo foram realizadas 16 entrevistas e observação posteriormente confrontadas. As operações foram classificadas de acordo com sua função para a manutenção da saúde do cliente em proteção, prevenção, cuidado e reabilitação conforme as ações de saúde propostas por Alma-Atta (1978). Identificou-se a predominância dos serviços enquadrados em prevenção e cuidado. No relacionamento com o cliente, busca-se identificar qual a forma ou formas que estas organizações se relacionam com o cliente. Observou-se a intenção de conhecer o cliente por meio da atenção à sua verbalização e a partir do acompanhamento do seu comportamento na interação com a organização. O reflexo da experiência do consumidor parece apresentar duas formas distintas: a melhoria incremental de serviços, já bem estruturada, e criação de novos serviços a partir do acompanhamento do comportamento do consumidor. / The goal of this research is to identify how the customer experience of a private health care company can be reflected in the organizational management, under the organization point of view. The study presents a qualitative and exploratory approach, using case studies of different health organizations all part of one same national confederation in different regions of the state of the Rio Grande Do Sul. The relations between the theory and the practice followed two main lines: The health services provided by those different units and its relationship with the customer. The private health care companies have as its main product “the health plan” and its function is provide the link between the customer and the health service provider. In this research, were made and studied 16 interviews and observations. The operations had been classified, in accordance with its function for the maintenance of the customer health, in: Protection, Prevention, Care and Rehabilitation, according the health actions proposed by Alma Atta (1978). It was identified de predominance of Prevention and Care services. Regarding the relationship with the customer, the Idea was to identify the way or ways how these organizations relate with their customers. It was observed intention of knowing the customer trough the attention to its observations and by following the customer behavior in the interaction with the organization. The consequence of the customer experience seems to present two distinct outputs. The improvement of the existing services and the creation of new ones.

No description available.

Although patterns of African American and white women breast cancer incidence and mortality in St. Louis, Missouri is consistent with those seen elsewhere in the United States, rates vary greatly across zip codes within the city of St. Louis. North St. Louis, whose neighborhoods are primarily African American, exhibits rates of breast cancer mortality that are among the highest in the city and higher than the state as a whole. Based on information that up to 50% of women in North St. Louis with a suspicious diagnosis of breast cancer never enter treatment, we conducted three 2-hour group model building sessions with 34 community stakeholders (e.g., breast cancer survivors or family members or caregivers and community support members such as navigators) to identify the reasons why African American women do not begin or delay breast cancer treatment. Participant sessions produced a very rich and dynamic causal loop diagram of the system producing disparities in breast cancer mortality in St. Louis. The diagram includes 8 major subsystems, causal links between system factors, and feedback loops, all of which shed light on treatment delays/initiation. Our work suggests that numerous intersecting factors contribute to not seeking treatment, which in turn may contribute to African American and white disparities in mortality.

The application of sport science is crucial to athlete performance development. However, the frequent disconnection among sport scientists, coaches, and athletes often leads to miscommunication and increased potential for performance barriers. The creation of sport performance enhancement groups (SPEGs) can help with the professional integration and communication among all personnel involved in the training process. However, SPEG formation faces a number of barriers in the current coaching landscape. The application of a benefits-based programming (BBP) model may aid in the formation of an SPEG and the dissemination of education for coaches, athletes, and administrators. A field experience involving the BBP model and SPEG creation in a National Collegiate Athletic Association (NCAA) Division II school is presented with multiple model iterations

Thesis (Dr.P.H.)--University of Texas Health Science Center at Houston, School of Public Health, 1983. / Typescript. Dissertation Abstracts International order no. 84-08513. Includes bibliographical references (leaves 140-143).

[Truncated abstract] Relationship marketing and some of its associated strategies, including customer relationship management (CRM), is an approach to marketing that is increasingly recognised as important by researchers and marketers. The approach suggests that marketers should focus on developing and maintaining strong relationships with existing customers in order to increase customer lifetime value (CLV) and to reduce the costs associated with constantly acquiring new customers. Advocates promote increased revenue per customer, increased products per customer (customer share), lower customer churn (higher retention) and increased chance that loyal customers will advocate on behalf of the organisation (positive word of mouth), as just some of the benefits of building relationships. While the concept of developing stronger relationships with customers appears convincing; the successful implementation of relationship marketing & CRM initiatives has been a challenge for many enterprises. There are many reasons cited for this including differing benchmarks for success, the range of relationship marketing activities available to marketers, customer differences and how marketers choose to model customer response. To cut through this complexity and to contribute to the field, the current study was carried out to explore, in detail, a single relationship marketing initiative being implemented in a large consumer oriented organisation. The goals of the current study were to see whether the introduction of a cross-selling initiative (CSI) helped front line employees to cross-sell additional products to existing customers during face-to-face interactions and whether the technique used to predict product adoption influenced the effectiveness of those cross-selling activities. Cross-selling refers to the promotion of additional products to existing customers. .... It was considered likely that retail employees would be more confident if they received a specific cross-selling recommendation for a customer and that the increased confidence would lead to increased cross-selling activity and better results. The results confirmed that: Retail employees were more likely to approach a customer with a cross-sell offer if they had a specific recommendation for that customer. Cross-sell offers based upon those recommendations were more likely to be successful. Logistic regression was a better technique for identifying customers likely to adopt the product than anecdotal modelling approaches. The current study makes an important contribution to marketers considering or engaging in customer relationship marketing by confirming the effectiveness of CSIs. Based upon the results, CSIs appear to offer marketers an effective tool to increase customer share thereby increasing revenue and potentially increasing customer loyalty, tenure and profitability. The study also illustrates that effective modeling reduces the chance of making superfluous cross-selling offers to customers thereby reducing the cost of cross-selling, enhancing the confidence of retail employees and minimising the risk of damaging existing relationships. Overall, the study illustrates that the potential for CSIs as a relationship marketing tool is substantial and should not be underestimated.