Magíster en Gestión y Dirección de Empresas / Autor no autoriza el acceso a texto completo de su documento hasta el 12/05/2020. / El objetivo de la presente tesis fue realizar un plan de negocios para implementar una tarjeta de crédito no bancaria, cerrada, para el consumo de los clientes del Ventura Mall en Santa Cruz Bolivia, dicha tarjeta tendrá el nombre comercial de Tarjeta Ventura. Ventura Mall está aún en construcción, será el centro comercial más grande de Bolivia con 60.000 M² de extensión, doscientas tiendas, trece salas de cine, dieciocho locales de comida, un boulevard gastronómico, 18 pistas de bowling y pistas de patinaje sobre hielo. El mercado objetivo es de 122.655 personas de las clases medias y altas A, B, C1, C2, C3. Se identificaron dos clusters de clientes con los que se debe trabajar, Los clientes B2B, son los comercios asociados, tiendas, centros de entretenimiento y consumo con los que cuenta el Mall. Los clientes B2C, son los consumidores finales que serán posibles tarjetas habientes. Tarjeta Ventura, tiene características similares a las tarjetas existentes en el Retail Chileno, estas similitudes son mayormente de mercadeo, ya que el modelo operativo tiene una diferencia medular, al trabajar con comercios asociados y no con tiendas propias. Por este motivo surge la importancia de desarrollar una propuesta de valor atractiva para los comercios asociados, que les brinde confianza, seriedad y beneficios. Para los clientes B2C la propuesta de valor está basada en brindarles beneficios únicos y exclusivos para que estos puedan tener acceso a los bienes y servicios que desean, utilizando a Tarjeta Ventura como medio de pago y/ o financiamiento. Accesibilidad, eficiencia y rapidez en el proceso de admisión y atención al cliente personalizada. Los partners estratégicos que son críticos para el desarrollo de las operaciones de este negocio son 3, Red Enlace, administradora de tarjetas de Crédito, Nacional Vida Seguros y los Bancos. En el análisis de factibilidad económica se realiza la identificación de los recursos necesarios para invertir, así como las fuentes de ingresos y los gastos, se obtiene un VAN positivo y una TIR de 61%. Siendo este resultado fuertemente dependiente de las variaciones en las ventas de la tarjeta y la tasa de interés activa. Tarjeta Ventura parte con una ventaja de primera movida, al ser el primer actor en el Retail Financiero Boliviano en una sociedad que se demuestra con bajo nivel de bancarización por lo cual no hay sobre endeudamiento, esto apunta a alcanzar una cartera de créditos saludable y con bajos niveles de mora.

Seminario para optar al grado de Ingeniero Comercial / Muchas veces se ha cuestionado la efectividad de la estrategia activa de análisis técnico o charteo y predicción de subidas y bajadas de acciones. Esta investigación busca comparar la técnica de análisis técnico como la técnica de medias móviles (60 y 200), osciladores RSI, %K, %R y bandas de Bollinger con una estrategia simple y pasiva que sería el “Buy and Hold”. Se ocupa el índice del retail de Chile con precios desde el 2008 hasta el 2013. Se observan resultados positivos para las técnicas, en especial el oscilador %R William y las medias móviles de 200 días de rezago. Para estas técnicas cuatro de siete de las acciones obtienen un mejor retorno que la estrategia pasiva, incluso después de costos de transacción. La técnica bandas de Bollinger parece prácticamente inefectiva.

Seminario para optar al grado de Ingeniero Comercial, Mención Administración / El principal objetivo de Business Intelligence es ayudar a las personas de una organización a tomar la mejor decisión posible con la información que disponen. Tiene el papel más importante en la creación de estrategias y planes para el futuro de la organización. “Data Mining consiste en la extracción de conocimiento desde una gran cantidad de datos a través del uso de tecnología (algoritmos computacionales)”. Es una nueva disciplina que entrelaza variadas materias tradicionales de estudio, como la Estadística, Machine Learning y Bases de datos. Existen variados modelos con los que la información puede ser convertida en conocimiento valioso, dentro de estos destacan modelos predictivos, de categorización, relacionales y de estimación. Independiente del modelo el proceso de Data Mining debe ser llevado a cabo bajo rigurosos pasos tanto de búsqueda, pre-procesamiento y modelaje de la información. La sección práctica de este trabajo se enfocó en un modelo de Data Mining llamado Reglas de Asociación, en donde el propósito esencial de la investigación consistió en encontrar diversos patrones de compra de los consumidores de la tienda, con el fin de encontrar una descripción detallada de las personas. La investigación procesó múltiples veces la base de datos bajo el mismo modelo, pero dividiendo y filtrando la información conseguida en la base, tanto a nivel de datos como transversal. El fin último es conseguir la mayor cantidad de relaciones relevantes que los datos puedan entregar, para así lograr definir de forma práctica al consumidor de la tienda y lograr entregar herramientas y sugerencias de apoyo a la misma; herramientas que puedan mejorar el entendimiento de su negocio y optimizar su modelo.

