Esta dissertação apresenta uma proposta de trabalho de literatura já colocada em prática em três turmas de 8ª série do Ensino Fundamental em uma escola particular de Porto Alegre. O principal objetivo da proposta é criar condições para o amadurecimento do jovem leitor, qualificando a leitura desse a partir de articulações entre as suas leituras feitas fora do ambiente escolar (os best-sellers) com os clássicos indicados pelo professor. Para isso, a sala de aula foi pensada como um espaço de pesquisa e, a partir dessa experiência, foi possível vislumbrar que a prática de letramento literário, se for fundada em projeto, tem grandes chances de ser eficaz. As atividades elaboradas foram divididas em quatro momentos: motivação, introdução, leitura e interpretação. Essas etapas e os seus resultados são discutidos e analisados. A experiência mostra como é possível, sim, trabalhar na formação de leitores, na ampliação de seu repertório e no desenvolvimento de sua capacidade crítica a partir das leituras espontaneamente feitas. / This dissertation proposes a literature work already acted in three groups of eighth-graders in a private school in Porto Alegre. The main objective of this proposal is to create conditions for the ripening of the young reader, qualifying the reading from joints between their readings outside (the best-sellers) school environment with the classics indicated by the teacher. For this, the classroom was conceived as a space of research and from that experience, it was possible to see that the practice of literary literacy, if founded in design, is likely to be effective. The elaborate activities were divided into four stages: motivation, introduction, reading and interpretation. These steps and their results are discussed and analyzed. Experience shows how it is possible to work on educating readers, to expand his repertoire and the development of critical skills from the readings made spontaneously.

The software industry’s largest and most severe problem is software piracy. Most attempts to stop illegal copying of software have failed. Alternative ways to remove software piracy must therefore be discovered and some are already being used. These ways include alternative methods of financing software products instead of trying to stop illegal copying. The alternative methods use the low cost of software duplication as an advantage to increase sales instead of seeing it as a problem. This requires a change in the business model to focus on other revenue sources than per-copy fees. Many different alternative financing methods exist. These are suitable under different conditions and there is no universal solution. The methods all have one thing in common. The user can legally copy and use the software product without purchasing a license. All have different positive and negative effects on the user and this can create the opportunity to use several business models to cater different market segments. / Mjukvaruindustrins största och allvarligaste problem är piratkopiering. De flesta försökt att få bukt med piratkopieringsproblemet har misslyckats. Alternativa metoder för att försöka lösa piratkopieringsproblemet måste därför hittas. Ett alternativt sätt att lösa piratkopieringsproblemet på är med hjälp av alternativa finansieringsmetoder för programvara. De alternativa finansieringsmetoderna använder sig av mjukvaras speciella egenarter som extremt låg reproduktionskostnad och enkelheten att enkelt göra perfekta kopior. Dessa alternativa finansieringsmetoder försöker hitta andra källor för inkomst än försäljningen av licenser. Många alternativa finansieringsmetoder finns. Dessa är tillämpbara och lämpliga i olika situationer och ingen universell lösning finns. Det dessa metoder har gemensamt är att programvarans användare fritt kan kopiera programvaran och använda den utan att behöva köpa en licens. Då de alternativa finansieringsmetoderna har olika positiva och negative påverkningar på sina användare ges tillfälle att kunna kombinera modeller.

The thesis deals with the area of affiliate marketing from the sight of the affiliate seller and also from the sight of the affiliate company. In the theoretical part the notion affiliate marketing is characterized and fundamental subjects of affiliate marketing are defined. Furthermore, there is outlined dilemma of the affiliate companies, which deal with affiliate sales of flight tickets in Czech Republic. In the practical part the pieces of knowledge from the theoretical part are applied and in conjunction with the results from the defined hypothesis are set recommendations, which increase the efficiency of the affiliate marketing both on the side of affiliate seller and on the side of the affiliate company.

