The aim of this work is to clarify the fundamental role and impact of psychology and buzzmarketing in practice. Also approach the most important tools needed to understand the proper utilization of all their advantages, such as procedures to become a successful professional seller, how to avoid failure and to be able to cope with problems, how to communicate with clients and how is this all influenced by the motivation itself. The work provides an overview of how psychology of selling is closely related to buzzmarketing. These theoretical findings are substantiated and analyzed on the basis of empirical research in wholesale and in depth research in a particular retail chain.

Lorsque s’ouvre le XXe siècle, le marché des vins languedociens est rendu particulièrement instable par les conséquences féroces de la crise phylloxérique : aux vins produits en abondance par les nouvelles vignes du Midi viennent s’ajouter quantités de marchandises fraudées et de vins importés qui saturent d’autant le marché. Dans ce contexte turbulent et nouveau, les négociants languedociens subissent également les effets de ces profonds bouleversements. Intermédiaires essentiels entre la production et la consommation, ils doivent ainsi s’adapter dans leurs pratiques et dans leur inscription au sein de réseaux commerciaux rayonnant principalement sur l’ensemble du territoire national. Au gré de l’étude d’archives administratives, institutionnelles, syndicales, entrepreneuriales et familiales originales sur un temps relativement long, ce travail de recherche analyse de manière diachronique et systémique la trajectoire d’un groupe socio-professionnel hétérogène mais constituant un agent économique homogène. À travers un emboitement d’échelles et une variation des focales de 1900 à 1970, cette étude vise ainsi à décrypter les mécanismes de domination et de rayonnement d’un protagoniste incontournable de l’histoire viti-vinicole française, puis les facteurs de son effacement progressif. S’inscrivant dans la lignée des travaux socio-économiques sur l’histoire de la civilisation viticole languedocienne, cette thèse étudie une figure oubliée de la viticulture méridionale et nationale, le négociant en vins héraultais. Elle réhabilite la destinée d’un acteur majeur de la filière et de la société qui, au rythme des réussites et des épreuves, traduit son apogée puis son déclin. / As the XXth century is opening, the market of Languedoc wines is made particularly unstable by the wild consequences of the phylloxera crisis: wines produced in abundance by vineyards recently planted in the South are added to quantities of cheated wines and imported ones which saturate the market. In these troubled and new circumstances, the wine wholesalers from Languedoc are also affected by these profound upheavals. Indeed, being essential intermediaries between the production and the consumption, they experience numerous transformations in their practices and in their inscription within commercial networks spreading mainly on the national territory. Through the study of original administrative, institutional, labor-union, entrepreneurial and family archives on a relatively long time, this work analyzes in a diachronic and systematic way the trajectory of a heterogeneous social and professional group, yet constituting a homogeneous economic agent. Using different scales and a variation of the focal distances between 1900 and 1970, this study aims at deciphering the mechanisms of domination and influence of a major figure of the French wine-producing history, then the factors of its progressive disappearance. Following the tradition of the socioeconomic works on the wine civilization from Languedoc, this thesis studies a long-time forgotten operator of the southern and national wine-growing industry, the wine wholesaler from Hérault. It redraws the fate of a leading player of the sector, who is facing success and ordeals, conveying its peak then its decline.