Tesis para optar al grado de Magíster en Marketing / No disponible a texto completo / Las personas que se conectan a internet están creciendo muy rápidamente en todo el mundo y en Chile también. En nuestro país el 50% de los usuarios de internet están entre los 15 y 34 años. El sitio de internet de los retails donde las personas pasan más tiempo es en mercado libre y el sitio que ofrece la mejor experiencia de compra es Falabella. El mercado de los retails online esta dado de la siguiente manera el 57% del mercado lo posee Falabella.cl, seguido de Paris.cl con un 25%, un 18% Ripley.cl y el resto con menores participaciones como Mundolider.cl, hites.cl, lapolar.cl El mercado de las ventas de productos por internet viene creciendo en promedio un 60% entre Junio del 2010 y Junio del 2011. En igual periodo Paris.cl creció un 30%. Si bien durante el último año han aumentado las ventas de los portales del retail en un 30%, todavía a las empresas les queda mucho por hacer ya que existe desconfianza de las personas al comprar por Internet. Paris.cl cuenta con web pay, sistema que permite comprar por internet con cualquier tarjeta bancaria siendo débito o crédito. Además con una segmentación muy específica, más una página web amigable que invite a descubrir lo que tiene, junto a un posicionamiento: Paris.cl es la página web donde encontraras todo lo que necesitas para pasar buenos momentos. Lograremos robar participación de mercado a las demás tiendas retail online. Con cobertura a nivel nacional. Teniendo un buen surtido de productos, con énfasis a los productos exclusivos. Mostrando en la página productos con una buena relación precio calidad.

The problematic of Czech retail is still a discussed topic. In the introduction, retail formats are introduced, their historical development in the Czech market, departures and arrivals of the retailers and expected development in the coming years. The economic and psychological perspective is introduced in the theoretical section related to hypermarkets. A practical analysis presents surveyed retailers, their formation, development and strategy. Also there is a chapter regarding the commercial centers and their importance for the retail market. The practical study focuses on the importance of brands, market position and finding loyal customers. The second part deals with price monitoring and identifying the chain that has consistently the lowest prices on the market. The final aspect of the research focuses on the analysis of customer preferences, identifying the strengths and weaknesses of chain stores, suggestions and recommendations on how to get closer to the customer.

En la actualidad el mundo Retail ha tenido que diversificar y explorar diferentes propuestas de formatos en base a las necesidades de los clientes. Se han ido desarrollando tiendas físicas para clientes tradicionales pero existe un mercado online que en el mundo ha ido tomando una importante participación y que en el Perú está en crecimiento. Por este motivo el presente trabajo de investigación se busca proponer mejoras en el negocio Ecommerce o venta online en el proceso de multipicking, asegurando un proceso que agregue valor al cliente y a la empresa eliminando los desperdicios o mudas que se presenten utilizando la metodología de Lean Service y las herramientas de análisis necesarias para identificar las causas que generan las problemáticas identificadas como pedidos incompletos, demora en la entrega de los pedidos o las demoras en las reversiones de los cliente. El primer capítulo abordará los antecedentes, la teoría y la metodología de mejora seleccionada. El segundo capítulo presenta la situación actual de la empresa, el diagnóstico de la problemática en el proceso multipicking. En el tercer capítulo se determina la asignación de cada herramienta para la solución a las problemáticas detectadas y se presenta propuestas de mejora. El cuarto capítulo se muestra los resultados de la implementación de las mejoras y el análisis del impacto de la implementación aplicando la matriz de Leopold. Asimismo se muestra un análisis financiero del despliegue del proyecto en la empresa. / Currently, the Retail world has had to diversify and explore different proposals based on the needs of customers. Physical stores have been developed for traditional customers but there is an online market that in the world has been taking an important participation and that in Peru is growing. For this reason, the present research seeks to propose improvements in the Ecommerce business in the multipicking process, ensuring a process that adds value to the client and the company, eliminating the waste that are presented using Lean Service methodology and the necessary analysis tools to identify the causes that generate the problems identified as incomplete orders, delay in the delivery of orders or delays in customer reversals. The first chapter will deal with the background, the theory and the selected improvement methodology. The second chapter presents the current situation of the company, the diagnosis of the problem in the multipicking process. In the third chapter, the application of each tool for the solution to the problems detected is determined and proposals for improvement are presented. The fourth chapter shows the results of the implementation of the improvements and the analysis of the impact of the implementation applying the Leopold matrix. It also shows a financial analysis of the deployment of the project in the company. / Tesis