Relationship/collaborative selling, as opposed to traditional, transaction oriented selling, stresses the need to form relationships with prospects and customers across all stages of the buyer-seller relationship (Jolson, 1997). The problem is that applying the relationship selling process to all types of customers may lead to inappropriate interpersonal interaction if the customer's orientation is only short-term in nature (Jackson, 1985a, 1985b). Anderson and Narus (1991) make the point that significant variations within industries (i.e., hotel industry) can exist in the buyer's expectation of working relationships with sellers, from a collaborative relationship desire to a transactional (i.e., discrete) relationship. This study developed and empirically tested a model of international buyer-seller relationships in the hospitality industry. The model analyzed several relationships: 1) the relationship between National Culture (Hofstede, 198oa, 1980b & 1997) and the interpersonal interaction "success" variables (i.e., structural bonding, social bonding, communication content, communication style, and trust) in the buyer-seller relationship (Wilson, 1995); 2) the relationship between the "success" variables and the outcomes of the buyer-seller relationship (i.e., relationship commitment and long-term orientation of the buyer); and 3) the relationship between the level of knowledge of the selling strategy used by the salesperson and the buying preferences of the buyer, as perceived by the salesperson. In addition, each of these relationships was examined in terms of the differences that may exist in base of operation of the salesperson (i.e., North America or Asia). The study specifically focused on the hotel industry salesperson and the relationship he or she has with his or her top account. The cross-cultural differences were captured by use of a sample of salespeople that were based either in North America or Asia. The results of this study showed that the relationship/collaborative selling strategy is not necessarily appropriate for all selling situations, but the salesperson may not be knowledgeable enough of his or her customer's preference for interpersonal interaction to be able to identify that fact. It also indicated that different importance is placed on different "success" variables in the buyer-seller relationship in different bases of operation. Specifically, trust is more important in North America than Asia, but it is still an important factor in both selling environments. It was also concluded that social bonding might be overrated in regards to the top account buyer-seller relationship. The conclusion can be made that more emphasis needs to be placed on the building and maintaining of trust than the need to "build a relationship" through social bonding, at least with the top account. The implications of the study can be applied to the improvement of how sales training is taught on a global basis. / Ph. D.

No / In the past, marketing researchers have proposed the use of simple net present value analyses to assess customer lifetime values (CLVs). However, simple net present values disregard two important aspects: (1) environmental risks affecting customer cash flows and (2) a firm's flexibility in reacting to these risks. Consequently, they are inappropriate for assessing CLVs in relationships, in which risks affect customer cash flows and suppliers are able to react. This paper suggests a typology of CLV models in accordance with the degree of environmental risk and the supplier's flexibility. The paper thus contributes to a more differentiated customer lifetime valuation and, consequently, to a more accurate basis for decision making in relationships. The use of real options analysis is recommended for relationships which are affected by environmental risks and in which suppliers are flexible. By applying real options analysis to customer lifetime valuation, the paper offers a new methodological approach, thus merging financial valuation methods with key marketing concepts.

The competitive market of today is characterized by globalization, because of that organizations increased demands from customers on the services as well as on product. In other word, the customer is focusing on buying the service in same way as they buy products. For that the trust in relationships is considered as an important and effective factor when the business to business partners want to achieve growth profitability, and long term time. In order to reach high trust in relationships between customers and suppliers, ability to measure trust in relationships and to improve it is important. One to know how to be able to follow up the trust in the relationships between customers and suppliers, maintain and develop relationships for as long as possible in order to reach the company's goals. The first step in the project was data collection via an email survey and by direct contact with those companies by phone. Then the data was used to make an analysis by comports the results with pervious theories. The analysis enabled to identify the different types of factors which makes the trust in relationships more strong and stable .In the last chapters results are discussed and it was found that the each company has its own way to follow up the relationships to maintain the trust in relationships for longer  time to a achieve their goals and profit. The conclusions are each company have different way of measuring and regardless of which indicators are used for measuring the trust in relationships between the customer and service supplier, they must be  linked directly to the organization's  goals to maintain and  continuity relationships for as long as possible in order to reach the company's goals. The effective trust is important factor which lead to the partners feeling they belong to each other’s which the relationships between them  take a partner form which lead to long term time and profitable relationships and strong trust in relationships.