Este trabalho tem como objetivo apresentar as principais alterações no modelo institucional do setor elétrico brasileiro, ocorridas a partir de 1995, apresentando as justificativas das transformações, algumas vezes radicais, no modo de funcionamento do Setor Elétrico Brasileiro. Objetiva-se, com a realização deste trabalho, possibilitar uma melhor compreensão das principais alterações, relacionando-as com o contexto da história do setor elétrico brasileiro. Com o objetivo de resgatar a operacionalidade do Setor Elétrico Brasileiro, foi implementado em meados dos anos 90 o Projeto RE-SEB Projeto de Reestruturação do Setor Elétrico Brasileiro, focado no aumento da capacidade de expansão do porque gerador e na atração de investimentos privados, garantindo-se a eficiência do processo via estimulo da competição. Vale ressaltar que o modelo RE-SEB serviu de base para o modelo vigente, concretizado em Lei no ano de 2004. O principal resultado da primeira etapa de mudanças (Projeto RESEB) foi a criação do Mercado Atacadista de Energia Elétrica, ambiente virtual de comercialização de energia. Nos anos de 2001 e 2002 ocorreu o racionamento de energia elétrica, que impactou profundamente o modelo institucional. Na verdade, esta crise serviu para abrir os olhos da sociedade e do setor para a necessidade de melhorias adicionais àquelas que já se haviam processado, tornando claras as lacunas que o Projeto RE-SEB não havia logrado preencher. Nesse contexto, com a entrada de um novo governo, em 2003, o setor elétrico passou por uma nova reformulação e foi instituído um novo arcabouço legal com o objetivo de adaptar o modelo antigo ao objetivo desse governo, além de incorporar as lições aprendidas no período de racionamento. / This work has the objective of presenting the main changes in the Brazilian electrical sector institutional model, stating the whole environment and the reasons that motivated the deep changes occurred since 1995, strongly influencing the operation of the Brazilian Electrical System. It is expected that after this work it would be possible to get a better comprehension of these amendments, relating them to the context Electrical Sector history in Brazil. In order to recover the financial and expansion feasibility of the Brazilian Electric System, it was implemented the Project RE-SEB - Restructuring Project of the Brazilian Electric System in the mid of the 90, aiming at increasing the system capacity expansion, improving the appeal for private investments in efficient way, by stimulation the competition. This first stage of the sector reform has been the basis for the current model. The main result of the RE-SEB project was the creation of the Wholesale Electric Energy Market, a virtual environment for the trade in energy. In 2001 and 2002, it was necessary to rationing the electricity market, which deeply impacted the institutional model. In fact, the crisis was essential to open the eyes of society and industry to the need of further improvements, making clear the gaps that the Project RE-SEB has not filled in. In this context, the government beginning in 2003, established a new effort to improve the institutional model, giving rise to a new legal framework, taking advantage of the Re-SEB experience as well as incorporating the lessons learned during the period of rationing.

A uva é uma das frutas in natura mais consumidas no Brasil e no mundo. A sua fragilidade e perecibilidade exigem embalagens adequadas, que além de proteger a uva sirvam para a sua exposição e promoção. Foram entrevistados 33 atacadistas responsáveis por 80% do volume da uva européia com semente, comercializada na CEAGESP - Companhia de Entreposto Armazéns Gerais do Estado de São Paulo. A primeira entrevista levantou a percepção das características e da importância da embalagem pelos atacadistas. A segunda entrevista tratou da escolha pelos atacadistas das características da embalagem ideal e permitiu o design de quatro modelos de embalagem. As características comuns aos quatros modelo da embalagem ideal são: caixa de papelão ondulado, aberta, com abas nas laterais, reforço nas quinas, impermeabilização, cor de fundo branca, duas cores de cobertura (vermelho e verde), com ilustração, peso líquido de 5 kg, altura de 14 cm, largura de 30 cm e comprimento de 40 cm. As características que as diferenciam são o número de furos de ventilação dois ou três e a localização das travas - na testeira ou na lateral. / The grape is one of the most consumed fresh fruit in Brazil and worldwide. Because Its fragility and perishability, it requires proper packaging, which also serves to protect, expose and promote. We have interviewed 33 wholesalers responsible for 80% of the volume of seeded european grape at Sao Paulo Terminal Market of CEAGESP. The first interview has evaluated the characteristics and importance of packaging perception by wholesalers. At the second interview the wholesalers have chosen the package ideal characteristies for the seeded european grapes and they have concluded for four different package models. The common characteristics of the ideal packaging are: corrugated box, open box, with tabs on the sides, reinforcing the corners, waterproofing, white background, two-color cover (red and green), with illustration, weight 5 kg, height 14 cm, width 30 cm and length 40 cm. The characteristics that differentiate are the number of ventilation holes, two or three and the place of locks - on the frontlet or the side.

Taiwan is one of the most vibrant societies in the world. The business environment is nowadays known for its economic vitality and healthy business competition mainly from the high degree of entrepreneur, sharp market insights, agile marketing strategy, and rapid adaption to changing business environment. To sum up, Taiwan is equipped with all the critical success factors for global business competition. All these factors help motivate the start-up of small business in Taiwan, and this is particularly true for the food industry as the entry barriers are relatively low in comparison to other industries. In recent years there is a surge of self-branding business and companies in Taiwan largely due to the popularity of online shopping and bulk orders. On the contrary, a significant number of self-branding companies failed to keep their business afloat and eventually had to exit the market. This study use literature reviews based on wholesale and retail food industry, self-branding, as well as critical success and failure factors. The main purpose of this study is to investigate the critical success & failure factors on self-branding for wholesale and retail food industry. First of all, this study uses in-depth interviews with four experienced professionals in self-branding enterprises to define critical success and failure factors for research model. Secondly, this study utilizes content analysis to measure and identify the level of significance and importance and order of priority for critical success and failure factors. The results of this study are as following: 1. There are four critical success factors in self-branding. The most important success factor in self-branding is customer value, followed by innovative marketing strategy and brand trust. The last is price tolerance. 2. There are three failure factors in this study. The business owners¡¦ decision error is the most significant failure factor, followed by brand positioning error, and virulent price competition.

