Made available in DSpace on 2016-12-01T19:18:35Z (GMT). No. of bitstreams: 1 113420.pdf: 624532 bytes, checksum: 845e7714cbd2ade0830911343550ae3a (MD5) Previous issue date: 2013-05-16 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / The relationship between buyer and seller has excelled in a business environment increasingly competitive, in which only a quality product is no longer a guarantee of success. In this scenario, the role of the sales force has been magnified, whose focus is to build lasting relationships between the actors in this process. The relationship between client and salesman is also an important part in the pet shops market. In this study, the client is a veterinarian, a pet shop owner and responsible for the purchase of medicines and vaccines marketed locally. The sales force is formed by sales representatives hired by the distributors of medicines and vaccines. Aiming to analyze the business relationship between them, a qualitative research was conducted with 19 veterinarians from Florianopolis. Also, five supervisors of distributors located in the state of Santa Catarina were interviewed, in order to verify their knowledge in relation to perceptions of veterinarians on existing qualifications in their sales force. For a long-term relationship development with the sales representative, veterinarians consider it important to build a relationship of trust and partnership. The seller needs to be polite, not pushy and empathize. Features related to the sales process as knowing the products, appropriate frequency of visits, constantly available, adapting to the vet s schedules and solving problems were also identified as important. Furthermore, veterinarians expect that representatives have trading conditions and flexibility, receive technical support of the company, working with a trusted brand and quality products. Supervisors have demonstrated knowledge about what is important for the veterinarian to develop a good business relationship with the seller, however, there was the need to give more attention to the personal characteristics valued by veterinarians. From this study, it can be concluded, when there is a long-term relationship, sales representatives act as a positive differential to increase sales of the distributors of vaccines and medicines. / O relacionamento entre comprador e vendedor tem se destacado em um ambiente de negócios cada vez mais competitivo, no qual somente um produto de qualidade não é mais garantia de sucesso. Neste cenário, o papel da força de vendas tem sido ampliado, cujo enfoque é a construção de um relacionamento duradouro entre os atores desse processo. O relacionamento entre cliente e vendedor também é peça importante no mercado de pet shops. Neste estudo, o cliente é o médico veterinário, proprietário de um pet shop e responsável pela compra dos medicamentos e vacinas comercializados no local. A força de venda é formada pelos representantes comerciais, contratados pelas distribuidoras de medicamentos e vacinas. Com o objetivo de analisar o relacionamento de negócios entre eles, realizou-se uma pesquisa qualitativa com 19 veterinários de Florianópolis. Também foram entrevistados cinco supervisores de distribuidoras do estado de Santa Catarina, com o intuito de verificar seu conhecimento em relação às percepções dos médicos veterinários sobre as qualificações existentes em sua força de vendas. Para desenvolver um relacionamento de longo prazo com o representante de vendas, os médicos veterinários consideram importante a construção de uma relação de confiança e parceria. O vendedor precisa ser educado, não insistente e ter empatia.Características relacionadas à venda como conhecer os produtos, ter uma frequência adequada de visitas, estar disponível, adequar-se aos horários do veterinário e resolver problemas também foram apontadas como importantes. Além disso, os veterinários esperam que os representantes tenham condições de negociação e flexibilidade, possuam respaldo técnico da empresa, trabalhem com uma marca de confiança e com produtos de qualidade. Os supervisores demonstraram ter conhecimento sobre o que é importante para o médico veterinário desenvolver um bom relacionamento de negócios com o vendedor, porém, verificou se a necessidade de dar mais atenção às características interpessoais valorizadas pelos veterinários. A partir deste estudo, pode-se concluir que, à medida que se constitui um relacionamento de longo prazo, os representantes de vendas atuam como um diferencial positivo para aumentar as vendas das distribuidoras de vacinas e medicamentos.

A convergência das habilidades técnicas com as de resiliência contribui para promover um ambiente que opere de maneira segura e eficiente. Nesta busca, pretende-se obter um sistema que mantenha o processo operante durante os infortúnios, em especial, os inesperados. Além disso, utiliza-se o conhecimento de engenharia de resiliência, tema deste estudo, que é a capacidade de um sistema ajustar o seu desempenho e, desta forma, lidar com situações críticas. O objetivo geral desta dissertação é a identificação de habilidades de resiliência utilizadas na execução de atividades de manutenção emergencial de problemas na rede elétrica de uma distribuidora de energia. Neste trabalho, são abordadas as atividades de eletricistas e operadores do Centro de Operações da Distribuição (COD) da empresa estudada. Os objetivos específicos são: (1) investigar a forma de aplicação dos filtros utilizados no processo de recrutamento e seleção da empresa para verificar se as habilidades de resiliência são contempladas e (2) propor melhorias no processo de treinamento, com base nas informações e nos resultados obtidos, bem como nos processos da empresa para facilitar e minimizar a necessidade do uso das habilidades de resiliência identificadas. Assim, sob o prisma da Engenharia de Resiliência, este estudo visa à melhor compreensão do processo de seleção e recrutamento, bem como ao treinamento destes profissionais para a sua melhoria. / The convergence of technical skills with resilience contributes to foster an environment that works safely and efficiently. The objective of this search is to obtain a system in which the functioning of the process is maintained during misfortunes, or unexpected events. Furthermore, the study approaches resilience engineering knowledge as its core subject, which is the capacity of a system to adjust its performance in order to be able to deal with critical situations. The main goal of this thesis is to identify resilience skills while performing emergency maintenance activities and diagnosing problems in the electrical network during events involving equipment failures at an energy distributor. This paper approaches the activities of the operators of the Distribution Operations Center (COD) of the company in the study. The specific objectives are: (1) to investigate the way the filters are used in the recruitment and selection process of the company to verify whether resilience skills are included, and (2) to propose improvements in the training process based on the data and results obtained, as well as on other processes of the company to facilitate and minimize the identified need for resilience skills. This way, under the Resilience Engineering perspective, this study aims at obtaining a better understanding of the recruitment and selection process, as well as improving professional training.