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Submitted by JOSIANE SANTOS DE OLIVEIRA (josianeso) on 2019-01-22T12:42:07Z No. of bitstreams: 1 Guilherme Cirello Casagrande Junior_.pdf: 3120168 bytes, checksum: 804532ca1fc25562cbcbb35b00ecfa30 (MD5) / Made available in DSpace on 2019-01-22T12:42:07Z (GMT). No. of bitstreams: 1 Guilherme Cirello Casagrande Junior_.pdf: 3120168 bytes, checksum: 804532ca1fc25562cbcbb35b00ecfa30 (MD5) Previous issue date: 2018-08-29 / Nenhuma / As formas das empresas trabalharem e se relacionarem com o mercado vêm mudando com o passar do tempo, focando no contexto de geração de valor, apoiado na Lógica Dominante de Serviço (LDS). Na LDS, destaca-se a cocriação de valor, que se dá através dos processos de interação que acontecem entre stakeholders em prol de valorizar um negócio e torná-lo mais competitivo. Esta pesquisa apresenta a figura do vendedor como um stakeholder cocriador de valor, e quais são os antecedentes e consequentes da cocriação para ele e para organização onde está inserido. Para isso, desenvolveu-se um modelo teórico contemplando os construtos Comunicação Aberta, Orientação para Aprendizagem, Habilidade de Cocriar, Intenção de Cocriar, Cocriação, Criação de Valor Relacional, Desempenho em Vendas e Criação de Novos Produtos. Posteriormente, realizou-se uma coleta de dados quantitativos através de um levantamento (survey) com uma amostra de 415 vendedores que atuam no mercado B2B na indústria têxtil a fim de investigar os aspectos mencionados anteriormente. A análise dos dados foi feita com base em estatísticas multivariadas e utilizou-se da técnica de Modelagem de Equações Estruturais para testar o modelo e investigar a relação entre os construtos que compõem o estudo. Os resultados da pesquisa apontam que a Cocriação é antecedida pelo processo de Comunicação Aberta, Orientação para Aprendizagem, Habilidade e Intenção de Cocriar, e a partir do momento em que é feita, assume (em partes) o papel de um construto mediador, e então, gera maior valor relacional, melhor desempenho em vendas e criação de novos produtos, uma vez que se aproveita o conhecimento que o vendedor detém em suas experiências de venda, e consegue-se criar, transformar e entregar soluções e agregação de valor para o mercado / The way companies work and interact with the market has changed over the last years. The constant preoccupation with profits has lost strength and has made room for the context of generation of value, supported by the Service Dominant Logic (SDL). Within the SDL, among various premises, the one that deals with the cocreation of value stands out, occurring as a result of the processes that take place among stakeholders, in the interest of valuing a business and making it more competitive. This research addresses the seller as a stakeholder and cocreator of value. In addition, the study investigates the antecedents and the consequents of cocreation. For that purpose, a theoretical model was developed, contemplating the constructs of Open Communication, Learning Orientation, Ability of Cocreating, Intention to cocreate, Cocreation, Creation of Relational Value, Perfomace in Sales, and New Products Creation. Hence, a survey was conducted with 415 sellers acting in the B2B market in the textile industry. An analysis of this data was made based on multivariate statistics, making use of Structural Equation Modeling in order to test the model and investigate the relation between the constructs that integrate this study. Findings support the constructs of Open Communication, Learning Orientation, Ability, and Intention as antecedents of Cocreation. As soon as it is applied, cocreation assume a mediation role, and generates more relational value, improve the performance in sales, and the new products creation, since the knowledge acquired by a seller through their experience of selling is fully utilized. In addition, it is made possible for one to create, change and contribute with solutions and added value to the market.

In today global business market, concepts are moving towards inter-national and inter-firm in contrary to older days. This has made companies explore ways to leverage their supply chains, and to evaluate the role of suppliers in their activities. One result has been the increased outsourcing of activities and performance. This has heightened the role of suppliers ever more.Consequently, in order to maintain competitive in the market and to be able to satisfy the knowledgeable end customer, suppliers must be completely aligned with the core company and its objectives and performances. This goal is only gained through strategic benchmarking towards Supplier Development.With a large number of suppliers to deal with, it won’t be feasible to have partnership relationship with each. The strategic approach is to classify them in a manner suitable for the company and only then start from top of the list setting goals for the most prioritized.Before making any attempt in Supplier Relationship Development, the company must start from within setting the right mindset from top down, inside its own ground. Only then Supplier development will be aligned with the objectives of the company and the program will be integrated and successful.This research sought after ways to develop a strategic and systematic method of dealing with suppliers. This guideline was classified as a step by step map of a Supplier Development program. The study was conducted for Volvo Penta Vara Company, and as part of its Supply Chain Development Program. The findings from the company and literature were compared and analyzed and finally guidelines were developed.This report is the last part of the master’s studies in Industrial Engineering-Logistics at University of Borås. It gave us the opportunity to use what we had learnt during the programme. Considering the broadness of the subject we were after, this report meant a lot of work. However, this was the challenge we wanted and an intriguing journey where we learned a lot along the way.

This study examines the performance outcomes of interorganizational trust using both qualitative and quantitative methods. Using qualitative data from four informants and drawing on the literature on trust, we define interorganizational trust and derive a model of its outcomes. Regression analysis results indicate that trust is negatively related to transaction costs and positively related to cooperation, conflict resolution, satisfaction, and risk taking tendency. Dependence has a moderating effect on trust while predicting satisfaction. Confirmatory factor analysis revealed four trust components: goodwill trust, competence trust, contractual trust, and distrust. Further exploratory analyses between trust components and trust outcomes indicate that distrust is not a mere opposite of trust, but is a distinct component of it. Goodwill trust, by itself, is not sufficient for the reduction in transaction costs / it must be supplemented by the reliability and ability of the other party in the exchange relationship to fulfill obligations. Competence trust alone is not sufficient for better conflict resolution due to the divergence in the expectations of the exchange partners. Only goodwill trust affects the tendency towards risk taking, since it reduces the perceived potential for opportunistic behavior. As a result of this study, the concept of trust and its outcomes were investigated in the Turkish context, different components of trust were identified, and these components were linked to the outcomes of trust. In addition, risk taking tendency was tested as an outcome of trust, which is an important contribution to the research in this field.