In the purpose of this study we examine the long run relationship between the flower wholesale markets in Taiwan by the theory of Park (2007). The market integration is analyzed from the viewpoint of the Law of One Price (LOP). The LOP means that the products flow from the lower price markets to the higher price ones without transaction cost utill everywhere have the same price. However, in a situation that the transaction cost exists, the assumption of LOP is questionable. When the price difference between two markets exceeds the transaction cost, there is an arbitrage opportunity. This study examine the relationship between the flower wholesale markets in Taiwan by threshold cointegration theory. The result is that there indeed exists long run relationship and threshold effects. In addition, we consider a time-varing threshold cointegration model in Park (2007), to see whether there are different arbitrage behavious depending on the season between the flower wholesale markets. Finally, we have a result that the same price gap between markets in different season will be in different regime because of the change of the value of threshold. And it causes the seasonal arbitrage behavious.

(MBA) North-West University, Mafikeng Campus, 2005

Diploma thesis deals with the basic marketing strategy analysis of manufacturing firms and then suggestions for its improvement. The work is divided into two main parts.The first part is devoted to contemporary marketing, which includes a comparison of financial and human resources. In the second part describes the design of marketing strategy and its implementation. The thesis also deals with the optimization of the system. The aim is to set a marketing strategy to increase sales, profits and also to define the cost of marketing the company. Outcome of this work is to reveal strengths, weaknesses, opportunities, threats and detailed steps that may include not only financial and human resources but also the abilityand know-how. The work is to provide an integrated form of the current marketing strategy, detailed descriptions of its functionality.

Text in Afrikaans, abstract in Afrikaans and English / Die tradisionele Suid-Afrikaanse kontant-afhaal-groothandelaar het vir meer as twintig jaar in sy bestaande vorm oorleef maar vertoon tans tekens van 'n kragtige innoveringsproses. Aspekte soos kleiner verpakkings, kredietverlening, aflewering en bemarking aan die verbruiker wat teen die grondbeginsels van die tradisionele kontant-afhaal-groothandel indruis, is besig om pos te vat. Die impetus tot innovering is afkomstig van veranderings in die doelmark en spesifiek as gevolg van die insluiting van die spazawinkeldoelmark. Verhoogde groei in die kontant-afhaalgroothandelsektor kan deels toegeskryf word aan die opkoms van die spazawinkel maar ongelukkig is hierdie doelmark nog te klein en versplinter om die voortbestaan van die kontant-afhaal-groothandelaar te waarborg. Die navorsing toon dat die spazawinkel 'n belangrike, toekomstige doelmark van die kontant-afhaal-groothandelaar is. In die navorsing wat gedoen is, is menings van die kontant-afhaal-groothandelaars ingewin oor 'n verskeidenheid aspekte aangaande die plek en funksie van die kontant-afhaal-groothandelaar in die Suid-Afrikaanse distribusiekanaal. Van die bevindings was dat intratipe mededinging toegeneem het en dat dit die voortbestaan van die kleiner kontant-afhaal-groothandelaars bedreig. Die groot kleinhandel is ge'identifiseer as die kontant-afhaal-groothandelaar se grootste mededinger. Strawwe mededinging dwing die kontant-afhaal-groothandelaar om sy bemarkingsfunksies te verander en veranderings is reeds aan die verpakkings-, verkoopsverteenwoordigers-, krediet- en afleweringsfunksies aangebring. Gevolglik verrig die kontant-afhaal-groothandelaar al hoe meer kleinhandels- en aldiensgroothandelsfunksies. Daar is sprake van die ontwikkeling van 'n nuwe tipe kontantafhaal- groothandelaar wat eienskappe van die groot kleinhandel en die aldiensgroothandel besit. Sa.IJ).evattend kan gekonstateer word dat die kontant-afhaal-groothandelaar beslis 'n belangrike plek in die Suid-Afrikaanse distribusiekanaal het. Die voortbestaan van die kontant-afhaal-groothandelaar in die distribusiekanaal is grootliks afhanklik van sy vermoe om aanpassings aan sy bemarkingsfunksies te maak om tred te hou by veranderende doelmarkte. / The traditional South African cash and carry wholesaler survived for more than twenty years in its present form but shows signs of a strong innovative process. Aspects such as smaller packaging, credit, delivery and consumer marketing, which go against the principles of the traditional cash and carry wholesaler, are taking root. The impetus for innovation derives from changes in the target market, specifically as a result of the inclusion of the spaza shop target market. Increased ' growth in the cash and carry wholesale sector can partly be ascribed to the rise of the spaza shop, but this target market is unfortunately still too small and fragmented to guarantee the survival of the cash and carry wholesaler. The research shows that the spaza shop is an important future market of the cash and carry wholesaler. In the research undertaken the opinions of cash and carry wholesalers were gathered on various aspects of the role of the cash and carry wholesaler in the South African distribution channel. The main findings are that mutual competition has increased and this threatens the survival of the smaller cash and carry wholesalers. The large retailer was identified as the main competitor of the cash and carry wholesaler. Intensive competition forces the cash and carry wholesaler to modify its marketing functions. Modifications have already been made to the packaging, sales representative, credit and delivery functions. Consequently, the cash and carry wholesaler performs more functions typical of the large retailer and full-service wholesaler. There are indications that a new type of cash and carry wholesaler is developing with characteristics of both the large retailer and the full-service wholesaler. It can be concluded that the cash and carry wholesaler definitely performs an important role in the South African distribution channel. The existence of the cash and carry wholesaler in the distribution channel depends largely on its ability to adapt its marketing functions to keep abreast with changing target markets. / Business Management / D.Comm. (Sakebestuur)

