衛浴設備在亞太市場的策略分析和銷售計劃 / In the past decades many economies in the Asia-Pacific region have shown impressive growth rates, leading to an unprecedented level of new construction. Across the region many new hotels and resorts, apartment buildings and private houses have been built. For Fima Carlo Frattini, an Italy-based medium-sized manufacturer in the sanitary industry, supplying fittings for private and commercial bathroom applications, this development has been an enticing business opportunity. However the markets and clients of Asia-Pacific are far away and the company is considering the establishment of its own regional office in order to improve its sales revenue. The target of this paper has been to conduct the strategic analysis of the markets in Asia-Pacific and assess the company’s revenue potential, further on to develop the appropriate sales and market strategy. However the final conclusion drawn is that the company should not engage in opening its own regional office, as the required financial investments are likely to outweigh the gained sales results.

Submitted by Nara Lays Domingues Viana Oliveira (naradv) on 2015-06-16T19:47:22Z No. of bitstreams: 1 00000929.pdf: 1086227 bytes, checksum: febf08ca1925bf47d7790ed1e4148cdf (MD5) / Made available in DSpace on 2015-06-16T19:47:22Z (GMT). No. of bitstreams: 1 00000929.pdf: 1086227 bytes, checksum: febf08ca1925bf47d7790ed1e4148cdf (MD5) Previous issue date: 2013 / Nenhuma / Na busca pela competitividade, as organizações buscam na cadeia de valor identificarem suas atividades de relevância estratégica para que se possam entender as origens e os potenciais de diferenciação e o comportamento dos custos. Dessa forma, as atividades de potencialização estão relacionadas com o desempenho dos processos internos e com o crescimento organizacional. O objetivo desse trabalho é identificar, na cadeia de valores da organização objeto do estudo de caso, quais as atividades e elos de maior potencial de valor agregado, identificando possíveis oportunidades do uso da Tecnologia da Informação (TI) para obter vantagem competitiva ao negócio da empresa. O trabalho apresenta o estudo de caso como modalidade de pesquisa qualitativa, numa indústria brasileira de grande porte do ramo de bens de consumo. Os dados foram coletados por meio de entrevistas em profundidade e questionários semiestruturados abertos realizados com Diretor Geral, diretores corporativos e gerentes da alta administração da organização. Assim, o resultado da pesquisa apresentou direcionadores a serem observados que orientam o uso de recursos de TI como forma de alavancar vantagem competitiva para o negócio da empresa, agregando valor na cadeia produtiva, operacionalizando os processos do Sales and Operation Planning (S&OP), estabelecendo ações que impactam nos três níveis de estratégia corporativa, do negócio e funcional. / In the search for competitiveness, organizations seek to identify, in their value chains, activities that are strategically relevant to understand the origens and possibilities of differenciation, as well as the cost behaviours. Thus, the activities of empowerment are related to the performance of internal processes and of organizational growth. This thesis seeks to identify, in the value chain of the organization that is object of study of the present paper, which activities and links have higher potential of value-added, identifying possible opportunities in the use of Information Technology in order to obtain competitive vantages to the company. This paper presents a case study as a form of qualitative research in a large Brazilian company operating in the area of consumer goods. Its data were collected through in-depth interviews as well as through semi-structured and open questionnaires with the company’s director, corporate directors and managers of the organization. Thus, the research’s results show some directions to be followed. They guide the use of Information Technology as a way to levarage competitiveness advantage for the company’s business, adding value in the supply chain, while at the same time operationalizing the process of Sales and Operation Planning (S&OP), and establishing movements that have impact in the three levels of corporative, business and functional strategy.

Made available in DSpace on 2016-03-15T19:26:20Z (GMT). No. of bitstreams: 1 Andre Eduardo Miranda dos Santos.pdf: 1807322 bytes, checksum: 7f50ddc0b91b7f1ac5122ffcdf2d22d5 (MD5) Previous issue date: 2006-05-31 / Great attention has been dedicated to knowledge administration thematic in the last years. Articles and books have been published and companies have been increasing the investments in that study field, that presents multidisciplinary relationship with other themes, such as information, human resources administration and organizational behavior systems. Inserted in an environment of competition and competitiveness, great companies coexist with the constant variation of the demand for their products, turning essential the existence of a daily activity foreseeing future situations, in order to maximize the outcome and to provide value to the business. Such an activity is situated in a field of study which goes by the area of marketing and production planning. In this sense, the objective of this study was to list the knowledge management, under a Processual perspective, in the demand planning activity, in an exploratory nature research carried out in five different companies, pertaining companies to five different sectors, characterized as a multi-case case study. The evidences were acquired by means of interviews, observation and document analysis, where content analysis was employed for analyzing and interpreting data. The outcome revealed the presence of elements having explicit, tacit and cultural knowledge in the demand planning activity: information technology tools the and documents, experience of professionals, means for transferring knowledge, collective interaction, social relationships and corporative vision what directs the business. In addition, the creation, transfer, storage and knowledge use processes were also considered as an outcome of the research, standing out the different formal meetings scheduled for knowledge exchange and the "knowledge combination" element, characterized by the interaction among the people during the process of knowledge creation and proposed in the Socialization, Externalization, Combination and Internalization process. / Grande atenção tem sido dada à temática gestão do conhecimento nos últimos anos. Artigos e livros têm sido publicados e empresas têm aumentado os investimentos nesse campo de estudo, que apresenta multidisciplinariedade com outros temas, como sistemas de informação, gestão de recursos humanos e comportamento organizacional. Inseridas em um ambiente de concorrência e competitividade, grandes empresas convivem com a constante variação da demanda de seus produtos, o que torna essencial a existência de uma atividade diária de previsão de situações futuras, a fim de se maximizar os resultados e de se fornecer valor ao negócio. Tal atividade se situa em um campo de estudo que passa pela área de marketing e planejamento de produção. Nesse sentido, o objetivo do presente estudo foi relacionar a gestão do conhecimento, sob uma perspectiva processual, na atividade de planejamento de demanda, em uma pesquisa de caráter exploratório realizada em cinco empresas diferentes, pertencentes a cinco setores diferentes, caracterizada como um estudo de multicasos. As evidências foram perquiridas por meio de entrevistas, observação e análise de documento, sendo que, para análise e interpretação dos dados, foi empregada a análise de conteúdo. Os resultados revelaram a presença de elementos de conhecimento explícito, tácito e cultural na atividade de planejamento de demanda: ferramentas de tecnologia da informação e documentos, experiência dos profissionais, meios de transferência do conhecimento, interação coletiva, relações sociais e visão corporativa que direciona o negócio empresa. Além disso, os processos de criação, transferência, armazenamento e de uso do conhecimento também foram considerados no resultado da pesquisa, destacando-se os diferentes encontros formais agendados para a troca de conhecimento e o elemento de "combinação do conhecimento , caracterizado pela interação entre as pessoas durante a criação do conhecimento e proposto no processo de Socialização, Externalização, Combinação e Internalização.

