O setor de venda direta dispÃe de um forte aliado para a venda e entrega dos produtos, bem como para a valorizaÃÃo da sua marca: o trabalho realizado por seus revendedores. Esses profissionais, enquanto representantes das organizaÃÃes, sÃo responsÃveis por criar um elo entre as empresas e os clientes finais. Dessa forma, desenvolver um relacionamento mais estreito com esses revendedores pode se tornar um forte diferencial competitivo. A presente dissertaÃÃo procurou identificar, atravÃs de revisÃo bibliogrÃfica e de pesquisa exploratÃria, os principais incentivos e as ferramentas mais eficazes que as empresas de venda direta podem oferecer para tornar seus representantes fÃis à marca. O estudo foi embasado nas respostas dos revendedores que representam somente uma empresa, bem como aqueles que trabalham com diversas marcas, os chamados multimarcas, assim, foi traÃado o perfil desses representantes, o que possibilitou o desenvolvimento de pressupostos sobre os nÃveis de lealdade dos revendedores em relaÃÃo à marca que representam, bem como as ferramentas mais eficazes utilizadas pelas empresas de venda direta que influenciam para a fidelizaÃÃo. A conclusÃo desse trabalho apresenta duas eficazes ferramentas que influenciam essa retenÃÃo, sendo elas representadas pela forÃa da marca e os incentivos relacionados à valorizaÃÃo pessoal e profissional desses revendedores. / The direct selling industry has a strong ally for the sale and delivery of products and for the recovery of its brand: the work done by its dealers. These professionals are the representatives of these organizations, responsible for creating a link between businesses and end customers. Thus, developing a closer relationship with these resellers can become a strong competitive differential. This research sought to identify, through exploratory research method, the main incentives and the tools more effective than direct selling companies can offer to make their representatives loyalty to the brand. The study was based on responses from dealers who only represent one company and those working with various brands, the so-called multi thus was established the profile of representatives, which allowed the development of assumptions about the levels of loyalty from retailers in relation to the brand they represent, and the most effective tools used by companies selling direct influence for loyalty. The conclusion of this paper presents two effective tools that influence the retention, which are represented by the brand strength and incentives related to the enhancement of personal and professional dealers.

Submitted by Marlene Santos (marlene.bc.ufg@gmail.com) on 2016-04-01T21:26:34Z No. of bitstreams: 2 Dissertação - Adriane Regina Garippe Johann - 2016.pdf: 1781487 bytes, checksum: 18af31142ba5f730c7dc9a8ceab22f8c (MD5) license_rdf: 19874 bytes, checksum: 38cb62ef53e6f513db2fb7e337df6485 (MD5) / Approved for entry into archive by Luciana Ferreira (lucgeral@gmail.com) on 2016-04-04T15:07:01Z (GMT) No. of bitstreams: 2 Dissertação - Adriane Regina Garippe Johann - 2016.pdf: 1781487 bytes, checksum: 18af31142ba5f730c7dc9a8ceab22f8c (MD5) license_rdf: 19874 bytes, checksum: 38cb62ef53e6f513db2fb7e337df6485 (MD5) / Made available in DSpace on 2016-04-04T15:07:01Z (GMT). No. of bitstreams: 2 Dissertação - Adriane Regina Garippe Johann - 2016.pdf: 1781487 bytes, checksum: 18af31142ba5f730c7dc9a8ceab22f8c (MD5) license_rdf: 19874 bytes, checksum: 38cb62ef53e6f513db2fb7e337df6485 (MD5) Previous issue date: 2016-01-22 / Barter are negotiations based on commodity exchange, addressing the most primitive trades, barter. With the growth of barter, in agribusiness, agricultural dealers out of this marketing mode, may lose competitiveness against its competitors. At the same time has a competitive advantage of opportunity, their use for agricultural resale, can be limited by several existing ways. The aim of this study was to analyze the socioeconomic perspectives that can determine or not the use of barter transactions in agricultural dealers, the states of Goiás and Mato Grosso. To meet the objective of this study, a survey was conducted using a questionnaire using the "Survey Monkey" tool with closed questions. We used the binary logistic regression model, which studies the probability of an event that presents a dichotomous qualitative way, based on the behavior of explanatory variables. In general, all variables were statistically insignificant, with only a significant explanatory variable in the estimation of the binary logistic regression model. It sought to empirical evidence, analyzing the answers of the respondents of agricultural resales of the analyzed region. Also made it possible to analyze the functioning of the barter