Orientador: Ricardo Adib Castillo / Tese (doutorado) - Universidade Estadual de Campinas, Instituto de Geociencias / Made available in DSpace on 2018-08-15T06:16:32Z (GMT). No. of bitstreams: 1 Xavier_MarcosAntoniodeMoraes_D.pdf: 3740488 bytes, checksum: 3b07b7e04caa9975ffbe93186f0feeee (MD5) Previous issue date: 2009 / Resumo: A fragmentação geográfica da produção somada à necessidade de uma rápida reposição de estoques com maior freqüência e segundo prazos cada vez mais curtos, tanto na indústria quanto no varejo, torna a busca pela maior fluidez da circulação uma imposição para a sobrevivência das empresas. Fato que, no Brasil, é acentuado com a abertura da economia, impondo uma maior competitividade às empresas, e com as mudanças no consumo advindas com a estabilização da moeda brasileira após 1994, incluindo sua expansão social e territorial. Em resposta a este verdadeiro imperativo, tem ocorrido a ascensão das atividades voltadas ao planejamento, ao controle e à gestão dos fluxos da logística de distribuição. De um lado, observamos a redefinição da logística empresarial e, de outro, acompanhamos a formação de uma nova organização produtiva do território em que os meios materiais e normativos passam a constituir arranjos que tendem a ampliar a vida de relações entre os lugares. No âmbito deste processo, os atacadistas distribuidores de produtos de mercearia básica continuam exercendo um papel significativo na intermediação entre a indústria e o pequeno varejo. As modernizações do atacado brasileiro acompanham um novo arranjo dos circuitos espaciais da produção e possibilitam uma maior vida de relações entre as cidades, o que contribui para o curto-circuito das redes urbanas regionais e confirma o elo existente entre os dois circuitos da economia urbana brasileira. Estas modernizações incluem o ganho de eficácia nas operações logísticas por meio da adoção de novas tecnologias e métodos organizacionais e novas relações de cooperação, sobretudo, com o pequeno varejo por intermédio da prestação de diversos serviços e pela gestão de redes de negócios que reafirmam seu papel de elo entre os dois circuitos da economia urbana brasileira / Abstract: The current space division of labour increases the importance of circulation in production process and imposes a rapid and more frequent replacement of supplies, according to shorter stated periods, both in industry and retail. In Brazil, the opening of the economy, imposing a bigger competitiveness to the companies, and the social and territorial expansion of consumption have affected the organization and the structure of the wholesale companies. In reply, the logistics, as the management of the flow of goods, information and other resources, has enhanced the activities of planning and control. As the logistics becomes more important, a new organization of territory arises, increasing the relationships among places. Thus, we conclude that the wholesale distributors continue exerting a significant role in the intermediation between the industry and small retail. The modernization of Brazilian wholesale companies play an important role in the new spatial arrangement of the circuits of production and in the relationships among cities, which contributes to the short circuit of the urban and regional networks and confirm the link existing between the two circuits of urban economy in Brazil / Doutorado / Análise Ambiental e Dinâmica Territorial / Doutor em Ciências