The short life cycles and highly variable demand in the fast fashion market causes various challenges in a retailer’s supply chain management processes. The essential task at hand is to provide the right product, at the right time, and at the right place. Due to this inherent difficulty, the bullwhip effect is a major issue in the fashion supply chain. To enhance customer satisfaction and increase the alignment between the supply and market place demand, companies have been pushed towards exploiting big data, supply chain analytics and AI techniques for better business decision making. One such critical but intrinsically complex decision is the development of a future apparel assortment; in particular defining its optimal breadth and depth. This thesis investigates how such AI techniques can be applied to develop a new assortment aligned with the future customer demands- and choice behavior. The research was conducted through firstly performing a qualitative case study at a fast fashion retailer. This explored the critical business decisions in the supply chain lacking AI support. The findings, revealing the assortment planning process as one such critical area, guided the second part of the thesis: a systematic literature review exploring the AI techniques used in this process in the retail - and fashion industry. An appropriate framework of planning a static apparel assortment in the fast fashion industry was developed and used as a guide throughout the study. The thesis discovered that there exists significant research in the field of applying AI techniques to generate and integrate knowledge about consumer demand- and choice behavior in the planning process of a future assortment. The main components to consider in this procedure is a) fashion forecasting, b) forecasting midterm demand, and c) forecasting product selection, incorporating the effects of substitution and complementarity at all times. This is believed to increase the alignment between supply and the marketplace demand, consequently reducing the bullwhip effect. The critical area for future research is how the discovered models are to be integrated in one singlemodel. Namely, simultaneously utilizing consumer choice behavior models and fashion forecasting to predict future demand of new items. Thus, the risk of suboptimization may be mitigated. / Modeindustrins korta produktlivscykler och högt varierande efterfrågan efter rådande trender skapar stora utmaningar i försörjningskedjan hos företag i branschen. Det essentiella målet för företagen är att tillhandahålla rätt produkt, vid rätt tidpunkt och på rätt plats. De komplexa karaktärsdragen i modeindustrin, där bland den fluktuerande efterfrågan, har gjort bullwhipeffekten till en stor utmaning i branschen. För att öka kundnöjdhet och anpassningen mellan marknadens utbud och efterfrågan har företag drivits mot utnyttjandet av big data i avsikt att förbättra kritisk affärsbeslutsfattning genom användandet av analytics och AI. Ett kritiskt ochkomplext beslut är utvecklingen av ett nytt produktsortiment, där definieringen av sortimentetsbredd och djup är särskilt viktigt. Denna uppsats undersöker hur AI-modeller kan tillämpas för att hjälpa företag inom modeindustrin i utvecklingen av nya sortiment anpassade efter kundens beräknade efterfrågan och val. Detta arbete inleddes med utförandet av en kvalitativ fallstudie hos en stor aktör verksam inom modeindustrin. Detta gjordes för att identifiera kritiska affärsbeslut i företagets försörjningskedja som saknade AI-stöd. Resultatet påvisade att sortimentsplanering var ett sådant kritiskt beslutsområde. Följaktligen utfördes en systematisk litteraturstudie i andra delen av arbetet i syfte att undersöka AI-modeller som appliceras i sortimentsplanerings-processen i såväl detaljhandeln som modebranschen. För att konceptualisera processen av att planera ett statiskt produktsortiment utvecklades ett ramverk som användes som en guide under hela arbetet. Studien visade att det finns betydande forskning inom tillämpningen av AI-modeller i syfte att planera ett optimalt sortiment efter konsumenternas efterfrågan. De huvudsakliga faktorerna att överväga innefattar prognostiseringen av efterfrågan, trender samt substitution- och komplementeffekter. Ett kritiskt område för framtida forskning är hur de upptäckta modellerna ska integreras i en enda modell som inkluderar dessa faktorer i ett tidigt såväl som sent skede av planeringen. Det som eftersträvas i en integrerad modell är att mildra risken av suboptimering som identifierats i nuvarande litteraturs angreppssätt.