operations within these agricultural dealers, the risks involved with the use of these operations, the mitigation strategies of these risks, and what are the future intentions for the use of barter. Keywords: Barter. Agricultural resellers. Midwest. Risk management. / Operações de troca ou operações de Barter são negociações baseadas em troca de mercadorias, endereçando ao mais primitivo dos comércios, o escambo. Com o crescimento das operações de troca no agronegócio, revendas agrícolas fora desta modalidade de comercialização, podem perder competitividade frente a seus concorrentes. Ao mesmo tempo em que apresenta uma oportunidade de vantagem competitiva, sua utilização pelas revendas agrícolas, pode ser limitada por diversos aspectos existentes. O objetivo desse trabalho foi analisar as perspectivas socioeconômicas que podem determinar, ou não, a utilização das operações de troca nas revendas agrícolas, dos estados de Goiás e Mato Grosso. Para atender ao objetivo deste trabalho, foi realizada uma pesquisa utilizando um questionário usando a ferramenta “Survey Monkey” com perguntas fechadas. Foi utilizado o modelo de regressão logística binária, que estuda a probabilidade de ocorrência de um evento que se apresenta de maneira qualitativa dicotômica, baseando-se no comportamento de variáveis explicativas. De maneira geral, todas as variáveis analisadas foram estatisticamente não significativas, havendo apenas uma variável explicativa significativa na estimação do modelo de regressão logística binária. Buscou-se evidência empírica, analisando as respostas dos respondentes das revendas agrícolas da região analisada. Também possibilitou analisar o funcionamento das operações de troca dentro destas revendas agrícolas, os riscos envolvidos com a utilização destas operações, as estratégias de mitigação destes riscos, e quais as intenções futuras para o uso de barter.

Varje år drabbas ca 10 000 människor av hjärtstopp utanför sjukhus och av dem är det endast 500 som överlever. Sannolikheten för överlevnad ökar upp mot 75% vid användning av hjärtstartare.   Kandidatexamensarbetet gjordes i uppdrag av Servicia Medical, där målet var att analysera den nordiska marknaden för AED, utifrån att undersöka största återförsäljarna, attraktiva platser för placering av AED, prisutveckling och tillväxt. Marknadsundersökningen omfattar enbart Sverige, Finland och Danmark. För att ta reda på vilka återförsäljare som är störst utfördes en webbaserad informationssökning, samt telefonsamtal och mejlväxling med generalagenter. Data för attraktiva platser och tillväxt erhölls från olika verksamheter. Intervjuer, mejl och telefonsamtal utnyttjades för att få fram prisutvecklingen.   Återförsäljarna delades in i två kategorier, där den ena avsåg företag som har fokus på första hjälpen och den andra företag med ospecifik fokusering.  Information som krävdes för att undersöka vilka platser som är mest attraktiva, samt tillväxten i Finland och Danmark saknades. Gator och torg, tåg, buss, båt och spårtrafik är de mest attraktiva platserna för placering av AED i Sverige. Under de senaste fem åren har priset sjunkit i Sverige och Danmark. Tillväxten i dessa länder är olika där Sverige har en växande trend, medan Danmark har en ojämn och otydlig. Ingen slutsats kan dras för tillväxten i Finland. / Each year about 10 000 people get a cardiac arrest outside hospital and only 500 of them survives. Defibrillators are an efficient treatment for cardiac arrest, where the probability of survival increases up to 75%.   This Bachelor project is done on behalf of Servicia Medical, where the goal is to analyze the Nordic market of AED by investigating the greatest retailers, the most attractive locations to place AED, price development and growth. The market research covers only Sweden, Finland and Denmark. To discover the greatest retailers, web-based research was performed as well as phone-calls and e-mail exchanges with general agents. Data for analyzing attractive locations and growth were obtained from various businesses. Interviews, e-mails and phone calls were used to derive price development.   The found retailers were divided into two categories. The first category was companies that focus on first aid and the second one had a non-specific focus. Some Finnish and Danish businesses had a lack of required information to examine the most attractive locations and growth. Streets and squares, trains, busses, boats and rail traffic are the most attractive locations in Sweden to place AED. During the past five years prices have decreased in Sweden and Denmark. The growth in these countries is different. Whilst Sweden has a growing trend, Denmark has an uneven and unclear trend. No conclusion can be drawn for the growth in Finland.