Thesis (Ph.D.)--Boston University / PLEASE NOTE: Boston University Libraries did not receive an Authorization To Manage form for this thesis or dissertation. It is therefore not openly accessible, though it may be available by request. If you are the author or principal advisor of this work and would like to request open access for it, please contact us at open-help@bu.edu. Thank you. / The change in Greater Boston's retail structure are measured by comparing the 1960-1961 store patterns and their internal features with those which existed in 1946-1947. The foundation for the comparison is provided by Kenneth W. Walters' doctoral dissertation, "The Secondary Shopping Centers of Metropolitan Boston, Massachusetts," Department of Sociology, Syracuse University, 1949. Over 36,000 stores in Boston and the thirty-nine cities and towns forming the Audit Bureau of Circulation (ABC) City Zone were field mapped in 1960-1961. Then these stores, and those in the BC inventoried by Walters, were classified according to a system devised to reflect their "retail strength." "Retail strength" is a measure of the importance, desirability, and stability of each association of stores. The purpose of the classification is to understand the functional differences which occur within the same Shopping District, and the differences which occur between different Districts. Classification is also necessary to understand the type of change which has taken place over the comparative period in any given District. By examining changes which have taken place in man's relationship to his environment many of the changes in the methods of retailing are more easily understood. The Planned Shopping Center and the Self-Service Department Store in particular are notable additions to the retail structure. These modern facilities have had profound repercussions upon the older conventional Shopping Districts. Other changes are attributable to the changing role of the isolated store and the changing role of the chain store. New methods of merchandising, especially self-service, have affected store size and shape. In general, new units are larger than their predecessors. The older stores have adapted to the new space requirements by consolidating several older units. Maps and cartograms, or conventionalized maps, are the principal method used to describe and compare the areal distribution of shopping facilities. The Boston's maps of Metropolitan Boston, showing the location of retail facilities by means of graduated symbols, are used directly in the analysis of change. The Boston Globe's maps are also used to construct maps of the pattern of streets devoted to retailing in 1946-1947 and 1960-1961. Simultaneous examination of both sets of maps in overlay enables comparison of the location of each Shopping District within the study area to the location of all other shopping areas, population distribution, and road networks. The size, form (relationship of store location to street grid), and the continuity or discontinuity of store distribution within the District are recorded on the Cartograms. Other internal features taken into consideration are store associations (the number and type of retail units) and store size. The Cartograms show the following physical characteristics of each District - The 1946-1947 Retail Structure, Demolitions and Conversions to Non-Retail Use, New Construction and Conversion to Retail Use, Internal Change (Consolidation and Division of Stores), and The 1960-1961 Retail Structure. The Cartogram Dot Distribution Series shows the location of vacancies and selected types of stores in each District for both comparative periods. They also designate which stores were engaged in the specified type of retailing during both periods. The relative differences of stability in drug, food, appliance and department stores are assessed in greater detail, and tabular summaries of these changes are presented and interpreted. In addition, a comparative analysis of selected Shopping Districts is presented to clarify the relationship among the changes associated with shopping area patterns, the internal morphology of Shopping Districts, and the individual store features. The retail structure in Greater Boston is compared to the theoretical or idealized spatial pattern suggested by Walter Christaller's central place theory. The comparison discloses no accordance of pattern with this theoretical distribution. / 2031-01-01