Avec plus de 57 milliards d’€ de CA en France en 2014, le e-commerce continue à se développer, tant en volume qu’en nombre d’acteurs. Pourtant peu d’industriels se lancent dans le e-commerce, alors que les théories économiques suggèrent que ceux-ci devraient intégrer les fonctions d’intermédiation dès lors qu’il est capable de les effectuer à un coût moindre que des opérateurs extérieurs.Dans cette recherche, nous explorons les freins des industriels du secteur de l’électrodomestique vis-à-vis du e-commerce et suggérons que, conformément à la théorie de la concurrence multipoints, les industriels évitent de commercialiser leurs produits sur Internet dans un souci de stabilité de leur système de distribution. Des résultats de notre recherche, nous mettons en évidence les facteurs de création du conflit dans ce contexte, ce qui nous conduit à formuler des recommandations à l’égard des managers qui envisageraient l’ouverture d’un site marchand. / With more than 57 billion € turnover in France in 2014, the e-commerce continues to grow, both in volume and number of players. Yet few manufacturers are engaging in e-commerce, while economic theories suggest that they should integrate intermediation functions as soon as they are able to perform at a lower cost than external operators.In this research, we explore why the household appliance industry sector do not launch e-commerce site and suggest that, according to the multipoint competition theory, they do so in order to avoid coercion from the traditional distribution system. From the results of our research, we emerge factors that create conflict in this context, which leads us to make recommendations in respect of managers who would consider opening a retail website.

This thesis deals with the descriptive analysis of entire process of the pharmaceutical industry's distribution and the verification of its effective functioning in the Czech Republic. The first part is focused on the definition of key terms and presents the theoretical basis for this thesis (specifics of pharma industry, history of pharmaceutics and pharma industry, actual situation and predictions of pharma industry). The second part is concerned the individual subjects of the distribution - pharmaceutical company, wholesaler and pharmacy.

The Diplom's Thesis "Mariology of Louise M. Grignion de Montfort and Leo XIII" The Marian worshiper Louis Maria Grignion of Montfort worked in France as a Catholic priest and missionary at the turn of the 17th and 18th centuries. Grignion, the promoter of the rosary prayer and marian veneration, which Pope Leo XIII blessed in 1888, on the 50th anniversary of his ordination to the priesthood, left in his writings a spiritual message and taching, the elements of which we find in the works of Pope Leo XIII. This Pope is the author of Marian encyclicals promoting the rosary prayer. The tematic similarity in his view of the figure of the Virgin Mary and her influence in history appears in both, Grignion and Leo XIII, in the field of mariological expression and in the inseparable trinitological basis of mariology. The first chapter of this work contains the biography of the priest and missionary Louis M. Grignion of Montfort. It is followed by a biography of Gioacchino Pecci, the pope of the Roman Catholic Church since 1887. The second chapter clarifies the periodic conditionality of Grignion's works and outlines his partial mariology and Marian veneration. The third chapter maps the thinking of Louis M. Grignion implicitly present in the Marian encyclicals of Leo XIII on a general level and then in the...

The aim of the diploma thesis is to propose the connection of a road network on the territory of Černovická Terasa on the D1 motorway - in particular Průmyslová, Tuřanka, Řípská and Šlapanická. This is to find an optimal solution for local, regional and long-distance routes, which primarily enable non-residential use of the site along the D1 motorway. 5 variants of the solution were found in the thesis, 1 variant was elaborated in detail.

This diploma thesis deals with the multi-level marketing issue as a branch of business opportunities for individuals. It weighs pros and cons of this business method and its difference from misleading models. This diploma thesis proposes a specific approach leading to gain of a stable income level in this industry. It uses present knowledge of multi-level marketing, basic competence definition methods, competence models and coaching.

The diploma thesis should identify inconsistencies of the small hydraulic power plant Katovice. The fountain water turbine is now running in slower delivery because the original Francis high speed turbine achieved much smaller flow than a Kaplan type turbine. The aim of the thesis is a project of a spiral case and a distributor for the Kaplan turbine, which should work in higher flow and should be run in its optimum. This project will serve as a base for construction of distributor and spiral case for the small hydraulic power plant Katovice.

No description available.

No / The Versatile and Ubiquitous Secret Sharing System, a cloud data repository secure access and a web based authentication scheme. It is designed to implement the sharing, distribution and reconstruction of sensitive secret data that could compromise the functioning of an organisation, if leaked to unauthorised persons. This is carried out in a secure web environment, globally. It is a threshold secret sharing scheme, designed to extend the human trust security perimeter. The system could be adapted to serve as a cloud data repository and secure data communication scheme. A secret sharing scheme is a method by which a dealer distributes shares of a secret data to trustees, such that only authorised subsets of the trustees can reconstruct the secret. This paper gives a brief summary of the layout and functions of a 15-page secure server-based website prototype; the main focus of a PhD research effort titled ‘Cryptography and Computer Communications Security: Extending the Human Security Perimeter through a Web of Trust’. The prototype, which has been successfully tested, has globalised the distribution and reconstruction processes. / Petroleum Technology Development Fund