Thesis advisor: Julie H. Mortimer / This dissertation investigates firms' strategic decisions in industries characterized by a retail sector and the subsequent welfare implications. The first chapter studies retailer assortment choices; the second investigates the effectiveness of retailer online advertising. In many industries producers reach consumers only through the retail sector. Retailer product assortment choices are crucial determinants of consumer welfare as well as retailers' and producers' profitability. Limited shelf space, an inherent characteristic of the brick-and-mortar retail sector, necessitates careful selection of product offerings. The assortment decision within a product category consists of two broad questions: "How many products to offer?" and "Which products to offer?". In sole-authored work, the first chapter focuses on the latter question and investigates the drivers and welfare consequences of retail product selections. While retailer assortment choices are primarily governed by consumers' preferences and retail sector competition, vertical contracts with producers may also influence product offerings, and, in turn, product availability in the market. From the producers' perspective, obtaining product distribution is imperative. Hence, producers frequently provide financial incentives to retailers to secure their patronage. These incentives often take the form of vendor allowances: lump-sum payments to retailers that do not directly depend on sales volume. They can take the form of slotting fees, warehousing allowances, cash discounts, allowances for damaged goods, or operating support (e.g. stocking personnel). Considering the spread of the retail sector, the impact of vertical contracts on product selections may substantially affect consumer welfare and firm profitability. Therefore, it is not surprising that vendor allowances have been the subject of policy discussion. Policy makers have raised concerns that these payments are harming disproportionately small producers and limiting consumer choice. Nevertheless, the Federal Trade Commission abstains from providing clear guidelines on the use of these payments due to unclear theoretical predictions and scarce empirical evidence. The main impediment to empirical analysis has been the proprietary nature of vertical contracts and firm costs. To overcome these data limitations, I develop a novel framework that allows me to quantify vendor allowances and analyze their effects on product selections and welfare. Using only data on retail prices, quantity sold, and retailer offerings, I estimate vendor allowances as retailers' opportunity cost of shelf space. Specifically, retailers face shelf-space limitations, hence, the opportunity cost of supplying a product is the sacrificed profits from not supplying a different product in its place. With limited assumptions on producer and retailer bargaining protocol, set estimates of vendor allowances are recovered. Additionally, by assuming that producers make take-it-or-leave-it offers, point estimates can be obtained. Lower bounds from set estimates imply that, on average, vendor allowances amount to at least 5% of retailer revenues. These results suggest that vendor allowances are likely important for retailer profitability, given that public grocery chains in the U.S. report profit margins on the order of 2-4% of revenues. To investigate the effects of these payments on product selections and welfare, I apply model estimates to simulate how market outcomes change in the absence of vendor allowances. The "what-if" experiment predicts that, absent vendor allowances, retailers fare worse, product variety is reduced as retailers replace "niche" products with "mainstream" options, but consumers are nevertheless better off. Small producers, which offer high-volume products, increase market distribution and profits, but, absent marginal cost data, consequences for large producers are uncertain. The work extends our understanding of how firms' strategic interactions in the marketplace may affect consumer welfare and firm profitability through product availability. The second chapter presents a coauthored work with Alexander Bleier and Maik Eisenbeiss that analyzes the use of online advertising personalization by an online retailer. Online advertising has become an important channel through which firms attempt to influence consumer behavior and increase sales. To improve effectiveness, firms today tailor their advertisements to individual consumers with a method called retargeting. In retargeting, firms track the shopping behaviors of individual consumers' visiting their online stores and, subsequently, deliver individualized display banner ads as consumers continue browsing the Web. While this method has gained traction in the online advertising industry, research in the field is still in its infancy. This work furthers our understanding of advertising personalization by analyzing two questions: How effective is ad personalization in attracting individual consumers back to the online store? And, do different personalization approaches have distinct impacts on consumers' engagement behaviors with the online store? To answer these research questions, we exploit unique data from a randomized field experiment conducted in cooperation with a major fashion and sporting goods retailer. This study compares the effects of online banners with very high, medium, and low degrees of content personalization. For example, very high personalization refers to ads showing consumers products that they had viewed at their previous visit to the retailer's online store. Medium personalization includes products from the most viewed category or brand of their previous visit. And low personalization delivers random products from the retailer's assortment without any connection to a consumer's previous shopping behavior. Results suggest that ads with very high personalization are more effective in bringing consumers back to the online store than the other campaigns. However, we also find that the gain in visits of very high- over medium-personalization banners stems mainly from visit with low consumer engagement. / Thesis (PhD) — Boston College, 2016. / Submitted to: Boston College. Graduate School of Arts and Sciences. / Discipline: Economics.

Thesis (M.M. (Entrepreneurship and New Venture Creation))--University of the Witwatersrand, Faculty of Commerce, Law and Management, Graduate School of Business Administration, 2014. / Could not copy Abstract

Thesis (M.S.)--Massachusetts Institute of Technology, Alfred P. Sloan School of Management, 1981. / Bibliography: leaves 62-63. / by Judith Ann Hee. / Thesis (M.S.)--Massachusetts Institute of Technology, Alfred P. Sloan School of Management, 1981.